SEMA News - August 2010

BEST PRACTICES

By Steve Cambell

Finding, Evaluating and Using Field Representatives

	In a marketplace crowded with competitors, expert experience can make a difference. Manufacturers’ reps pride themselves on selling for multiple companies across multiple product lines in large geographic areas.

Unlike other types of salespeople, manufacturers’ representatives work for multiple companies across multiple product lines in a large geographic area, either as individuals or as part of an agency. 

A rep is an independent businessperson, an extension of the manufacturers’ sales force, and he or she can also be a highly valuable jack of all trades who not only closes deals but also teaches in-house manufacturer, warehouse distributor or retailer/jobber salespeople how to best present the manufacturer’s marketing plan to create sales.

A recently completed DVD produced by SEMA’s Manufacturers’ Rep Council (MRC), titled “Understanding the Sales Rep,” points out that companies of all sizes and across all manufacturing genres have used rep firms for years to market and sell their products. The video points out that manufacturers’ reps (also called field reps) tend to be more effective and cost-efficient. Because they are paid on commission, their cost of sales is directly related to their sales success.

“With an independent rep, a company saves money by not having to pay for health insurance, a car, office or travel expenses, retirement or taxes,” said Chris Perry, president of Bill Perry and Associates. “And we provide additional services, such as reviewing customer inventory, updating pricing, revising part numbers and training the customers’ salespeople.”

The benefits of using a manufacturer’s rep, either in conjunction with other salespeople or as a stand-alone sales force, are directly attributable to their experience, contacts and the fact that they are independent contractors. An established rep firm is made up of highly experienced professionals who have developed relationships with distributors and retailers through years of personal contact.

“A manufacturer’s rep is accepted into the existing accounts that he or she calls on,” said Nathan Kunzman of Michael Kunzman and Associates. “The rep has long-standing relationships with his warehouse or retail customers, and those relationships are very important. The ultimate goal should be to increase distribution of the product.”

Reps are knowledgeable about the markets that make up their areas of expertise as well as the product lines they already represent, and their experience allows them to not only sell but to advise their manufacturing clients about the validity of new products.

“Reps provide their clients with a high degree of honesty, integrity and ethics,” said Perry. “They can help review and analyze a customer’s inventories, make sure defects and stock adjustments are correctly handled and help resolve warranty issues. They can act as the manufacturer’s eyes and ears, communicating problems or issues to the manufacturer and providing information on competitive lines in the marketplace. A rep should be open about conflicts with other lines they represent, but manufacturers must also understand that overlaps can occur as lines grow and be open to discussions to resolve these types of issues. Professional independent reps will always feed back information to their manufacturers.”

		Reps are knowledgeable about the markets that make up their areas of expertise as well as the product lines they already represent, and their experience allows them to not only sell but to advise their manufacturing clients about the validity of new products.

In order for the rep to perform effectively and efficiently, the manufacturer must provide all required materials, guidance, leadership and education at no cost, just as it would provide them to internal sales people, said Irv Cohen, managing partner of S&S Sales & Marketing. That includes literature, samples and the opportunity to follow up on all leads generated through magazines, the Internet or other channels.

“Manufacturers’ reps are happy to work with the manufacturers’ inside sales force, so long as they are set up as a team rather than adversaries,” he said. “Most reps don’t sit in an office all day, so a rep on the road may not be able to answer a call immediately, even with a cell phone. If there is an inside sales rep who is assigned to customer service for the same account as a manufacturer’s rep, for example, the inside person might be able to handle that kind of emergency situation.”

As with any business relationship, mutual respect is the key to mutual success. Reps expect manufacturers to value their time, said Perry, providing adequate notice of sales training and in-field sales work and an advance look at all marketing materials, special promotions and telemarketing efforts within their geographic territory. Reps also expect complete reporting of all customer purchases and timely compensation for services rendered.

The industry-standard starting point for rep services is 5% of the rep’s sales on established accounts, but that can vary according to the product line and the work involved in servicing the account. A pioneer line—one that will take extra effort to land because the line isn’t established, has no built-in business, is new to the market or comes from a manufacturer that is new to an established market—will probably call for a 10% commission, Cohen said. And there are other services that his or her agency will soon begin charging extra for.

	SEMA members may obtain copies of the Manufacturers’ Rep Council DVD entitled “Understanding the Sales Rep” by contacting Staci Bostock, SEMA council relations manager, via e-mail at stacib@sema.org or by telephone at 909/978-6693.

“There are many, many trade shows and events that need to be covered, and our expenses are out of hand,” he said. “If we work a trade show without the manufacturer’s presence or we need to provide additional people to handle a booth, we’re going to have to charge a fee.” Likewise, Perry said, the rep should not be expected to bear the cost of sales meetings that are not held in conjunction with trade shows or other industry events that the rep might be expected to attend or are outside of the rep’s normal territory.

Logical factors should be considered when a manufacturer begins to consider using the services of a rep agency. Does it have one or more agents who service the locations that the manufacturer is interested in targeting? How many agents are in the group, and what is the background of the individual or individuals who will be assigned to the manufacturer’s account? Does the agency’s existing portfolio of clients include any competing lines? Does it include any complementary lines that distribution or retail customers might carry in tandem?

Just as with any new hire, the manufacturer should spend some time checking the background and references of the agency and its employees before entering into a contract for services. Reputable agencies will happily furnish a list of current clients, and the manufacturer may wish to contact other agencies in a different geographic area, since most rep firms are aware of each other and can provide feedback based on their own expertise.

Once a manufacturer has signed with an agency, the proof is in the pudding. Sales are the number-one criteria.

“A rep should be able to open new accounts, increase sales within the territory and avoid complaints,” said Cohen. “But it’s all based on the bottom line. If you started with $100 worth of sales in a territory and it grows to $10,000, is that good, bad or indifferent? The way a rep shines is in what he or she actually does.”

However, even though production is the best evidence of value, the unexpected should also be factored into the equation. The recent recession provides a stark example.

“The rep’s service should also be evaluated by his hard work,” said Kunzman. “Sometimes it takes years for a product to sell, and there are many factors that go into its success. Often it takes repetition and continued follow-up on the rep’s part. The rep should communicate with the manufacturer, letting the client know about their efforts. The manufacturer will see the type of commitment a rep has.”

The SEMA MRC webpage and the SEMA Membership Directory offer listings of manufacturers’ rep agencies, and the Performance Warehouse Association also offers a rep section on its website. Neither organization will recommend an individual agency, but their listings include a wide range of established firms.  

SEMA News - August 2010

How ProPledge Works for 3dCarbon 

SEMA News recently had the chance to catch up with well-respected manufacturer and ProPledge participant 3dCarbon. We spoke with the company’s vice president of sales and marketing, Ernie Bunnell, to learn a little more about its products and about how 3dCarbon is utilizing ProPledge’s benefits to differentiate itself from its competition. 

SEMA News: How has the ProPledge warranty assurance program benefited 3dCarbon?

Ernie Bunnell: Dealers and consumers want to know that the products they’re purchasing are backed by quality and service. ProPledge increases awareness of product quality and service.

SN: What primary benefit does ProPledge offer your segment of the industry?

EB: ProPledge raises the bar, creating a benchmark for all manufacturers to meet and increasing the confidence to the restyler/installer networks. It reinforces that there is a standard of excellence being backed by ProPledge.

SN: Are there any suggestions or ideas that you would like to offer about the current ProPledge program elements?

EB: Additional marketing support for ProPledge members that are directed to domestic car dealers and international
distributors.

SN: How long has 3dCarbon been in business?

EB: 3dCarbon started in July of 2004. Our very first product was the Boy Racer Mustang kit for the ’05–’09 Mustang.

		For more information and a detailed analysis of what ProPledge is and its benefits to most SEMA-member companies, visit the ProPledge website at www.propledge.com or call 818/248-4449.

SN: Could you cite some of the key trends 3dCarbon has helped to develop over the past six years?

EB: Our Boy Racer kit has been a huge success for us. It is a wide-body look for the ’05–’09 Mustang and the ’10–’11 model. We also have developed a wide range of small accessories, such as hood scoops and other items that are easily installed to create a uniquely different look from other vehicles and kits on the road today. 

SN: Where will future 3dCarbon growth and development be coming come from?

EB: Our growth will come from designing and manufacturing aerodynamic styling kits and accessories for a wide variety of vehicles, such as sport compacts, midsize vehicles and SUVs. The utilization of computer-aided design (CAD) and rapid prototyping will aid us in cost savings for development.

SN: What are the biggest challenges 3dCarbon sees in the future?

EB: Being able to design and create products as quickly as the opportunities arise and keeping development costs in line
with revenues.

SN: What are some of the most significant success stories within 3dCarbon’s business model?

EB: We have developed a unique process for designing and manufacturing very high-quality parts that are easy to install and easy to paint. The products we manufacture are regarded as the highest quality in the aftermarket.

SN: What do you do in your off time in the midst of what seems to be a pretty busy work schedule?

EB: I enjoy golfing, road biking and traveling with my family. I also have a ’69 Camaro Z28 that I am also wrenching on when time allows, even though I fully restored it years ago.

SN: What kind of vehicle are you driving currently?

EB: I drive a Lincoln MKX. It has our 3dCarbon body kit, and the size of the vehicle is perfect for me—not too big but still plenty of room. 

	The 2010 PAACE Automechanika Mexico grew 140% in comparison with 2009, which shows the growth and recovery of the global automotive aftermarket.

The 12th edition of PAACE Automechanika Mexico—Mexico and Central America’s international trade show for the automotive aftermarket—returned to the Centro Banamex in Mexico City, July 14–16, 2010, with the largest event in its history. Six hundred fifty exhibitors from 19 countries around the world exhibited their latest products and services in 9,456 net sq. m. of exhibition space.

The size of the 2010 event grew 140% in comparison with 2009, signaling the growth and recovery in the global automotive aftermarket and confirming the opportunities in Mexico’s important and significant share of the market. Mexican companies accounted for more than 40% of the exhibit space on the show floor during the record event.

“The recently concluded PAACE Automechanika was a success with great reviews from both buyers and exhibitors and reflects the opportunities for SEMA members in Mexico,” said Linda Spencer, SEMA director of international relations, who urged companies to consider all opportunities to improve their bottom line through overseas sales.

She noted that SEMA has compiled a list of Mexican buyers of specialty-equipment products. For a copy, SEMA members can contact Casey Kooiman at caseyk@sema.org.

In addition to the record presentation of exhibitors from Mexico and around the world, PAACE Automechanika Mexico was successful in restricting access to the show to only the most qualified buyers and attendees in the industry. The event welcomed 12,059 individual qualified buyers and industry press to the 2010 edition. Key aftermarket players attended the three-day trade show from Mexico, Latin America and abroad to find the latest products and services, network with industry colleagues, and learn more about the personalization of vehicles and enhance their business in the PAACE Automechanika Mexico Seminar Program. The program offered a wide range of technical sessions and business seminars to educate both technicians and shop owners on how to improve processes, increase efficiency and continue to develop business.

A new feature of the Seminar Program this year was the participation of the Automotive Service Association (ASA), offering an enhancement to the educational program with three three-hour sessions each show day on auto body repair, electrical troubleshooting and success in the automotive repair business.

Additional show features this year covered everything from feature vehicles and live customization to product innovations and demonstrations. Responding to the needs of attendees, the New Product Showcase featured 30 of the latest products and services launched by exhibiting companies onsite in a special display, demonstrating the innovations in the market. In order to support the growth and interest in the specialty-equipment market, PAACE Automechanika Mexico 2010 featured one of the largest tuning displays in Mexico with more than 98 customized vehicles during the show sponsored by the National Association of Mexican Auto Clubs (ANACM) and Muscle Cars V8 Magazine.

West Coast Customs Mexico also returned this year with their popular presentation of live demonstrations and vehicle customizations, drawing crowds of thousands for their live recording of an episode of the third season of their popular TV show, “Tunéame la Nave.”

PAACE Automechanika Mexico is organized by Messe Frankfurt Inc., in partnership with key industry associations APRA, MEMA and SEMA. The event is also sponsored by ANDELLAC, ARIDRA, ASA, the U.S. Commercial Service and West Coast Customs Mexico, among other groups. Organizers are already working on the next edition of PAACE Automechanika Mexico, July 13–15, 2011.

For more information, visit: www.PAACEAutomechanika.com.

	Car-care products, such as polish, will help to produce that new-car shine.

As the world’s premier automotive specialty-products trade show, the 2010 SEMA Show, to be held at the Las Vegas Convention Center from November 2–5, 2010, attracts more than 100,000 industry leaders from more than 100 countries and also provides a unique opportunity for buyers and exhibitors to connect.

The Show covers the entire realm of the specialty-equipment industry and is comprised of 13 categories: Business Services; Global Tire Expo—Powered by TIA; Hot Rod Alley; Mobile Electronics & Technology; Paint, Body & Equipment; Powersports & Utility Vehicles; Racing & Performance; Restoration Marketplace; Restyling & Car Care Accessories; Tools & Equipment; Trucks, SUVs and Off-Road; Wheels & Accessories; and OEM.

Each will be highlighted separately every week in SEMA eNews. This week’s category is Restyling & Car Care Accessories. So far, 212 restyling and car-care accessories companies—of which, 58 are first-timers—are exhibiting in the North Hall.

In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car-care offerings from the Show floor into their own retail shops.

The restyling and car-care accessories market is made up of products used to modify a vehicle’s interior or exterior after it has left the factory, as well as those for cleaning and maintenance. Appearance and accessory products are often a consumer’s first contact with the automotive specialty-equipment industry. The trend to customize one’s vehicle was born out of the desire for consumers to create something unique that fits their personal lifestyle. Restyling products, which include sunroofs, ground effects, grille guards and drop-center bumpers, are functional; however, many consumers purchase them for their aesthetic appeal. Car-care products including vacuums, chemicals and more.

“The SEMA Show is like fashion week for the auto industry, and many of the most fashionable accessories are from the restyling and car-care market,” said Peter MacGillivray, SEMA vice president of communications and events. “Because products in the segment appeal to a wide audience, an increasing number of buyers are expanding into the restyling and car-care market. In fact, nearly 50% of buyers at the 2009 SEMA Show sought products in this market.”

As the largest segment of the industry and the only one to have increased its market share over the years, the restyling and car-care accessories market went from 51.1% market share in 1996 to 57.6% in 2006. Sales of specialty accessories and appearance products were estimated at $21.14 billion at the retail level in 2006.

The Professional Restylers Organization (PRO) is a SEMA council dedicated to addressing the challenges facing the restyling segment of the automotive aftermarket and to developing effective strategies for dealing with industry-specific issues.

In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car-care offerings from the Show floor into their own retail shops.

One of the most profound effects of the recession was the decline in U.S. vehicle sales, which plummeted from nearly 17 million in 2006 to about 10.6 million in 2009, according to Ward’s AutoWorld. And while the downturn impacted nearly every aspect of the automotive aftermarket, some of the greatest damage occurred in the restyling category, whose very existence is based on available vehicle inventory. Conversely, the recession and market forces also caused OEMs to change the way they develop and market their products.

Gone are the days when each automaker produced a multitude of variants, each of which was accompanied by seemingly unending options lists. In order to save costs, the OEMs have decreased their offerings to restricted trim levels in the most popular models of the strongest brands. These variety limitations will prove to be a boon for restylers, industry leaders say. As the OEMs reduce the range of packages they offer, restylers can fill the gaps.

“Decontenting by manufacturers to lower costs will provide a lot of opportunities to accessorize and restyle,” said Karl Stearns, president of KMS Marketing Solutions and chairman of the Professional Restylers Organization (PRO). “Manufacturers also frequently bundle certain popular items, such as spoilers, with other pricey options, and the whole package pushes the vehicle out of the price range for buyers.

"It produces vehicles that consumers don’t necessarily want, with upgraded trim packages or performance features that must be purchased to obtain the few items the buyer does want. Restylers can make the popular parts available to dealers so that vehicles can be niche-marketed while eliminating the expensive, undesirable options.”

Knowledgeable dealers have come to understand that restyling provides a significant marketing opportunity. While the OEMs reduce their offerings, restylers are taking advantage of new techniques and technologies to provide products and services that are otherwise unavailable.

For more information on the restyling and car-care market, click here.

 

Buyers, exhibitors and media: Click here to register or reserve your space for the 2010 SEMA Show.

Click here to view the online floorplan.

	Car-care products, such as polish, will help to produce that new-car shine.

As the world’s premier automotive specialty-products trade show, the 2010 SEMA Show, to be held at the Las Vegas Convention Center from November 2–5, 2010, attracts more than 100,000 industry leaders from more than 100 countries and also provides a unique opportunity for buyers and exhibitors to connect.

The Show covers the entire realm of the specialty-equipment industry and is comprised of 13 categories: Business Services; Global Tire Expo—Powered by TIA; Hot Rod Alley; Mobile Electronics & Technology; Paint, Body & Equipment; Powersports & Utility Vehicles; Racing & Performance; Restoration Marketplace; Restyling & Car Care Accessories; Tools & Equipment; Trucks, SUVs and Off-Road; Wheels & Accessories; and OEM.

Each will be highlighted separately every week in SEMA eNews. This week’s category is Restyling & Car Care Accessories. So far, 212 restyling and car-care accessories companies—of which, 58 are first-timers—are exhibiting in the North Hall.

In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car-care offerings from the Show floor into their own retail shops.

The restyling and car-care accessories market is made up of products used to modify a vehicle’s interior or exterior after it has left the factory, as well as those for cleaning and maintenance. Appearance and accessory products are often a consumer’s first contact with the automotive specialty-equipment industry. The trend to customize one’s vehicle was born out of the desire for consumers to create something unique that fits their personal lifestyle. Restyling products, which include sunroofs, ground effects, grille guards and drop-center bumpers, are functional; however, many consumers purchase them for their aesthetic appeal. Car-care products including vacuums, chemicals and more.

“The SEMA Show is like fashion week for the auto industry, and many of the most fashionable accessories are from the restyling and car-care market,” said Peter MacGillivray, SEMA vice president of communications and events. “Because products in the segment appeal to a wide audience, an increasing number of buyers are expanding into the restyling and car-care market. In fact, nearly 50% of buyers at the 2009 SEMA Show sought products in this market.”

As the largest segment of the industry and the only one to have increased its market share over the years, the restyling and car-care accessories market went from 51.1% market share in 1996 to 57.6% in 2006. Sales of specialty accessories and appearance products were estimated at $21.14 billion at the retail level in 2006.

The Professional Restylers Organization (PRO) is a SEMA council dedicated to addressing the challenges facing the restyling segment of the automotive aftermarket and to developing effective strategies for dealing with industry-specific issues.

In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car-care offerings from the Show floor into their own retail shops.

One of the most profound effects of the recession was the decline in U.S. vehicle sales, which plummeted from nearly 17 million in 2006 to about 10.6 million in 2009, according to Ward’s AutoWorld. And while the downturn impacted nearly every aspect of the automotive aftermarket, some of the greatest damage occurred in the restyling category, whose very existence is based on available vehicle inventory. Conversely, the recession and market forces also caused OEMs to change the way they develop and market their products.

Gone are the days when each automaker produced a multitude of variants, each of which was accompanied by seemingly unending options lists. In order to save costs, the OEMs have decreased their offerings to restricted trim levels in the most popular models of the strongest brands. These variety limitations will prove to be a boon for restylers, industry leaders say. As the OEMs reduce the range of packages they offer, restylers can fill the gaps.

“Decontenting by manufacturers to lower costs will provide a lot of opportunities to accessorize and restyle,” said Karl Stearns, president of KMS Marketing Solutions and chairman of the Professional Restylers Organization (PRO). “Manufacturers also frequently bundle certain popular items, such as spoilers, with other pricey options, and the whole package pushes the vehicle out of the price range for buyers.

"It produces vehicles that consumers don’t necessarily want, with upgraded trim packages or performance features that must be purchased to obtain the few items the buyer does want. Restylers can make the popular parts available to dealers so that vehicles can be niche-marketed while eliminating the expensive, undesirable options.”

Knowledgeable dealers have come to understand that restyling provides a significant marketing opportunity. While the OEMs reduce their offerings, restylers are taking advantage of new techniques and technologies to provide products and services that are otherwise unavailable.

For more information on the restyling and car-care market, click here.

 

Buyers, exhibitors and media: Click here to register or reserve your space for the 2010 SEMA Show.

Click here to view the online floorplan.

	Drawing 120 cars and 900 spectators, the second annual Show 'N Shine filled the Pasadena Convention Center with a mix of metal spanning nearly 100 years of automotive history.

Collectors, enthusiasts and gearheads of all stripes came out for the second annual SEMA Show 'N Shine car show, July 24, in Pasadena, California. The event drew nearly 120 cars, ranging from pre-war Ford and Buick metal to lowriders, late-model muscle and vintage Mercedes-Benz. All proceeds from entry fees went to benefit ChildHelp and Victory Junction Gang Camp charities.

Show 'N Shine organizer Mike Spagnola of Street Scene Equipment was impressed, and admittedly a little surprised by the growth and interest in the event.

"It was completely sold out," Spagnola said. "Car show spaces, vendor slots—totally full."

It also drew a similarly eclectic collection as last year's showing of local automotive classics and contemporaries.

"If you ever wanted to see who the retail 'SEMA' customer is, Show 'N Shine was the perfect example," said Spagnola, who helmed last year's inaugural show. "We had lifted and lowered, rods and musclecars, trucks, donks, imports, classic restored—everything. You can't plan for that when you're developing a car show, but it worked out perfect."

Show 'N Shine Winners included:

People's Choice: '64 Lincoln Continental, Rich Evans
Participant's Choice: ’06 Ford Mustang, Bill Lohr
Best Interior: '56 Ford pickup, Brian Glick
Best Engine: '61 Plymouth two-door, Charlie Tachdjian
Best Paint: '69 Pontiac, Art Peterson
SEMA Cares Selection: '41 Plymouth Coupe, Mike Harn
Kid's Pick: '38 Buick Century, Pete Rius
Top 10

• ’56 Ford pickup, Steve Lopez
• '60 Ford Starliner, Ron Tittle
• '30 Ford Model A, Chuck Schuweker
• '53 Studebaker Starlight Coupe, Leonard Knight
• '36 Ford roadster, Fred DeFalco
• '57 Ford Thunderbird, Jerry Logan
• '50 Chevy pickup, Jim Meyer
• "Wood Car," Kelsey Clark
• '50 Oldsmobile 88, Marty Fisher
• '70 Pontiac Firebird, Michael Keenan

	The "ROD Riguez," a custom, Japan-built 1930 Ford Model A sedan.		Jerry Logan's '57 Thunderbrid was a judge's favorite for the Top 10.
	'51 Ford Custom Victoria hardtop coupe.		Steve Lopez' '56 Ford F-100 won a Top 10 award from the judges.
	Rich Evans' '64 Continental was the hands-down crowd favorite, winning Evans the People's Choice award and a trip to the 2010 SEMA Show.		Quilted stitching and suicide doors are just two of the features that made Evans' '64 Lincoln the People's Choice.
	Kelsey Clark's wood pedal car replica features 24-volt electric drive, working headlights and a radio and 30 different exotic woods and is, according to Clark, made from 80% recycled material.		Charlie Tachdjian's '61 Plymouth took the award for Best Engine.
	Bill Lohr's 2006 Mustang was a favorite among fellow car show participants, earning Lohr the Participant's Choice award and a trip to the 2010 SEMA Show.		This '29 Ford Model A Sport Coupe is powered by a Chevy small-block.
	'70 Dodge Challenger T/A done resto-mod style.		Dave Wolin's '57 Mercedes-Benz 300SL didn't win any awards, but left us with a dose of LeMans and Mille Miglia nostalgia.
	Under the hood of "Moonshined," a heavily-modified '66 Pontiac GTO packed with a 428 c.i. big block.		Inside the '66 "Moonshined" GTO.
	Chip Foose's "P-32" is a '32 Ford "Deuce" roadster inspired by WWII aircraft design and powered by a flathead Lincoln V-12.		Customized 80's Oldsmobile Cutlass, done hi-rise box style with thumping audio system, rich paint and detailed airbrushing.
	Chopped and hot-rodded '32 Ford "Deuce" roadster pickup.		The 23-GT, a circle-track inspired Model T roadster street rod.
	SEMA Hall of Famers Van Woodell, Harry Hibler, Louis Senter and Ron Funfar were among the honorees hanging out in the Hall of Fame VIP area.		Chip Foose returned as Grand Marshall of the Show 'N Shine, sharing his knowledge and experience with showgoers and signing every autograph asked of him.
	Dennis Gage was also on hand to sign and extend the classic car legacy and enthusiasm into the next generations.		The 2008 AREX puts down more than 600 hp from a blown V8—plenty enough to outrun from the '69 Plymouth Belvedere L.A.P.D. patrol car next to it.

	John Menzler of Comp Performance Group (top) prepares a run of cars from the Builder's Race group, a set of cars designed by some of the industry's top builders including Rich Evans, Art Morrison and class winners Street Vizions (car bottom row, second from right).

Returning champions were vanquished, former challengers made strong showings, and the industry's leading ladies brought home two inaugural trophies at the third-annual SEMA Pinewood Drag Races.

The drags took place July 24 at the Pasadena Convention Center in Pasadena, California, and featured hundreds of pinewood cars, most built by children at Childhelp and Victory Junction Gang Camp and sponsored by SEMA-member companies.

The SEMA Businesswomen's Network, running a pinewood car developed by Mitch Williams and Pilot Automotive, took both the Council Cup and Grand National trophies. Justin Hoffend, meanwhile, representing SEMA Show logistics handlers Freeman, avenged his third-place Modified class finish from last year by topping the group this year.

"The taste of victory is sweet," says Joel Ayres, SEMA Cares committe chairman. "I upheld the honor of SEMA Cares by beating Kersting, [Paul] Scooter, Rick [Rollins], [Jim] Cozzie and Mike [Spagnola] in Modified. I was, however, beaten by 11-year-old Justin Hoffend, so next year, Justin, I'm coming for you."

Ayres adds that "seeing the excitement and smiles from the Childhelp Village kids as their cars raced and won made all the effort and work that the committee put in worth it."

The races also featured the popular Builder's Race, offering top designers in the industry a chance to race unique and innovative cars of their own invention. Derek White of Street Vizions won the HRIA-sponsored event.

"SEMA-member companies really stepped up to the challenge of sponsoring every kid-built car—a record 230 cars sponsored," says race organizer Dave Williams of Rampage Products. "That kind of support shows that the SEMA membership cares deeply about these kids and their needs."

Winners of the 2010 Pinewood Drag Races included:

Build It For Me Class Travis White & Janette Hale, Paramount Restyling Hot Rod Industry Alliance Tricel Honeycomb		Stock Melanie White, Hellwig Products Nicolas Hoffend, Freeman Chuck Schwartz, ConvExx
Modified Justin Hoffend, Freeman Joel Ayres, SEMA Cares Committee Chris Kersting, SEMA		Unlimited Famous Rhodes, eBay Motors Todd Ryden, MSD Ignition Eric Hoffend, Freeman
Council Cup Challenge SEMA Businesswomen's Network		Grand National Trophy SEMA Businesswomen's Network
People's Choice Travis White, Janette Hale, Paramount Restyling

Some of the 100-plus cars built by the children at Childhelp and Victory Junction Gang Camp.		Although aerodynamically disadvantaged in this heat, we give it up for the Rampage Products Wrangler (second from left).
Justin Hoffend readies to drop the gates on a Stock class run.		Mike Spagnola (left), Joel Ayres (middle) and freshly shorn Chris Kersting watch their cars run in the Modified class. Ayres and Kersting finished second and third, respectively.
eBay Motors, with the outside lane car, interpreting "unlimited" very literally. They won the class.		Rose Kawasaki (left), Erin Gilhuly (middle) and Camee Edelbrock celebrate the SEMA Businesswomen's Network victory in the inaugural Council Cup challenge.
Travis White and Janette Hale's car, representing Paramount Restyling, won tops in both the Build It For Me class and the People's Choice Award.		Mitch Williams' much-tested and developed pinewood served as the catalyst for the SBN's Council Cup and Grand National trophy awards.
Nicolas Hoffend took second place in the Stock class, making it a sweep for the family who placed in the top three in the Stock, Modified and Unlimited classes.		Erick Saltrick of Steele Rubber Products presented the Builder's Race trophy to Street Vizions.
The expansion joint at the track's runout created some moments of airborne acrobatics.		Beautiful solid billet "pinewood" from the Builder's Race. See you next year!

Make plans now to attend next year's event! For more information, click here.

	Whether you have a split island or peninsula, keep in mind line-of-site rules when designing your exhibit space.

With the 2010 SEMA Show rapidly approaching, now’s the time for exhibitors to submit their booth plans. Exhibitors with booths 400 sq. ft. or larger must complete the Exhibit Space Design Notification. It is vital that exhibitors fully understand the display regulations and how they impact an exhibitor’s ability to utilize the space within their booth. Exhibitors are often confused between the rules applicable to “peninsula” booths and “split island” booths. Following is a brief synopsis of the differences between the two (view diagrams for both configurations in the Exhibit Display Regulations):

Peninsula Exhibit: Created when an aisle is on three sides of the booth and linear booths are directly behind the peninsula booth. When creating an exhibit layout for a peninsula exhibit, line-of-site rules apply: 5 ft. from the aisle and 10 ft. from a neighboring exhibit; the maximum height for any sign, display, product, fixture or decoration is 4 ft. Diagram 17 of the Display Regulations.

Split Island Exhibit: Similar to a peninsula exhibit space (an aisle is on three sides), however, instead of linear booths behind the peninsula, it simply shares a common backwall with another peninsula exhibit. For split island exhibits, both booths that share the common backwall can utilize the entire booth space up to the maximum allowable height of 16 ft. Diagram 18 of the Display Regulations.

Note: Split island configurations are not guaranteed for future shows and exhibitors may require a peninsula installation. Companies are advised to build a flexible exhibit that can be adjusted to fit a peninsula location and the line-of-site rules.

The Exhibit Space Design Notification is due by September 10, 2010. This information allows Show management to review booth diagrams to prevent any issues onsite with display regulation violations.

If you have any questions regarding the Exhibit Display Regulations or the Exhibit Space Design Notification, please contact Jeff Pressman at jpressman@convexx.com.

	Whether you have a split island or peninsula, keep in mind line-of-site rules when designing your exhibit space.

With the 2010 SEMA Show rapidly approaching, now’s the time for exhibitors to submit their booth plans. Exhibitors with booths 400 sq. ft. or larger must complete the Exhibit Space Design Notification. It is vital that exhibitors fully understand the display regulations and how they impact an exhibitor’s ability to utilize the space within their booth. Exhibitors are often confused between the rules applicable to “peninsula” booths and “split island” booths. Following is a brief synopsis of the differences between the two (view diagrams for both configurations in the Exhibit Display Regulations):

Peninsula Exhibit: Created when an aisle is on three sides of the booth and linear booths are directly behind the peninsula booth. When creating an exhibit layout for a peninsula exhibit, line-of-site rules apply: 5 ft. from the aisle and 10 ft. from a neighboring exhibit; the maximum height for any sign, display, product, fixture or decoration is 4 ft. Diagram 17 of the Display Regulations.

Split Island Exhibit: Similar to a peninsula exhibit space (an aisle is on three sides), however, instead of linear booths behind the peninsula, it simply shares a common backwall with another peninsula exhibit. For split island exhibits, both booths that share the common backwall can utilize the entire booth space up to the maximum allowable height of 16 ft. Diagram 18 of the Display Regulations.

Note: Split island configurations are not guaranteed for future shows and exhibitors may require a peninsula installation. Companies are advised to build a flexible exhibit that can be adjusted to fit a peninsula location and the line-of-site rules.

The Exhibit Space Design Notification is due by September 10, 2010. This information allows Show management to review booth diagrams to prevent any issues onsite with display regulation violations.

If you have any questions regarding the Exhibit Display Regulations or the Exhibit Space Design Notification, please contact Jeff Pressman at jpressman@convexx.com.

CONTROVERSY: Controversy marred the IZOD IndyCar Series and Formula One over the weekend. Helio Castroneves lost the Honda Indy Edmonton because of a late-race blocking penalty, while Ferrari was issued a $100,000 fine for supposedly issuing team orders that affected the outcome of the German Grand Prix.

HISTORIC: With Jamie McMurray’s victory in the Brickyard 400 at Indianapolis Motor Speedway Sunday, team owner Chip Ganassi became the first owner to win the Daytona 500, Indianapolis 500 and the Brickyard 400 in the same season.

MAGIC NUMBER: Kody Swanson’s victory in the USAC Mopar National Midget Series event at O’Reilly Raceway Park in Clermont, Indiana, Thursday was the 134th for Wilke-Pak Racing, which moved them to the top of the all-time USAC winner’s list.

SO LONG: The Ford Racing Mustang Challenge will shut down at the end of the 2010 racing season. The series was created through a joint partnership between Miller Motorsports Park in Utah and Ford Racing in 2008.

STICKING AROUND: The International Motorsports Industry Show has signed an agreement with the Indianapolis Convention & Visitors Association that will keep the event in Indianapolis indefinitely.

TRAGEDY: Tyson Perez, a crew member for 2003 ASCS National champion Travis Rilat, was killed after a methanol barrel exploded at the team’s shop July 18. Rilat was also injured and is expected to spend two to three months in a Seattle, Washington, burn unit.

MOVING ON: Marcos Ambrose will leave JTG Daugherty Racing at the end of the 2010 NASCAR Sprint Cup Series season.

HYBRID POWER: The American Le Mans Series will welcome its first hybrid race car to the series when the Porsche 911 GTR R hybrid debuts at Road Atlanta in Braselton, Georgia, during the Petit Le Mans October 2.

STILL STREAKING: The Pennsylvania Posse continued its winning streak against World of Outlaws Sprint Car Series regulars with victories by Lance Dewease and Greg Hodnett at Williams Grove Speedway in Mechanicsburg, Pennsylvania, Friday and Saturday.

IN TROUBLE: Indy Racing League officials have placed driver Milka Duno on probation through the remainder of the season because of her continued failure to maintain expected performance standards.

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