By SEMA Washington, D.C., Staff
 
SEMA-supported legislation to require new-car dealers to provide purchasers a written statement declaring it is illegal for manufacturers or dealers to void a warranty or deny coverage because aftermarket or recycled parts were installed or because someone other than the dealer performed service was signed into law by Governor Dannel Malloy. The Magnuson-Moss Warranty Act regulates warranties for the protection of consumers and provides that vehicle manufacturers may not deny warranty coverage based on the use of an aftermarket part alone.  

In December 2010, the Federal Trade Commission issued an alert stating that the manufacturer or dealer must show that the aftermarket equipment caused the need for repairs before denying warranty coverage. Consumers are generally unaware of the rights afforded them under the law and many are forced to absorb the costs for repairs that were properly covered under the warranty. This new law will simply inform consumers, in 10-point boldface type, of these basic rights.

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

By SEMA Washington, D.C., Staff
 
SEMA-supported legislation to require new-car dealers to provide purchasers a written statement declaring it is illegal for manufacturers or dealers to void a warranty or deny coverage because aftermarket or recycled parts were installed or because someone other than the dealer performed service was signed into law by Governor Dannel Malloy. The Magnuson-Moss Warranty Act regulates warranties for the protection of consumers and provides that vehicle manufacturers may not deny warranty coverage based on the use of an aftermarket part alone.  

In December 2010, the Federal Trade Commission issued an alert stating that the manufacturer or dealer must show that the aftermarket equipment caused the need for repairs before denying warranty coverage. Consumers are generally unaware of the rights afforded them under the law and many are forced to absorb the costs for repairs that were properly covered under the warranty. This new law will simply inform consumers, in 10-point boldface type, of these basic rights.

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

Compiled by SEMA Editors

Devin Hart

Devin Hart Joins The Marx Group as New President and Co-CEO; Also Named Executive Vice President of Marx Group Advisors

Devin Hart, a seasoned executive with more than 20 years of experience in the automotive aftermarket, has joined The Marx Group as the firm’s new president and co-CEO. In addition, Hart will become executive vice president of Marx Group Advisors. Tom Marx, founder, president and CEO of The Marx Group since its inception, has been named co-CEO and chairman. He will continue as CEO of Marx Group Advisors.

Most recently, Hart served as president and general manager of CADNA Rubber Co., owned by Continental AG/ContiTech. Hart led the sale of CADNA—an aftermarket supplier for replacement belts, hoses and hose accessories, and metal components—to Continental in 2014. He served the subsequent three quarters in an interim executive leadership position for Continental to facilitate the smooth transfer of management to the new owners. Hart was a major shareholder and board member at CADNA. He served as its president and CEO from 2009 to 2014, helping to complete a turnaround of the company and its eventual sale. In addition, he served in various key management roles for more than 14 years with Federal-Mogul Corp.

SEMA Wins Two PR Daily 2015 Nonprofit PR Awards

	Seymour Profits

SEMA was recognized as a Ragan’s PR Daily 2015 Nonprofit PR Award winner in the Best Marketing Campaign category for its Seymour Profits—The Official Nerd of the SEMA Data Co-op marketing initiative. SEMA also won the award for Best Social Media Campaign for the 2014 SEMA Show. Entries came in from around the globe consisting of success stories from nonprofit organizations, the agencies that represent them and from individual PR specialists.

KFLA AddsS “Rev’n” in Los Angeles; “Rev’n” Adds Valvoline Racing Radio

Luken Communications LLC has announced an affiliation agreement between Luken’s latest network offering, “Rev’n,” and KFLA – Los Angeles (DMA 2). KFLA, a long-time affiliate of Luken’s Retro TV, will launch “Rev’n” on July 1, 2015. Los Angeles-area viewers will be able to find “Rev’n” over the air on channel 8.6, in addition to Retro TV on 8.3. “Rev’n” officially launched December 1, 2014, with an initial reach of 26 affiliates in 24 markets estimated to have more than 37 million homes.

“Rev'n” has also announced the addition of Valvoline Racing Radio to its programming lineup. Valvoline Racing Radio on “Rev'n”— a NASCAR talk show produced by Whitfield Media Group—will be found on Wednesdays at 6:00 p.m. (EDT) and Saturdays at 12:00 p.m. (EDT) starting July 8, 2015. Valvoline Racing Radio features Shawn Whitfield, executive producer and host; Casey Orr, host; and “Big Daddy” Kyle, producer, giving all of the updates and stories pertinent to NASCAR fans. Wednesday’s episodes feature a recap of the racing action and points standings from the previous weekend while Saturday’s episodes look ahead to that weekend’s race.

Shannon Campbell

Shannon Campbell Elected to Off-Road Motorsports Hall of Fame

Nitto Tire U.S.A. Inc. has announced that Team Nitto driver Shannon Campbell has been chosen to be inducted into the Off-Road Motorsports Hall of Fame (ORMHOF) and has the distinction of being the first-ever rocksports competitor to be inducted. As one of the few members of the off-road community who excels as a driver, technological innovator and an ambassador for motorized off-pavement recreation, Campbell received a unanimous vote from the selection committee.

One of the few two-time King of the Hammers “Kings” (2008, 2011), Campbell has also been W.E. Rock Champion (2006, 2007, 2008), XORRA Champion (2006, 2008, 2009), Ultra4 Series Champion (2011, 2013) and JCRA (Japan) Champion (2011). His other honors include DirtSports Magazine Driver of the Year (2005), DirtSports Rockracer of the Year (2013) and Ultra4 Sportsman of the Year (2013).

Technologically, Campbell and Campbell Enterprises are best known for introducing the IFS buggy to rock racing in 2002. Campbell Enterprises also pioneered the single-seat buggy when he chose to drive solo and be his own spotter/winch-cable puller about a decade ago. Additionally, Campbell Enterprises builds the race vehicles for Bailey and Wayland Campbell and other Ultra4 and BITD competitors.

	Tom Kenny

Yokohama Tire Corp. Announces New Director of Technical Service

Tom Kenny, a 33-year tire industry veteran, has taken over for Dan Guiney as Yokohama Tire Corp.'s (YTC) director of technical service. Guiney recently retired after 43 years in the tire business, the last 13 with Yokohama. During his time at YTC, Guiney held leadership assignments in all aspects of customer technical support. He also served as chairman of the RMA Tire Policy Committee, and represented Yokohama on the Tire and Rim Board of Trustees and the Tire Society. These responsibilities will be passed on to Kenny.

Kenny previously worked for companies such as Cooper, Continental and Hankook, where he was vice president of R&D. His responsibilities at Yokohama include technical engineering and service support for all products.

WELD Awards $1,000 Prize to Kansas City Art Institute Student in Wheel Design Contest

WELD has awarded a $1,000 prize to Kansas City Art Institute (KCAI) student Noah Geiger for his directional on-spoke wheel design. Geiger captured the top prize in the first-annual WELD KCAI Performance Design Challenge contest, which was open to students enrolled in the virtual sculpture design program at KCAI. The contest was conducted in conjunction with the KCAI Art of the Car Concours event held last weekend at the school campus in Kansas City, of which WELD is a sponsor. Geiger, a native of Rapid City, South Dakota, is studying sculpture at KCAI and will be a junior in the fall. Geiger designed his wheel to be coated in black except for the exterior face, which is polished.

	Scott Shea

CRP Industries Names Scott Shea as New Chief Operating Officer

CRP Industries Inc. has named Scott Shea as its new chief operating officer. Daniel N. Schildge, CEO of CRP Industries Inc., who noted that this was a newly created executive role in the company, made the announcement. As COO, Shea will be responsible for supply-chain management, operations, the CRP Industrial Group and CRP de Mexico. Shea comes to CRP Industries after serving as the COO for Astriva LLC since 2010. Prior to that, Shea worked for CSS Industries Inc., serving as the divisional president for Berwick Offray LLC. Before joining CSS Industries, Shea spent 14 years at E.I. DuPont where he held several management and engineering positions.

TruckVault Hires David McInturf

TruckVault Inc. has announced the hiring of longtime industry professional David McInturf to work closely with its growing upfitter, commercial fleet and sport markets. McInturf previously worked with Bedslide as an independent rep and managed the SE territory from 2000–2007. He then took on the role of vice president of sales and marketing at Bedslide from until 2010, after which he founded CargoGlide in St. George, Utah, where he is currently based. He will immediately start to work on TruckVault's Southern California LE upfitter business and with key accounts in the company's expanding commercial fleet and sport divisions.

VP Racing Fuels Partners With Desert Fuels, Sandri Energy

Albuquerque, New Mexico-based Desert Fuels is the newest distributor to partner with VP Racing Fuels in its retail branding program. With operations in New Mexico, Arizona, California, Texas, Colorado and Michigan, Desert Fuels services more than 60 retail sites, including 11 that it owns and operates, of which six are to be converted to the VP Racing Fuels brand during the program’s initial phase.

VP Racing Fuels also has introduced Greenfield, Massachusetts-based Sandri Energy as a retail branding partner. With operations in Massachusetts, New Hampshire, Vermont, New York, Connecticut and Rhode Island, Sandri is expected to accelerate the expansion of the VP Racing Fuels brand in the Northeast. While Sandri currently supports 115 retail locations, it plans to leverage the VP Racing Fuels brand as it seeks to expand its business through the acquisition of wholesale supply at new stations.

Tint World Hires Renowned Audio Installer Calvin Thomas

Tint World has expanded its Roswell, Georgia, location with the addition of 12-volt industry veteran Calvin Thomas. A past finalist for Mobile Electronics magazine’s Installer of the Year award, Thomas brings decades of car audio, fabrication and integration experience to the Automotive Styling Centers location. Thomas has also been named one of the Top 100 Installers by Mobile Electronics. His past experience includes work as a master fabricator, having built a number of International Auto Sound Challenge Association world-champion-winning vehicles.

NGK Spark Plug Co. Completes Acquisition of Wells Vehicle Electronics Business
 
NGK Spark Plug Co. Ltd. has announced the closing of its acquisition of Wells Manufacturing L.P. and the Wells Vehicle Electronics business from UCI Holdings Limited. Wells is a global manufacturer and supplier of advanced vehicle electronics components for automotive original-equipment and replacement applications.

Have some company news you would like to share? Let us know and the news may appear in an upcoming issue of SEMA eNews. Send your items for consideration to editors@sema.org.

Are you hunting for a new job? The “Positions Available” section in the SEMA Member Classifieds lists more than 50 job openings around the country. Here are some of the latest classifieds posted to the website.

• SEMA, based in Diamond Bar, California, is hiring an emissions lab technician responsible for assistance in day-to-day operation of the automotive emissions lab for the purpose of completing chassis dyno certification testing for SEMA members. The successful candidate must have knowledge of automotive emissions testing as required by CARB, experience in automotive emissions lab operations and functionality of emissions equipment, and knowledge of the automotive aftermarket industry.

• United Pacific, located in Long Beach, California, is hiring a director of design and marketing with a minimum of 10+ years of experience working in the truck parts, automotive parts or another related industry. The successful candidate will develop a long-range marketing strategy that includes print media, ecommerce and social networking for wholesale selling; develop direct-selling marketing models; and accelerate the production of new and existing catalogs, flyers and print ads. 

• Merceli Wheels, located in Commerce, California, is hiring a sales executive with related wheels experience. The successful candidate must be reliable, hard-working, have excellent communication skills, basic knowledge of the automotive industry and the strong ability to generate new customers and close sales.

• Auto Additions Inc., located in Columbus, Ohio, is hiring an experienced 12-volt installer to install products, such as DVDs, backup cameras, radios and remote starts. The ideal candidate must have some basic tools.

View more listings from SEMA's Automotive Classifieds listings.

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

Back to Top

Visit PRO's website.

Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

Back to Top

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

Back to Top

Visit PRO's website.

Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

Back to Top

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

Back to Top

Visit PRO's website.

Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

Back to Top

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

Back to Top

Visit PRO's website.

Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

Back to Top

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

Back to Top

Visit PRO's website.

Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

Back to Top

Strengthen Your Company Through Community

No matter what niche you're in—rods, restoration, racing, restyling, reps, trucks or wheels and tires—there's a SEMA council or professional network that's right for your company. SEMA councils and networks offer members a variety of market-specific programs and activities designed to provide educational and networking opportunities while promoting their particular industry segment.

Visit YEN's website

	Jared Chavez

YEN Member Insight—Networking: Mistake Number One

By Jared Chavez

Being part of SEMA is truly amazing because the organization provides its members with a number of opportunities to network. This comes in the form of traditional networking mixers, the SEMA Show itself and many of the membership programs aimed to connect us all together. I highly recommend that everyone put themselves out there and meet their fellow SEMA members because it will truly help them engage within the community.

With all of the opportunity to connect, I have seen one common mistake repeatedly made by those new to networking. It probably will surprise you—you may even disagree with me—but from my experience, I can tell you that if you can accept this one philosophy, your ability to network will grow exponentially.

Networking is not about what people can do for you.

Let’s think about this for a moment and really try to gain a deeper understanding, as I am sure the basic motivation for many people in networking is to meet others who can help them with their business. Hopefully during your networking experience you will meet other professionals who are great potential customers or suppliers, but how many times have you met someone and the first time they reached out to you they wanted a favor? No doubt, we have all had to deal with that person in our lives who only called when they wanted something. They become the people whose calls you stop returning.

Networking is about helping grow your community together.

Instead of the aforementioned approach, think about adopting the mindset that networking is your opportunity to connect not just yourself, but other people in your network together, and make your entire network stronger. Every time I meet someone new, I think about how I can best help them—either by introducing them to someone who can help their business or giving them a customer referral. This approach is far more powerful and fosters a relationship in which those people want to help you in the same fashion.

With that in mind, here are some great things you should do when networking:

• Ask about their business and experience.
• Learn about how the people you are meeting strengthen your network.
• Ask for referrals and offer referrals.
• Introduce them to other people in your network.
• Look for ways to collaborate that are mutually beneficial.
• Buy them a drink.

Jared Chavez is an account manager at MagnaFlow. He is a newly elected YEN select committee member, who will take his seat on July 1, and is the chair of YEN’s networking task force.

	During last year's competition, Roger Peterson, founder and CEO of MG Research LLC, introduced a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers.

Let SEMA Help Launch Your Business

By Amanda Gubbins

Applications are now being accepted for the 2015 SEMA Launch Pad, Presented by YEN. The competition, now entering its third year, gives automotive innovators, inventors and entrepreneurs under the age of 40 an industry platform for their budding businesses.

Roger Peterson, founder and CEO of MG Research LLC, was a contestant in the 2014 competition. He and his concept—a mobile app that engages enthusiasts and collects useful market information for specialty-equipment manufacturers—made it all the way to the final stage of the competition, where he gave a live presentation to a panel of respected industry leaders during the SEMA Show in Las Vegas.

“As I look at the experience overall, I have to say that as a very, very young company. It did a tremendous amount of good for us in the sense that we went from being a concept, an untested idea, and we were forced to mature to our best capacity,” Peterson reflected. “We were forced to ripen as best that we could. It taught us about ourselves, our will, our desire to see this through, and it brought out the best in our team. It definitely brought out the best in me.”

Launch Pad applicants are evaluated by a task force based on their video submissions to select the top 10 finalists. Next, a Facebook voting campaign narrows them down to a top five. These five finalists will each pitch their business plan at the 2015 SEMA Show, where the judging panel will select the winner, who will receive a prize package designed to fuel the next steps of his or her business.

Peterson explained that each of the finalists gained a certain amount of validation, which made the experience valuable. For MG Research, the feedback and exposure was a catalyst for much of the growth the company has experienced over the past months.

“We no longer have to strain ourselves trying to make this vision visible to other people. It’s now plastered all over the SEMA website, and it’s represented well. It has taken us from being one of a million young companies trying to come out of the woodwork, to one of a few that actually has accomplished something. As we are moving along now to our funding activities, we are going to find out exactly what the strength of the SEMA Launch Pad experience is.”

The bottom line, according to Peterson?

“We were all winners in the sense that we all walked away with what we needed to go to the next stage [of business],” he said.

Applications are due July 3, 2015. Find out what Launch Pad can do for your business. For more information, and to fill out the application, visit www.sema.org/launch-pad. If you have questions, contact Bryan Harrison.

Visit HRIA's website

Connect with Hot Rodders at HRIA’s General Membership Meetings

The Hot Rod Industry Alliance (HRIA) will hold two open general membership meetings in July. These events give HRIA members the chance to connect with each other, meet the council leadership and learn more about industry developments. Included on the agenda for both meetings is the presentation of the HRIA Annual Report and a discussion about the state and direction of the hot-rod industry. Attendees will share and hear from other members about strategies for the future.

Council members and those interested in exploring group membership are invited to attend one of the following:

Thursday, July 9, 2015
3:30 p.m.–5:00 p.m.
18th Annual Goodguys PPG Nationals
Ohio Expo Center, Celeste Building
Columbus, Ohio
Visit www.good-guys.com for more information.
Register now.

Wednesday, August 5, 2015
3:30 p.m.–5:00 p.m.
NSRA National Street Rod Nationals
Louisville, Kentucky Fairgrounds
Visit www.nsra-usa.com for more information.
Register now.

For more information, contact Council Director Jim Skelly.

Back to Top

Visit MRN's website.

Earn Up to $600 in Two Easy Steps

Manufacturers’ reps have a new opportunity to partner with the SEMA Data Co-op (SDC) for a special incentive. Between now and September 2, 2015, reps who refer new suppliers to the SDC can earn a cash reward of anywhere between $150–$600.

The first step for reps is to start a conversation with their manufacturer clients about the benefits of selling more parts with data and the solutions that the SDC offers to help them manage and distribute great product data. Next, visit the SDC incentive page and complete the form by September 2. An SDC employee will follow up with each supplier to begin the on-boarding process.

As long as the supplier is referred during the incentive period and on-boarded by November 27, 2015, the referring rep will receive a check in the amount of that supplier’s first month’s dues. These checks are issued to individual reps, not SEMA-member companies.

For reps who need a little preparation for these discussions, training is available through the MRN Certification Program. The web-based educational series helps manufacturers’ representatives learn more about what the SDC offers through courses designed to build confidence in discussing the data-management system with customers. Contact SDC Director of Membership Jim Graven at jimg@SEMAdatacoop.org to sign up.

Visit www.sema.org/mrn to learn more about the MRN SDC Incentive program and start earning rewards today.

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Steps to Maximizing Every Sales Opportunity

By Amanda Gubbins

Generally speaking, people don’t like to be “sold.” However, they do like to buy, provided, of course, they perceive value and understand the benefits. That’s where skills and know-how come into play. If restylers can give a good reason why their products and services are a perfect fit for the dealership, they are far more likely to gain attention and ultimately earn business. Facts like this can go a long way—the average gross profit on dealer-installed accessories that restylers provide is 50%–75%, versus 10%–20% from the factory.

But that’s not all; products won’t fly off the shelves by themselves. Simply “selling” the dealer doesn’t necessarily make for success. It’s important to build a relationship with the dealership, earn management’s commitment to supporting an accessory program and convince the salespeople on the floor to follow through and sell the products.

Whether working with existing accounts or making cold calls to prospect for new business, there are a few steps restylers can take to maximize every sales opportunity. The “PRO Sales Training Manual” walks restylers and installers through these techniques—from what to wear and how to set goals, to how to structure a sales call and start building relationships with key dealership players.

The “PRO Sales Training Manual” is available as a hard copy, bound in a three-ring binder or for the first time in electronic format for easy use on a tablet. While it can be purchased by anyone for $149.95, PRO (and TORA) members receive the special discounted price of $24.95 for the printed copy. The digital edition is free for PRO members. Contact Clayton Drescher to place your order today.

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