SEMA News - August 2010

                      
By Drew Hardin
Photo Courtesy Source Interlink Media Archives

Stu Hilborn didn’t build the sleek streamliner that has become so closely identified with him and his pioneering efforts in developing fuel injection. No, the car was originally built by a man named Bill Warth, who raced it on Southern California’s dry lakes in 1939 and 1940. Then powered by a four-cylinder Ford engine modified with Winfield speed equipment, the ’liner reached speeds of more than 130 mph.

Hilborn, too, was a dry lakes racer in those pre-World War II years, running a Model A roadster with a Ford V8 built by Eddie Miller. Hilborn’s speeds were in the 120-mph range, and he was no doubt looking to go faster when he heard that Warth’s race car was for sale. Hilborn paid $75 for the car—without the engine and transmission—and picked it up from Warth on December 7, 1941, the day Japan bombed Pearl Harbor.

Hilborn and Miller put a V8 in the car and raced it a couple of times before Hilborn entered the Army Air Corps, storing the ’liner for the duration of the war. While in the military, he began experimenting with his ideas for fuel injection, but it wasn’t until after the war that he was finally able to apply them to race cars—not just his streamliner but also to midget racers and, later, to Indy roadsters.

By 1947, Hilborn was pushing his ’liner to nearly 140 mph, alternating between a fuel-injected manifold and multiple-carb setups. During a test of a carbureted manifold in August of 1947, one of the streamliner’s 18-inch Ford wheels collapsed at speed. The car rolled several times, and injuries to Hilborn’s back put him in a body cast.

Surprisingly, the car was not a total loss. While Hilborn recuperated, Eddie Miller Jr. hammered it back to its original shape. Hilborn promised his mother that he wouldn’t race again, so hired gun Howie Wilson drove the ’liner in 1948 while Hilborn continued to develop his new induction system. The sleek black streamliner attracted the attention of Hot Rod magazine’s editors, who featured the car on the cover of its April 1948 issue. In July 1948, with fuel injection feeding the V8, Wilson became the first to break the 150-mph barrier with a one-way pass of 150.5 mph across El Mirage Dry Lake.

It took another year for Hilborn injection to qualify a car at Indy, and three more before a Hilborn-fed car won the 500. But Troy Ruttman’s 1952 win was the first of 34 eventual Indy 500 victories for Hilborn’s injection system, and his name has since become nearly synonymous with the induction he developed with this second-hand streamliner.  

 

SEMA News - August 2010

By Tori Tellem

Honoring Visionaries and Leaders

Richard "Dick" McMullen		Chuck Schwartz		Van Woodell

A hall of fame—it’s a place reserved for legends, trailblazers, visionaries and leaders. It’s bestowed on sports figures, musicians, inventors and others who inspire and shape an industry. A hall of fame is how the world finds out that, hey, this is a person whose work, contributions and service have left an indelible mark.

Yet inductees seem to always say the same thing: “I was just doing what I loved.”

The accomplished members of the SEMA Hall of Fame have each made an imprint on the automotive specialty-equipment industry, and their professional and personal achievements are what the association recognizes with this prestigious honor. Dedication to growing the specialty-equipment industry and SEMA are the passion of these exceptional people. They fight for the hobby and are the voice of many. Their dreams create realities for others.

And that’s the easy part of being considered for the SEMA Hall of Fame.

When the association’s very first Hall of Fame award was presented in 1969, what it took to be inducted was clear: “outstanding persons in the industry who have enhanced the stature of, or significantly contributed to, the industry and/or association’s growth.” A candidate back then, as with today, had to meet those criteria. However, the standards are even higher now. Nominees must also have at least 10 years of experience in the industry and/or association, and their contributions must have national influence. Additionally, a candidate must enhance technology, demonstrate integrity and help the industry thrive.

Which brings us to this year’s respected inductees: Richard “Dick” McMullen, Chuck Schwartz and Van Woodell. Each has reaffirmed the values established more than 40 years ago for this award, both in the spirit and letter of the criteria. It is with utmost regard that we welcome these three gentlemen into the SEMA Hall of Fame and to their place in history.

Richard “Dick” McMullen

Growing up in Fremont, Michigan, Dick McMullen displayed a keen business sense early on, consistently selling more magazine subscriptions for the school drive than any other student. His trick of the trade? Call on people ahead of time for pre-order sales. But this wise, young salesman was also an auto enthusiast, so when McMullen was 13 and landed a job with the milk delivery man, it wasn’t just the free milk that he counted as a job perk—he also got to drive the truck.

The McMullen family eventually moved to Los Angeles, and he worked in a gas station while attending high school, handling everything from pumping gas to washing windshields. He was so good at his job that his boss gave him a raise, providing McMullen with enough cash to buy a car.

“Cars were always his interest,” explained his wife, Sally. By her count, McMullen owned more than 21 automobiles over his lifetime. In fact, he picked her up in a brand-new Oldsmobile for their first encounter, a blind date in 1954. “I thought, gosh, anybody that likes a nice car must be okay!” she said. But not everyone was thrilled with this love connection. “My mother was horrified to even think I would date a hot rodder.”

After attending college, McMullen enlisted in the Air Force, working in mechanics. Although he was stationed in Germany for nearly four years, boot camp took place in Texas, and that was where he and other car enthusiasts started a club limited to members of the Air Force. Following the service, McMullen and a friend from the Texas days, Dean Brown, launched the first newspaper dedicated to drag racing, Drag News. McMullen was the manager, handling the sales side of the business, which included clients ranging from Howards Racing Cams and Hedman Hedders to Weiand and Isky Racing Cams.

In 1963, McMullen sold Drag News and made the switch from publishing to advertising, joining Ed Elliott’s agency, which represented high-performance clients. The company was later renamed Elliott-McMullen Agency, and “…damn near every company that ever started in this industry went to that agency at one time or another,” said Bob Vandergriff of Vandergriff Motorsports, who was a friend and business associate/partner of McMullen.

It has been said that the idea of SEMA first came under discussion inside the Culver City, California, offices of Elliott-McMullen. “Dick thought the purpose of SEMA should be to unite the manufacturers and to have a united front,” Sally recalled. And McMullen remained dedicated to SEMA’s efforts. Over the years, he was involved in the establishment of the SEMA Memorial Scholarship Foundation and served on many SEMA committees.

After Elliott passed away, McMullen assumed full ownership of the agency and renamed it McMullen Advertising (which later became McMullen Design and Marketing). But one day, explained Sally, Bob Hedman told McMullen that he was thinking of selling his company and said, “If you ever hear of anybody that wants to buy it, let me know.” McMullen and Vandergriff took over Hedman Hedders, selling products worldwide.

Sadly, McMullen passed away in 2005 and will receive the SEMA Hall of Fame award posthumously. McMullen “…loved doing what he did,” said Sally. “He was very low-key, not a high-powered salesman, pushy kind of guy, but very caring.” Vandergriff fondly remembers him as “honest, sincere and extremely creative—a solid personality and trustworthy.”

McMullen’s hobbies were “cars, cars, cars,” according to Sally, and he had a passion for people, the industry, the association and his work. “He always told our kids, ‘Whatever you go into, be sure it’s something you like. Otherwise going to work every day will be a pain,’” she said. “That’s what he did, so his work was his fun.” Vandergriff recalled that what McMullen loved most about his work was “…helping people grow. He’s gone, but he’s still watching.”

Chuck Schwartz

Born in Danville, Pennsylvania, and raised in Columbus, Ohio, Chuck Schwartz studied at Ohio State before entering the U.S. Army, where he served in military intelligence. A move to California landed him a job at a seat cover and muffler shop in San Diego—The Big Wheel—where he began by installing dual exhausts and mufflers and was then promoted to salesman and played a key role in the company’s expansion. When an opportunity to buy a leased automotive department in a discount house presented itself, it was done under the name Western Big Wheel, and Schwartz played an instrumental role in the corporation, which owned as many as 165 leased departments at the organization’s peak and became the first mass merchandiser in the United States to offer speed equipment.

Schwartz also sponsored race cars at the local tracks where the corporation had stores, and the fleet even included a championship car. That led to California Racing Specialists, which built engines and chassis for super stock cars. Then came another venture—K-Bar S—which coincided with the growing appeal of off-road racing. K-Bar S focused on building pre-runners, but the company started selling parts before long as well. Schwartz and his crew even built and raced a Ford Bronco in the very first Baja 1000.

The next move was to start two companies—Pioneer 4-Wheel Drive Center and Pioneer Van Conversions—and Schwartz also was involved with the formation of the Off Road Equipment Association (OREA) with the likes of Pete Condos, Bill Stroppe and Thurston Warn as a response to concerns about the closure of land to off-road use. Schwartz participated with the team that produced the OREA Shows and produced the final OREA Show just prior to the acquisition of OREA by SEMA. And then he began to ponder a permanent career change: show business.

Prior to venturing down that new path, Schwartz sold his retail business and became a manufacturer’s rep for about three years. And then it happened: He launched the Auto Internacional trade show in 1980, which focused on parts and accessories for imports. In 1982, SEMA acquired that show. Schwartz became producer of the SEMA Show, and, “It’s been a great ride ever since!” he said. Ron Funfar of Hedman Hedders/Trans-Dapt, who has known Schwartz for nearly 30 years, described him as “…a force in attempting to make SEMA a better-known association from one side of the country to the other.”

Schwartz now produces the SEMA Show and other events through his company, ConvExx. “But Chuck’s impact on SEMA is far greater than his role at ConvExx and as a vendor,” explained Chris Thomson, national sales manager of AIRAID Filter Company. “He’s been an active participant in the actual growth of SEMA, participating in it long before the major successes of the SEMA Show.”

Schwartz is a charter member of the SEMA Political Action Committee (PAC) and was elected chairman of the International Association of Exhibitions and Events (IAEE) management in 1999. He served on that organization’s board of directors for seven years, received the IAEE Pinnacle Award and is an Auto International Association Hall of Fame winner, among the many honors he has accrued since becoming a trade show producer in 1976. He has also been an active volunteer in his community and continues to offer mentoring programs.

This will be Schwartz’s 29th year as SEMA Show producer, a job that involves drawing the floorplan, selling floor space, getting exhibitors prepared for the Show and “…having the knowledge of where manufacturers are going, what they’re doing, what’s changing in the marketplace. I watch all that and talk to as many exhibitors as possible and learn so that we know what’s going on in the marketplace,” he said.

And it’s clear that there’s no business like show business. “Chuck gets enormous satisfaction out of seeing others succeed,” said B.J. Leanse, Big Country Truck Accessories/Go Rhino! Products North America sales manager. “He sees change and creates solutions and meets every challenge with excellence as the only acceptable goal.”

Van Woodell

Not many of us can say that we’ve received a life-changing job offer in midair, but Van Woodell can. But let’s back up a bit. Born and raised in Durham, North Carolina, Woodell tinkered with cars before discovering that four-wheeling in the mountains was his real thrill. He bought a ’71 Toyota Land Cruiser and joined a four-wheel-drive club in Durham. To pay for his hobby, he worked in the service department of a local Jeep dealership. “By now, I had been bit,” he recalled, and he went to work in 1974 for a start-up called Tar Heel 4WD Center, where he really became involved in learning parts, selling parts and developing expertise in off-roading.

Unfortunately, the difficult economy of the time caused Tar Heel 4WD Center to close its doors in 1979, leaving Woodell to take odd jobs, such as tuning cars, brake jobs and “…anything I could do to earn some money,” he said. “I had a baby on the way, so I was in a panic.” As it turned out, several of the reps who called on Woodell at Tar Heel 4WD Center also called on his future employer, Dudley Weathers, who was based in Tupelo, Mississippi, where the original Weathers Auto Supply was located.

Weathers flew Woodell to Petersburg, Virginia, for a talk and on the flight back to Durham, made a job offer to open a store in Petersburg. Since Woodell’s wife, Carol, was due to give birth, she stayed behind in Durham while he set-up shop—and living quarters—in the new Weathers warehouse.

Weathers gave Woodell an opportunity to buy 10% of the Virginia store, and the two then opened another warehouse in Charlotte, North Carolina. Over the next couple of years, Woodell bought another 10%, then another 10%. By 1989, he bought the balance of the Petersburg store.

Sam Compton of Rep South Productions had called on Woodell as a customer and recalled looking for a buyer who was “…not reckless, but one that had vision, understanding of the customer and the courage to be a pioneer.”

“Van met all of these attributes,” he said. “You left Virginia feeling good and inspired to follow his image.”

Steve Starr of PSKB, who met Woodell early in his career as a manufacturer’s rep, recalled his affinity for others. “I feel he loves the industry mainly because of the people he has contact with and his passion for the automotive aftermarket,” Starr said. “He is definitely a people person.”

Woodell had attended SEMA Shows as a member with Tar Heel 4WD Center, but when he joined the association with Weathers, he had a new perspective.

“I figured, if I’m going to be in something or involved in something, I want to learn about it,” he said. “But at that point, I had no earthly idea how to become involved with SEMA.”

Enter Bob Cook of Bob Cook Sales, who told Woodell: “I’ll get you involved.” Cook was an independent rep during Woodell’s Tar Heel 4WD Center days and explained that Woodell and he hit it off right away. “He was very open to new-product presentation, friendly and understood the business,” Cook said. So when it came to SEMA involvement, Cook told him, “Don’t complain about issues unless you are willing to work toward changing them.”

That is what Woodell did, serving three consecutive two-year terms on the SEMA Board of Directors from 1997–2003. He was elected to the Board again in 2007 and 2009. He served on the nominating committee for the Board of Directors and has served on a variety of other SEMA committees and task forces. He held a seat on the PWA Board of Directors and is a past president of PWA. He has also been honored with the Vanguard Award by SEMA’s Young Executives Network (YEN) and was selected for the Truck and Off-Road Alliance (TORA) Hall of Fame.

Compton might just sum up this SEMA Hall of Fame inductee perfectly with, “Everyone should have a Van Woodell in their life.”

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

SEMA News - August 2010

	Dennis Gage, host of the “My Classic Car” TV show, will appear as a special celebrity guest at the SEMA Show ’N Shine car show, where he will sign autographs and discuss cars with attendees and vehicle owners.

With SEMA’s Installation Banquet & Gala Fundraiser just around the corner—Friday, July 23, at the Pasadena Convention Center in Pasadena, California—SEMA members are encouraged to make their reservations now and celebrate the industry’s icons and the volunteers who have helped shape the specialty-equipment industry currently enjoyed by millions of enthusiasts. The gala is a culmination of SEMA Leadership Days—celebrations and activities that honor the spirit of the industry and its members. Below are the events that comprise SEMA’s Leadership Days. For more information about the SEMA Installation Banquet & Gala Fundraiser or Leadership Days, contact Lisa Moreno at 909/978-6684 or e-mail lisam@sema.org.

Recognizing the SEMA Board

The Installation Banquet & Gala Fundraiser recognizes the dedicated service of the SEMA Board of Directors—a wholly volunteer group of talented individuals who are elected by the membership to lead the association in its efforts. As the outgoing directors are thanked, those who have been newly elected to serve the association are welcomed.

New Hall of Fame Inductees

The newest inductees into the SEMA Hall of Fame are formally introduced during the gala. This year, the three individuals whose dedication have greatly contributed to the success of the specialty-equipment industry are Chuck Schwartz of ConvExx, Van Woodell of Weathers Auto Supply and the late Richard “Dick” McMullen of McMullen Advertising.

SPC Business Technology Symposium

Automotive specialty-equipment industry leaders and digital-technology experts will convene on Friday, July 23, for the one-day Street Performance Council (SPC) Business Technology Symposium to address the newest trends and strategies for conducting business in the digital age. Sessions will cover topics ranging from market research in the digital age and social media for your business to getting people to read your e-mails.

Pinewood Drag Races

The Pinewood Drag Races are among the fundraising events that benefit the two childrens charities that have become focal points of the SEMA Cares committee and the industry’s collective generosity—Childhelp and Victory Junction Gang Camp. Held Saturday, July 24, 10:00 a.m.–5:00 p.m., the races feature hand-crafted racers built by volunteers and children from both charities squaring off to see who can capture the quickest run down the track. Participants who sponsor a child’s car will be designated as the team owner and race under the child’s name.

Show ‘N Shine Car Show

Chip Foose, award-winning automotive designer and fabricator, will return as grand marshal of the second-annual SEMA Show ‘N Shine public car show on Saturday, July 24. In addition, “My Classic Car” host Dennis Gage will appear as a celebrity guest. Gage will sign autographs and discuss cars with attendees.

The Show ’N Shine car show will draw some of the best local enthusiast cars, trucks and classics, with all proceeds benefiting Childhelp and Victory Junction Gang Camp. More than 200 vehicles packed the Pasadena Convention Center last year.

2010 SEMA Leadership Days Events Schedule

Wednesday, July 21, 2010

• 9:00 a.m.–2:00 p.m., SEMA BOD Orientation; Pasadena Westin, San Marino Room
• 4:00 p.m.–6:00 p.m., Executive Committee Meeting; Pasadena Westin, San Rafael Room

Thursday, July 22, 2010

• 7:00 a.m.–8:00 a.m., Council Leadership Summit Breakfast; Pasadena Westin, Madera Room
• 8:00 a.m.–12:00 p.m., Council Leadership Summit; Pasadena Westin, Madera Room
• 10:00 a.m.–12:00 p.m., Joint Session SEMA BOD; Pasadena Westin, San Marino Room
• 12:00 p.m.–1:00 p.m., BOD/Council Lunch; Pasadena Westin, San Rafael Room
• 12:00 p.m.–1:30 p.m., BOD Spouse’s Luncheon; Pasadena Westin, Ventana Restaurant
• 1:00 p.m.–5:00 p.m., BOD Meeting Resumes; Pasadena Westin, San Marino Room
• 1:00 p.m.–5:00 p.m., Council Leadership Summit Resumes; Pasadena Westin, Madera Room
• 5:30 p.m.–7:30 p.m., Welcome Reception; Pasadena Westin Courtyard

Friday, July 23, 2010

• 7:00 a.m.–8:00 a.m., SEMA BOD Breakfast; Pasadena Civic Center, Conference Room 211
• 8:00 a.m.–9:00 p.m., SPC Member Breakfast; Pasadena Convention Center, Ballroom D
• 8:00 a.m.–3:30 p.m., SEMA BOD Meeting Resumes; Pasadena Civic Center, Conference Room 211
• 9:00 a.m.–12:00 p.m., SPC Technology Symposium General Sessions; Pasadena Convention Center, Ballroom B-C
• 12:00 p.m.–1:00 p.m., SPC Lunch; Pasadena Convention Center, Ballroom D
• 1:00 p.m.–5:30 p.m., SPC Technology Symposium Resumes, Tracks 1 & 2; Pasadena Convention Center, Ballrooms A-C
• 4:30 p.m.–6:00 p.m., Governance Meeting, Pasadena Civic Center, Room 211
• 6:30 p.m.–10:00 p.m., Installation Banquet Reception & Gala; Pasadena Civic Center, Foyer & Ballrooms D–H
  

Saturday, July 24, 2010

• 10:00 a.m.–4:00 p.m., SEMA Show ‘N Shine and Pinewood Drag Races; Pasadena Convention Center, Exhibit Halls A-B

 

 

	Exhibitors of the 2010 SEMA Show can prep for the Show by accessing the Exhibitor Services Manual now available online.

2010 SEMA Show Exhibitor Services Manual Now Available Online

The 2010 SEMA Show Exhibitor Services Manual (ESM) is now available online. You do not need to register or log in to download the forms contained on this website unless you are ordering services directly from Freeman.

New features of the Exhibitor Services Manual are:

• Layout to review the forms in book format
• Search box to find individual forms by keywords
• Table of contents that links to forms
• Ability to download the entire manual or individual pages to your computer
• Ability to print individual forms
• Ability to forward forms to others in your organization

If you intend to order products or services from Freeman, click on the “login” link to register on the Freeman website. If you misplaced your Freeman Online password, contact Freeman Exhibitor Services Department at 702/579-1700. For assistance, contact Show management at 702/450-7662, ext. 120.

 

 

Fast Facts

	Michael Santa Cruz

Michael Santa Cruz joined ProMedia LLC—producers of the NMRA Keystone Automotive Ford Nationals and the NMCA Edelbrock Muscle Car Nationals—as its sponsorship sales manager. Santa Cruz started in the automotive performance industry in 1986 with Ford-sponsored SCCA pro road race team Kaufmann Racing. Before joining ProMedia, Santa Cruz worked with several Southern California performance automotive companies, including Eibach Springs, Petersen Publishing Company, Tokico and Magnaflow Exhaust. He will assist the NMRA and NMCA series with development of additional contingency sponsors and spearhead all new class sponsorship opportunities for potential car show sponsors. ProMedia LLC, Santa Ana, CA; 714/444-2426.

Wes-Coast Marketing Inc. has teamed up with Power Tank (Advanced Air Systems) to represent the company in the 13 western states and western Canada. According to Wes-Coast marketing, Power Tank, is the original high-performance C02 air system designed for off-road, 4x4, desert and sand use. Wes-Coast Marketing, Upland, CA; 909/946-6899.

Strictly Diesel and Sinister Diesel (formerly ITP Diesel) have joined forces to elevate their nationwide product and service offerings. The companies also announced their new 15,000-sq.-ft. facility, located in Phoenix, Arizona. The new facility has more bays for completing maintenance and repair work; more parking for customer vehicles; more space to store products used for service, repair and maintenance; and additional space for aftermarket product inventory and new-product development.

Tuff Stuff Performance Accessories hired Mike Stasko as marketing manager to lead and implement the company’s new marketing programs. Stasko has been in the performance industry for nearly 35 years, having held marketing positions at Mr. Gasket Company, Corsa Performance and, most recently, as the marketing manager at Prestolite Performance. Tuff Stuff Performance Accessories, Cleveland, OH; 800/331-6562.

HKS USA Inc. entered into an exclusive agreement with InterWorks Unlimited Inc. to co-develop a line of racing video game controllers. According to HKS USA, it is the first performance manufacturer to jointly develop a gaming controller that is designed to give enthusiasts a more accurate gaming experience. The HKS racing controller for PlayStation3 will feature special accelerator and brake buttons on the right side of the controller and an active circular steering controller on the left side. HKS USA Inc., Los Angeles; 310/491-3300.

	Paul Fessel

Firestone Industrial Products Company LLC promoted Paul Fessel to division manager of light-duty business. He will lead the company’s complete line of suspension solution products and will oversee development of Firestone’s latest product offerings. Fessel has been with Firestone for 16 years, previously serving as project engineer for Ride-Rite sales; applications engineer and senior sales engineer for OE sales; China business development manager; and automotive OE sales manager. Firestone Industrial Products, Indianapolis, IN; 317/575-700.

Twenty-year automotive aftermarket veteran Bryan Robb has founded the Digital Throttle ad network, powered by Adify. The company helps online advertisers reach auto enthusiasts by combining similar aftermarket-focused websites into attractive niche audiences—an approach that Robb said helps advertisers target unique niche audiences and the larger DIY community. Digital Throttle, Rancho Santa Margarita, CA; 949/713-0944.

K&N Filters has signed on to support the Be Responsible and Keep Everyone Safe (B.R.A.K.E.S.) Teen Pro-Active Driving School, presented by NHRA held at the Fairplex in Pomona, California. The school, which is provided free of charge to all participating teens and parents, provides behind-the-wheel training for young drivers in an effort to reduce the number of injuries and deaths that result from teen driver accidents. The school is comprised of five different driving courses, including a wet skid pad, a slalom course, accident avoidance, panic stops and a course that discourages driving with distractions. Held December 11–12, there are two sessions each day. For more information, visit
www.putonthebrakes.org. K&N Engineering, Riverside, CA; 951/826-4100. NHRA, Glendora, CA; 626/914-4761.

The following appointments were announced within Hastings Manufacturing Co.’s marketing, sales and administration areas. Richard Zwiernikowski, CFO, moved to vice president of finance and administration; Jeffrey Guenther was promoted to vice president of international sales; Thomas DeBlasis was promoted to vice president of domestic aftermarket sales; David Sepesi was promoted to vice president of OEM sales; and Edward Webb was promoted to director of distribution operations. Each of these individuals will report to Fred Cook, president and CEO.

	Jim Helberg

Automotive media and marketing veteran Jim Helberg was named Autobytel’s executive vice president for product, marketing and analytics. Helberg arrives at Autobytel with a 25-year record of strategic marketing, advertising and media accomplishments with some of the leading automotive ad agencies. He has worked with many of the major OEMs, including Chrysler, Nissan, Honda and Toyota. In his new role, Helberg will oversee all of Autobytel’s web products and consumer and trade marketing initiatives.

Scott O’Toole, a 28-year automotive aftermarket veteran, announced his departure from Motor State Distributing to form his own data solutions company, RPM Data Services. The company’s focus is to work with racing, performance and accessory companies to get their data consolidated and standardized in an acceptable format (ACES and PIES) to meet the needs of all distribution-channel partners. RPM Data Services, Coloma, MI; 877/673-3520.
 
Superchips launched a new performance racing division known as Superchips Racing. The launch of the new division is accompanied with the release of its first racing performance programmer, the Superchips Racing Ford Diesel Tuner, designed exclusively for racing environments. Superchips, Sanford, FL; 407/585-7000.

The Car Care Council and Maximum Marketing Services Inc. received a Silver Anvil Award of Excellence from the Public Relations Society of America for the “Be Car Care Aware” consumer education campaign. The award, which recognizes outstanding strategic public relations planning and implementation, was presented during a ceremony held June 3 in New York City.

Bruno Massel and Matt Steele, the hosts of the television program “Truck U,” plan to build a rock racer/rock climber from the ground up to compete in the 2011 Griffin King of the Hammers rock-crawling event. The cross-functional vehicle will include new locking differentials, a suspension system, state-of-the-art safety equipment, a complete tube chassis, winches, a high-performance LS1 engine and a new interior. Companies that take part in the building of the Rock Racer will get a decal or logo on the vehicle. This “Truck U” special will air on the Speed Network in July/August 2010.

	James R. Bolch

James R. Bolch was appointed president and chief executive officer of Exide Technologies. Bolch, who will also join the Exide board when he assumes his new role, succeeds Gordon A. Ulsh, Exide’s current chief executive officer, who will retire and step down from the board on July 26. Bolch currently serves as senior vice president and president of the industrial technologies sector at Ingersoll Rand Co. Bolch joined Ingersoll Rand in 2005 from the Schindler Elevator Corp., where he served as executive vice president of the company’s service business.    

The TTXGP, which bills itself as the world’s first zero-carbon race series, held its inaugural U.S. race during the West Coast Moto Jam at Infineon Raceway in Sonoma, California. ZeroAgni rider Shawn Higbee won the race after a long battle with Lightening Motorcycles rider Michael Barnes. Both riders delivered lap times on electric motorcycles just 18 seconds off the AMA Superbike pace, according to race officials. WerkStatt rider Jennifer Bromme, riding a Mavizen TTX02, suffered a software glitch on her first lap and needed to reboot her bike, but still managed a fourth-place finish. For more information, visit www.egrandprix.com. TTXGP, United Kingdom, +870-445-0111.

Ignition products company Enerpulse Inc. announced that its proprietary Pulstar pulse plugs will be test-marketed by O’Reilly Auto Parts in selected premium stores in Atlanta, Houston and Dallas. The program involves a patented, proprietary technology, with five SKUs covering approximately 75% of the automobiles and light-duty trucks in the United States. Enerpulse, Albuquerque; 888/800-6700.

3M launched a new installer program that offers training, testing and accreditation for installers and installation companies. The program teaches how to install vehicle and boat graphics as well as other applications. Several training programs are currently available to teach new skills or enhance existing ones. For available installer training videos, training dates and availability, visit www.3mgraphics.com/installationtraining. 3M Automotive Division, St. Paul, MN; 651/733-1110.

 

SEMA News - August 2010

The images and information provided in “Spy Photos” are supplied by the spy shooters at Brenda Priddy & Co. “Spy Photos” are included each week in SEMA eNews, the association’s electronic newsletter. To receive your copy of SEMA eNews, e-mail enews@sema.org.  

 

Aston Martin DB9

When It Hits: While the release date is not clear, these photos are of the 2012 model-year prototype.

What Priddy Says: The front carries a new lower fascia and an aggressive hood; the lower fascia in the back has been reworked; and a new air diffuser was added. Priddy also speculates that the interior will be upgraded and the powertrain will receive minor tweaks. 

 

Buick Regal Wagon

When It Hits: Look for the Regal Wagon to debut near the end of this year either as a 2011 or 2012 model.

What Priddy Says: With the success of Ford’s wagon-esque Flex and Cadillac’s CTS Sport Wagon soon due to market, Buick is jumping in to the revival with this Regal wagon variant.

 

Lotus Exige

When It Hits: The release date for the next Exige is not yet known.

What Priddy Says: This not-quite-right-looking Lotus Exige is powered by the 3.5L V6 right out of the Evora. This crafty camouflage is hiding the next Exige, but nothing was able to hide the evidence of the 3.5L V6 from Priddy’s spies.

 

Ford F-150 Raptor

When It Hits: The 2011 Raptor should hit dealerships later this year.

What Priddy Says: In these latest shots of the Ford F-150 Raptor SuperCrew, we get less camo and a look at the truck’s showroom-ready silver, a new color added for the Raptor lineup. 

 

SEMA News - August 2010

By Alysha Webb

The View Abroad With SCT President Rick Trudo

SCT will be participating in the September 23–26 SEMA Beijing-based CIAPE China Business Development Conference. SCT wants to introduce Chinese distributors to SCT products and capabilities and obtain the kind of information it needs to provide the right products. Pictured (far left) is Brian Wald, president of Wald Diversified who participated in the 2009 SEMA trip to China. He is seen here chatting with a local Chinese firm.

Facing a slowdown in sales at home, we have seen a number of SEMA members successfully branch out and diversify their customer base,” said Linda Spencer, SEMA’s international director. “Selling overseas not only adds to the bottom line, but it can also lead to product improvement and innovative ideas, even in the United States.” The SEMA Show is an international event. In 2009, some 15,000 international visitors attended, including exhibitors, buyers and media. More than 20% of the buyers were from outside the United States. Canada contributed the greatest number of international buyers, with more than 4,000. But Australia, Brazil, China, Japan, Mexico, Germany, the United Kingdom and South Korea were also well-represented.

SEMA member SCT LLC took the overseas plunge in 2004 when it began selling in Australia. It has added one or two overseas markets every two years since then and now derives 4%–8% of its revenue from overseas operations, said President Rick Trudo. That’s up from about 2% a year ago. While it was initially tough to convince everyone at the company that selling overseas was a good idea, going into foreign markets is sound business strategy, he said.

“A company needs to have five avenues of revenue stream,” said Trudo. “Not just the United States, not just off-road. You need a wide range in each segment.”

SCT, located in Longwood, Florida, provides tuning software and performance calibration tools for most Ford, General Motors and Chrysler gas and diesel cars and trucks. Its largest market is North America, followed by Australia and New Zealand. SCT did about $1.2 million in business in Australia and New Zealand last year, said Trudo. Its largest overseas service is custom tunes on Ford models in Australia. Europe, the Middle East, Taiwan, South Africa and the United Kingdom are also important overseas markets for SCT. And China looks to be an up-and-coming market.

“Off-road and souping-up vehicles in China and the Middle East are the two markets where we think the biggest growth will be today,” said Trudo.

Different Markets, Different Demand

Each market has its own demand characteristics. In the United States, off-road accounts for around 30% of SCT’s revenue, said Trudo. Americans like the extreme off-road tunes, but that is not as big in overseas markets, he said.

In Australia, products that make a car go faster are in bigger demand. The United Kingdom has more manual transmission small cars than in other markets. The Taiwanese, meanwhile, like to trick out their cars with low-ride tires, strap-ons and bigger exhausts, said Trudo.

SCT finds distributors and dealers in these far-flung places in a variety of ways. The SEMA Show is one source. In 2009, 23% of the visitors to SCT’s booth were international, said Trudo. Among them were a Russian distributor and a Russian dealer, each of whom bought $40,000 worth of tuning software from SCT.

Other avenues are less traditional. SCT has five distributors in the Middle East. One is a Saudi prince who contacted SCT after hearing a U.S. serviceman “who likes to drive fast” talk about his vehicle, said Trudo, and he applies the personal touch for all of them.

For example, SCT brought its Australian distributor to its U.S. factory, taught him how to market and distribute SCT products and then helped him set up a webpage. Trudo’s wife came to the SEMA Show so that the Australian distributor’s wife would feel more comfortable in Las Vegas. The result? An additional 50 SCT dealers in Australia and a five-fold sales increase. SCT does up to $45,000 of business a month in Australia, said Trudo. “That’s huge for us,” he said.

SCT looks for dealers who are already selling complementary products, Trudo said. For example, cars with superchargers by companies such as Vortech Engineering and Magnuson Products Inc. need the kinds of adjustments that SCT software can provide. Companies selling products from Banks Engineering are also good candidates.

Say What?

Finding partners in foreign countries is not always easy. Communication is always an issue, said Trudo. Sometimes that’s because the other partner actually speaks another language. Even when both parties speak English, however, the terms used to describe technology can be different.

“Engineers talk in a different world from everybody else,” Trudo said. “When our engineers need information to make a tune better, to understand what they want to add on, the communication barrier is tough.”

But the no. 1 hurdle to setting up an overseas distributor is the lack of a face-to-face meeting, said Trudo. That’s why SCT always tries to meet a potential distributor in person.

		“Off-road and souping-up vehicles in China and the Middle East are the two markets where we think the biggest growth will be today–Rick Trudo

The SEMA-sponsored International Happy Hour during the annual Show in Las Vegas is one way SEMA members can meet potential overseas partners, said Spencer. SEMA also sponsors a SEMA Show online matchmaking program, which allows exhibitors and international visitors to connect beforehand and set a time for a face-to-face meeting during SEMA Show week.

SEMA is also holding the SEMA-CIAPE Business Development Conference in Beijing, China, in late September for companies interested in the China market. “This is a very hands-on program in which SEMA staff works closely with participants to identify the types of buyers they would like to meet out of a pool of nearly 1,500 wholesalers and retailers,” said Spencer.

Trudo will be at that event. He wants to introduce Chinese distributors to SCT products and capabilities and the kind of information SCT needs so that it can provide the right products. “If we really want to take it to another level, we have to find a common language that works for them and for us,” he said.

There are Buick-, Chevy- and Ford-badged cars made in China. Trudo figures they could be good targets for SCT tuning.
For more information on SEMA’s international programs, contact Linda Spencer at lindas@sema.org.  

SEMA News - August 2010

By Steve McDonald

Law and Order is an update of some of the most recent federal and state legislative and regulatory issues that could potentially impact the automotive specialty-equipment industry. These include issues affecting small-business owners and their employees.

CANADA UPDATE

Canada (Prince Edward Island)

Nitrous Oxide: The province of Prince Edward Island has enacted a new law to permit the installation of nitrous-oxide systems as long as the feed lines are disconnected or the canisters are removed while the vehicle is being operated on a public road. The law largely mirrors SEMA-model legislation to better protect public road safety while ensuring legitimate off-road uses of nitrous-oxide systems.

STATE UPDATE

California

Specially Constructed Vehicles: The California Senate Transportation Committee will consider legislation to increase the registration limit for exempted specially constructed vehicle registrations from 500 to 750 vehicles per year. The Assembly has already approved the measure. Current law provides for emissions-system certification and a model-year designation for specially constructed vehicles. Under the law, vehicle owners choose whether a smog-test referee certifies the engine model year or the vehicle model year. To determine model year, inspectors compare the vehicle to those of the era that the vehicle most closely resembles. If there is no close match, it is classified as a ’60 vehicle. Only those emissions controls applicable to the model year and that can be reasonably accommodated by the vehicle are required. The Department of Motor Vehicles provides a new registration to the first 500 specially constructed vehicles per year that meet the criteria.

Diesel Parts: The California Air Resources Board (CARB) has issued its new test procedure and related requirements to obtain Executive Orders (EOs) for emissions-related diesel performance parts. CARB has developed a “Parts in Progress List” (viewable at www.arb.ca.gov) that identifies companies that have submitted all traditional EO applications materials and must now address additional requirements. Upon successful completion of this initial process, applicants will be given one year to conduct the required emissions tests and obtain EOs (beginning July 1, 2010, and ending July 1, 2011), during which time no diesel vehicle equipped with parts in the certification process will fail the visual portion of the Bureau of Automotive Repair (BAR) smog-check test. CARB will be updating the “Parts in Progress” list on a continuing basis, adding the names and products of companies that have qualified for the program. The BAR smog-check stations will be referencing this part of the CARB website to identify products that will not cause failure of the smog check’s visual portion.

Florida

Tires: Legislation that would have required tire dealers to disclose the date of manufacture and provide warnings related to the effect of aged tires was not considered by the legislature prior to adjournment for the year. Additional legislation prohibiting the sale of any new or used tire that is more than six years old was also not considered. The National Highway Traffic Safety Administration (NHTSA) has studied the tire-aging issue but has yet to reach a conclusion. SEMA contends that the service life of a tire is affected by many factors that are independent of the chronological age of the tire. Tire properties evolve over a combination of time, service and storage conditions. Tires change more rapidly when exposed to excessive heat, under-inflation or overloaded conditions. SEMA recommends having tires, including the spare, inspected regularly. Tire inflation pressure should be checked and properly adjusted at least once a month to maintain safety and fuel economy.

Kansas

Specialty Vehicle Fees: SEMA convinced Kansas legislators to delete provisions from a revenue bill that increased the fees on antiques, street rods and special-interest vehicles. The language sought to raise the registration fees on these vehicles, including a $10 increase on January 1, 2013, and another $10 increase on January 1, 2014. The revenue bill, without the increased fees on hobbyist vehicles, was signed into law by Governor Mark Parkinson.

Ohio

Street Rods/Custom Vehicles: The Ohio House Transportation Committee unanimously passed SEMA-model legislation to create a vehicle registration and titling classification for street rods and custom vehicles and provide for special license plates for these vehicles. The bill defines a street rod as an altered vehicle manufactured before 1949 and a custom as an altered vehicle at least 25 years old and manufactured after 1948. The bill allows kit cars and replica vehicles to be assigned a certificate of title bearing the same model-year designation that the body of the vehicle was constructed to resemble. The measure also includes street rods and customs in the historical motor-vehicle definition for the purpose of holding these vehicles only to the equipment standards specified by law during the model year listed on the title of the vehicle. The bill will now be sent to the floor for a vote by the
full House.

Vermont

Inoperable Vehicles: SEMA-supported legislation to provide an exemption to automotive hobbyists from restrictions on salvage yards was signed into law by Vermont Governor Jim Douglas. The new law increases the regulation of salvage yards and automobile graveyards in the state but includes a provision stipulating that hobbyists are not to be confused with the owners of automobile graveyards. The law defines an “automobile hobbyist” as a person not primarily engaged in the sale of vehicles and parts or dismantling junk vehicles. Further, the definition of “automobile graveyard” does not include an area used by an automobile hobbyist for storage and restoration purposes, provided their activities comply with federal, state and municipal law. 

Federal Update

Tougher Auto Safety Rules: The House Energy and Commerce Committee passed a bill to mandate new automaker safety standards and strengthen the NHTSA’s authority. The NHTSA would be required to establish new motor-vehicle safety standards for unintended accelerations, such as a brake-override requirement. Event data recorders (“black boxes”) would be required on all new vehicles starting in model year 2015. The maximum amount of civil penalties that could be imposed for failure to report safety defects would be increased. The NHTSA would also establish a new department dedicated to vehicle electronics and emerging technologies. The legislation is largely supported by Democrats while Republicans express concern that the bill is over-reaching, citing the potential of black boxes to violate drivers’ privacy as an example. 

CO2 Emissions Standards: Just months after establishing mileage and CO2 emissions standards for model-year (MY) 2012–2016 cars and light trucks, the U.S. Environmental Protection Agency (EPA), the NHTSA and CARB are now drafting standards for MY 2017–2025 vehicles. The EPA will also consider reducing emissions of conventional pollutants, such as nitrogen oxides, and, for the first time, federal regulators will establish fuel-economy and CO2 standards for medium- and heavy-duty trucks beginning in MY 2014. Federal and state officials will work with the automakers toward the goal of setting one national CO2 standard. The automakers participated in formulating the 2012–2016 rules, supported by SEMA, since it provided a national approach to regulating CO2 emissions rather than a patchwork of state rules.

Vehicle Fuel Conversions: The EPA has proposed a streamlined process for approving fuel conversion systems (natural gas, propane, alcohol, electricity, etc.). The agency would establish a three-tiered compliance process based on the age of the vehicle rather than the current one-size-fits-all approach. Under the revision, a vehicle/engine conversion system that is less than two years old would still require a certificate of conformity demonstrating emissions compliance, but the manufacturer could apply the exhaust and evaporative emissions tests to more vehicle conversions than is currently allowed. The tests would still be required for intermediate-age engines (more than two years old but still within their useful life), but the manufacturers would then just forward the test data to the EPA with a statement that the OBD system will continue to operate properly after the conversion. For vehicles beyond their useful life, the EPA will pick one of the following three options: 1) require conversion manufacturers to submit a detailed description of the conversion technology to demonstrate that it is well-engineered; 2) conduct the same emissions testing as required for intermediate-age vehicles; or 3) submit the option-one description along with an OBD diagnostic scan report.

Hexavalent Chromium Exposure: Employers are now required to notify their workers when there is any hexavalent chromium present in the workplace, even when it is below the permissible exposure limit (PEL). In the past, companies only had to inform employees when exposures exceeded the PEL. The Occupational Safety and Health Administration (OSHA) changed its rule in response to a lawsuit and a U.S. Appeals Court directive. Under the previous rule, companies were directed to monitor employee exposure and notify affected workers when levels exceeded the permissible level of five micrograms per cubic meter of air over an eight-hour time-weighted average. Employers are required to perform periodic monitoring at least every six months if initial monitoring shows exposure at or above the action level (2.5 micrograms per cubic meter of air). Hexavalent chromium is a naturally occurring heavy metal frequently used in paints, electroplating or as an anti-corrosion agent for metals, such as stainless steel. Exposure can occur when workers use paints containing chromates, operate chrome plating baths or weld/cut metals containing chromium. OSHA contends the toxic chemical may irritate or damage the skin, eyes and respiratory track, among other concerns.  

SEMA News - August 2010

By Chad Simon

How to Attract Buyers to Your Booth

	SEMA sends relevant advertising messages and direct-mail pieces to many market niches that have different needs and interests.

In just a few months, specialty-equipment exhibitors will descend upon Las Vegas for the annual SEMA Show, providing qualified buyers with a can’t-miss opportunity to check out new products, connect with industry suppliers and peers, stay up-to-date on industry trends and attend educational seminars. Those are only four of the most common reasons for attending the Show, according to Tom Myroniak, SEMA vice president of marketing and member services. Myroniak led an exhibitor training seminar about how to bring buyers to your booth at the first-ever SEMA Show Exhibitor Summit at the Las Vegas Convention Center on May 25–27. He said that it was critical for exhibitors to understand the goals of buyers prior to the Show in order to capture their attention.

With more than 100,000 active attendees—one-quarter of whom are from outside the United States—this year’s Show campaign is entitled, “Behind Your Business 100%.”

How SEMA Reaches the Industry

SEMA sends relevant advertising messages and direct-mail pieces to many market niches that have different needs and interests. For instance, more than 170,000 industry professionals receive the monthly SEMA News magazine. The SEMA Show Daily newspaper is printed in four editions for Show attendees and reaches 40,000 buyers. SEMA eNews, the association’s electronic newsletter, is sent to 160,000 industry subscribers every Thursday and offers a section for exhibitors to promote Show specials as well as celebrity appearances and autograph sessions.

SEMA also has formed partnerships with several media outlets, which allow the association to run print advertising in more than 100 publications. Voicemail broadcasts, direct mail, SEMA’s website and social media collectively provide the association with a comprehensive, multichannel approach to reaching industry professionals.

According to Myroniak, SEMA makes a great effort to build educational programs for attendees because they add value and attract more people to the Show. Dealer Day, to be held November 3, launched two years ago and is a one-day educational program that targets new-vehicle dealers and teaches them how to sell accessories through their businesses. And an educational conference called the SEMA Online Marketing Conference, which was inaugurated last year and will be held November 1, teaches small businesses how to use online channels to promote and sell their products. A pair of two-day programs—the I-CAR collision-repair training course and a powersports dealer workshop—are both new for this year and will be held November 1–2. Another new offering for this year is the Society of Collision Repair Specialists educational series, to be held November 4–5.

In addition to attending any of the 60-plus available educational workshops, connecting with industry peers is crucial for SEMA Show participants. There are council receptions, an industry banquet and a speed networking breakfast among the many opportunities. SEMA also has negotiated with Cox Video to provide 24/7 access to in-room exhibitor videos in Las Vegas hotels, providing exhibitors a further opportunity to address buyers who might not have considered them prior to the Show.

The Seven Deadly Sins of Tradeshow Marketing

It may seem like a no-brainer, but devise a game plan before arriving in Las Vegas to make the most of your SEMA Show experience and then follow through. If you want to not have a successful Show, simply adhere to the following seven deadly sins:

• Come to the Show without a clear and comprehensive plan. This is obviously wrong. Instead, have your goals and roles defined prior to your arrival. If necessary, train your staff about what to do before they arrive and remind them when they get there.
  
• Don’t promote your involvement before arrival. Eighty-seven percent of SEMA buyers already have a game plan mapped out before they arrive. If you’re not on the radar before the Show, you must hope to somehow attract buyers come Show time while competing against 2,000 other companies trying to do the same thing.
  
• Miss important Show deadlines. This ends up costing you more money and lessens your return on investment.
  Don’t ask your account representative or SEMA staff for help.
  
• Don’t take advantage of available programs. The New Product Showcase and feature vehicle placement are great opportunities to extend your footprint on the Show floor and get the attention of buyers.
  
• Don’t promote your exhibit onsite.
  
• Don’t follow up with customer leads after the Show.

New Programs and Features

Many new programs this year will make it easier for exhibitors to reach buyers. SEMA’s online matching tool provides an opportunity for exhibitors to connect to buyers electronically. SEMA matches exhibitor registration data with buyers who have similar interests, allowing them to connect with buyers prior to the Show.

“Double-book appointments because most people either don’t show up or they show up late,” Myroniak suggested. “The worst-case scenario is that you’ll have people standing around in your booth—which is actually a good thing. When people see a crowd, they wonder what is going on.”

Another new feature for this year is an exhibitor invite program, which allows exhibitors to send their prospects and customers invitations to the Show on their behalf without providing SEMA with their contact lists. Exhibitors often have contacts that SEMA does not have, and an invitation from an exhibitor sent by a trusted source is a good opportunity to let others know of their involvement with the Show.

Other programs available through SEMA include feature-vehicle placement, a New Products Showcase, SEMA Show Directory, SEMA Show Pocket Guide, an International Buyer’s Guide, technical seminars and networking events. Feature-vehicle placement allows media, installers and vehicle builders to see what specialty products look like when they are installed on a vehicle, which helps gain interest for those products.

SEMA distributes 30,000 copies of its Show Directory and Pocket Guide to attendees. Both include exhibitor listings and a Show-floor map. The International Buyers’ Guide is available to buyers outside the United States who are looking for U.S. companies and products they can bring to market.

SEMA also promotes the availability of OE project vehicles. “We’ve been trying to convince the OEs that our industry helps them to sell more vehicles,” Myroniak said. “We have made a lot of progress in that regard over the past five years. The OEs now recognize the SEMA Show as a must-attend event for their marketing campaigns, and several have introduced new vehicles at the Show. They also provide project vehicles that industry professionals may obtain for product installation and to display at the Show. We work with the OEs to help connect our members to the vehicle platforms they’re trying to promote at the Show.”

The New Products Showcase is the biggest missed opportunity at the Show, according to Myroniak. It’s not feasible for buyers to walk the entire Show floor looking for new products; most use the New Products Showcase as a way to make the most efficient use of their time so they can easily find the products in which they are interested. SEMA provides product photos and information to all attendees. The first product submitted by exhibitors to SEMA’s New Products Showcase is free, and there is a fee of $75 for each subsequent product. The deadline to submit new products at the discounted rate is October 8; after, entries are $150.  

 

SEMA News - August 2010

As the largest automotive trade gathering in the world, the SEMA Show is often seen as a reflection of the industry. Based on interest from exhibitors in the 2010 SEMA Show, the industry appears to be headed for a positive year. With so much going on, several reporters and publications have been following what’s new for the upcoming event.

Be sure to keep your eyes open for a lot more news in the months to come as the 2010 SEMA Show quickly approaches.

 

The Greensheet, May 31, 2010 Organizers are constantly looking to make the SEMA Show more valuable and relevant—particularly as changes take place in the industry, in technology and in how we do business. An Enthusiast Opinion Leader Research Project was held for the first time last year. The unprecedented program gave exhibitors and attendees valuable insights and helped the SEMA Show to become one of Twitter’s Top 10 trending topics during the 2009 event.

 

Tire Review, May 14, 2010 Exhibitors did not hesitate to secure space at the 2010 SEMA Show, and when booth sales jumped 35% compared to the previous year, many publications, such as Tire Review, reported the news.

 

Modern Tire Dealer, June 8, 2010 Recognizing that exhibitors are looking to increase efficiencies and enhance the return on their investments, SEMA Show organizers held a two-day training event in Las Vegas. The first-ever Exhibitor Summit is an example of what the organizers are doing to help companies succeed as well as an example of the increased interest that exhibitors have in learning how they can get even more out of their investments.

 

Aftermarket News, April 30, 2010 Aftermarket News staff reported on a noteworthy change to the Vehicle Manufacturer of the Show program. In 2010, the program will tap into the unique ability that SEMA Show exhibitors have in identifying and creating trends by surveying every booth vehicle and naming the most prominent ones as the Vehicles of the Show.

 

SEMA News - August 2010

By Joe Dysart

Small Businesses Now in Hackers’ Crosshairs

	A distributed denial of service (DDOS) attack brought down Advanced Clutch Technology’s website for two weeks, rendering it inoperable.

While hackers once delighted in bringing down gargantuan computer networks like those of the Pentagon and multinational corporations, the latest breed is more apt to harass and bully much smaller businesses—including those in the automotive specialty-equipment market. Scott Brickey, a data systems analyst for Advanced Clutch Technology, learned this cruel fact the hard way when ACT’s website was maliciously attacked for no discernible reason and immediately rendered inoperable. “They shut down our site for two weeks,” said Brickey, referring to the hacker or hackers he has come to know only through his network. “Our web server was getting 35,000 request every second crashing our site.”

Specifically, ACT fell victim to what is known as a distributed denial of service (DDOS) attack—a full-on assault against a website in which an army of “zombie” computers attempts to log onto a website simultaneously, forcing the system to overload and shut down. Hackers launch the attack by first seeding the Internet with stealth zombie programs that are unknowingly downloaded by hundreds or even thousands of PC users. The culprits then simultaneously activate those programs at a later date.

In fact, most PC users encounter these zombie programs every day amid the spam e-mails they get in the form of invitations to click a link to an unsolicited message, picture or video. Click the zombie link, and your PC becomes a conduit that hackers use to quickly download their zombie software. Once installed, these zombie programs lay dormant for weeks or even months on infected PCs until a DDOS hacker decides to “awaken” them all at once and send a command to attack a website or network. In many cases, hordes of zombie computers located throughout the world can be simultaneously awakened to seek and attack a victim business.

“Someone was really out to get us,” said Brickey, whose company employs 40 people. “We were told that the level of the attack was equal to what a company the size of Citibank would suffer.”

Brickey said that ACT leapt from one failed fix to the next for 10 days, watching helplessly as its business over the web ground to a halt. Ultimately, the company needed to seek a service provider that specializes in anti-DDOS attacks and now pays that firm $500 per month to defend its website.

“We do a lot of business off our website,” Brickey said. “It had to be restored quickly.”

Sadly, Brickey’s experience is not unusual. According to a 2008 Frost & Sullivan report titled “Welcome to the New Wave of Hacker Exploits,” hackers today are more likely to be organized crime syndicates that operate in rings like real businesses—complete with teams of software developers and testers that ensure they’re attacking businesses with a quality product that stays one step ahead of defenders. Moreover, the attacks these days are likely to be much more sophisticated and insidious than those of the pranksters of the past. “Today’s attacks are better designed and are focused on being stealthy and passing under the radar of existing network protections,” the report authors wrote.
The solution? Unfortunately, the hard truth is that most small businesses are technologically outclassed when it comes to the most sophisticated of the hacking outfits. But even the smallest of businesses can significantly ratchet up its defenses against such attacks with these tactics:

Hire a Specialist to Probe for Vulnerabilities: Many anti-DDOS service providers can be hired to simply probe your network for vulnerabilities well before an attack occurs. Considering the significant website and other system downtimes that can result from an especially ferocious attack, this simple test can be well worth the expense.

Consider an Ongoing Monitoring Service: If you do a lot of eCommerce over the web, it will probably pay to hire an outside firm to continually monitor your website and network for DDOS and other security breaches. Start by studying the soup-to-nuts services offered by major service providers such as Verisign and Radware, then try to find a local anti-DDOS firm that can provide a similar service at a rate you can afford.

Keep Your Operating System Up-to-Date: Microsoft and other software makers devote substantial resources to ferreting out and protecting against new security threats to their software packages. By regularly updating Windows, you’ll at least give your company a fighting chance against those looking to bring it to its knees. In addition, you’ll also want to keep all the other software on your PC updated. Besides playing cat and mouse with Microsoft, hackers also try to exploit security vulnerabilities in other commonly used software packages.

	Companies such as Verisign offer soup-to-nuts anti-DDOS protection.

Scour Away Unnecessary Network Services: Given that hackers love to exploit weaknesses in networks, the fewer network services your company runs, the better. Decide, for example, if you really want FTP file exchange capability on your network. Also, if your company does not use other network-dependent programs for business, such as instant messaging, don’t allow employees to download and use such programs “for the fun of it.”

Double-Check Your Security Basics: Regularly take a look at your system firewall to ensure that it is operating at top efficiency and has the latest updates. Also be sure to establish a company security policy, and ensure that all employees are fully briefed on its details. Every employee needs to be drilled on basics, such as creating passwords that are tough to guess. (Many a system has been breached with a password like “1234.”) Plus, every system administrator needs to block former employee access to a network the moment he or she walks out the door with the last box of personal belongings.

Don’t Be a Zombie: The reason cyber criminals are able to launch worldwide attacks on the smallest of companies is because so many PCs around the world are unwitting zombies. Too many of us still click on suspicious links, unwittingly download zombie software that hides stealthily in the background and unwillingly become part of the problem.

One of the most effective defenses against zombie recruitment of PCs is an everyday Internet security program. I’ve tried three of the top titles—Norton Internet Security, McAffee and Kapersky—and am most satisfied with Norton’s product (). While every Internet security program will slow a PC’s performance a bit, my experience is that Norton’s impacts a PC’s speed the least of the three, while Kapersky seems to slow a machine the most. Moreover, Norton’s latest version of Internet Security represents a major overhaul of the product and offers cool features such as minute-by-minute updates against viruses, worms and programs designed to zombiefy your computer.

In addition to PC-based programs, your network administrator may also want to install Internet security programs to defend other facets of the system.

Report the Criminals: While hackers are notoriously tough to track down, reporting their activities is one way to at least keep them on the run. Lodge your complaint with The Internet Crime Complaint Center, which is a partnership between the FBI, the National White Collar Crime Center and the Bureau of Justice Assistance. 

 

Joe Dysart is an Internet speaker and business consultant based in Manhattan, New York.
Voice: 646/233-4089
E-mail: joe@joedysart.com
Website: www.joedysart.com  

 

 

SEMA News - August 2010

By Tori Tellem

Honoring Visionaries and Leaders

Richard "Dick" McMullen		Chuck Schwartz		Van Woodell

A hall of fame—it’s a place reserved for legends, trailblazers, visionaries and leaders. It’s bestowed on sports figures, musicians, inventors and others who inspire and shape an industry. A hall of fame is how the world finds out that, hey, this is a person whose work, contributions and service have left an indelible mark.

Yet inductees seem to always say the same thing: “I was just doing what I loved.”

The accomplished members of the SEMA Hall of Fame have each made an imprint on the automotive specialty-equipment industry, and their professional and personal achievements are what the association recognizes with this prestigious honor. Dedication to growing the specialty-equipment industry and SEMA are the passion of these exceptional people. They fight for the hobby and are the voice of many. Their dreams create realities for others.

And that’s the easy part of being considered for the SEMA Hall of Fame.

When the association’s very first Hall of Fame award was presented in 1969, what it took to be inducted was clear: “outstanding persons in the industry who have enhanced the stature of, or significantly contributed to, the industry and/or association’s growth.” A candidate back then, as with today, had to meet those criteria. However, the standards are even higher now. Nominees must also have at least 10 years of experience in the industry and/or association, and their contributions must have national influence. Additionally, a candidate must enhance technology, demonstrate integrity and help the industry thrive.

Which brings us to this year’s respected inductees: Richard “Dick” McMullen, Chuck Schwartz and Van Woodell. Each has reaffirmed the values established more than 40 years ago for this award, both in the spirit and letter of the criteria. It is with utmost regard that we welcome these three gentlemen into the SEMA Hall of Fame and to their place in history.

Richard “Dick” McMullen

Growing up in Fremont, Michigan, Dick McMullen displayed a keen business sense early on, consistently selling more magazine subscriptions for the school drive than any other student. His trick of the trade? Call on people ahead of time for pre-order sales. But this wise, young salesman was also an auto enthusiast, so when McMullen was 13 and landed a job with the milk delivery man, it wasn’t just the free milk that he counted as a job perk—he also got to drive the truck.

The McMullen family eventually moved to Los Angeles, and he worked in a gas station while attending high school, handling everything from pumping gas to washing windshields. He was so good at his job that his boss gave him a raise, providing McMullen with enough cash to buy a car.

“Cars were always his interest,” explained his wife, Sally. By her count, McMullen owned more than 21 automobiles over his lifetime. In fact, he picked her up in a brand-new Oldsmobile for their first encounter, a blind date in 1954. “I thought, gosh, anybody that likes a nice car must be okay!” she said. But not everyone was thrilled with this love connection. “My mother was horrified to even think I would date a hot rodder.”

After attending college, McMullen enlisted in the Air Force, working in mechanics. Although he was stationed in Germany for nearly four years, boot camp took place in Texas, and that was where he and other car enthusiasts started a club limited to members of the Air Force. Following the service, McMullen and a friend from the Texas days, Dean Brown, launched the first newspaper dedicated to drag racing, Drag News. McMullen was the manager, handling the sales side of the business, which included clients ranging from Howards Racing Cams and Hedman Hedders to Weiand and Isky Racing Cams.

In 1963, McMullen sold Drag News and made the switch from publishing to advertising, joining Ed Elliott’s agency, which represented high-performance clients. The company was later renamed Elliott-McMullen Agency, and “…damn near every company that ever started in this industry went to that agency at one time or another,” said Bob Vandergriff of Vandergriff Motorsports, who was a friend and business associate/partner of McMullen.

It has been said that the idea of SEMA first came under discussion inside the Culver City, California, offices of Elliott-McMullen. “Dick thought the purpose of SEMA should be to unite the manufacturers and to have a united front,” Sally recalled. And McMullen remained dedicated to SEMA’s efforts. Over the years, he was involved in the establishment of the SEMA Memorial Scholarship Foundation and served on many SEMA committees.

After Elliott passed away, McMullen assumed full ownership of the agency and renamed it McMullen Advertising (which later became McMullen Design and Marketing). But one day, explained Sally, Bob Hedman told McMullen that he was thinking of selling his company and said, “If you ever hear of anybody that wants to buy it, let me know.” McMullen and Vandergriff took over Hedman Hedders, selling products worldwide.

Sadly, McMullen passed away in 2005 and will receive the SEMA Hall of Fame award posthumously. McMullen “…loved doing what he did,” said Sally. “He was very low-key, not a high-powered salesman, pushy kind of guy, but very caring.” Vandergriff fondly remembers him as “honest, sincere and extremely creative—a solid personality and trustworthy.”

McMullen’s hobbies were “cars, cars, cars,” according to Sally, and he had a passion for people, the industry, the association and his work. “He always told our kids, ‘Whatever you go into, be sure it’s something you like. Otherwise going to work every day will be a pain,’” she said. “That’s what he did, so his work was his fun.” Vandergriff recalled that what McMullen loved most about his work was “…helping people grow. He’s gone, but he’s still watching.”

Chuck Schwartz

Born in Danville, Pennsylvania, and raised in Columbus, Ohio, Chuck Schwartz studied at Ohio State before entering the U.S. Army, where he served in military intelligence. A move to California landed him a job at a seat cover and muffler shop in San Diego—The Big Wheel—where he began by installing dual exhausts and mufflers and was then promoted to salesman and played a key role in the company’s expansion. When an opportunity to buy a leased automotive department in a discount house presented itself, it was done under the name Western Big Wheel, and Schwartz played an instrumental role in the corporation, which owned as many as 165 leased departments at the organization’s peak and became the first mass merchandiser in the United States to offer speed equipment.

Schwartz also sponsored race cars at the local tracks where the corporation had stores, and the fleet even included a championship car. That led to California Racing Specialists, which built engines and chassis for super stock cars. Then came another venture—K-Bar S—which coincided with the growing appeal of off-road racing. K-Bar S focused on building pre-runners, but the company started selling parts before long as well. Schwartz and his crew even built and raced a Ford Bronco in the very first Baja 1000.

The next move was to start two companies—Pioneer 4-Wheel Drive Center and Pioneer Van Conversions—and Schwartz also was involved with the formation of the Off Road Equipment Association (OREA) with the likes of Pete Condos, Bill Stroppe and Thurston Warn as a response to concerns about the closure of land to off-road use. Schwartz participated with the team that produced the OREA Shows and produced the final OREA Show just prior to the acquisition of OREA by SEMA. And then he began to ponder a permanent career change: show business.

Prior to venturing down that new path, Schwartz sold his retail business and became a manufacturer’s rep for about three years. And then it happened: He launched the Auto Internacional trade show in 1980, which focused on parts and accessories for imports. In 1982, SEMA acquired that show. Schwartz became producer of the SEMA Show, and, “It’s been a great ride ever since!” he said. Ron Funfar of Hedman Hedders/Trans-Dapt, who has known Schwartz for nearly 30 years, described him as “…a force in attempting to make SEMA a better-known association from one side of the country to the other.”

Schwartz now produces the SEMA Show and other events through his company, ConvExx. “But Chuck’s impact on SEMA is far greater than his role at ConvExx and as a vendor,” explained Chris Thomson, national sales manager of AIRAID Filter Company. “He’s been an active participant in the actual growth of SEMA, participating in it long before the major successes of the SEMA Show.”

Schwartz is a charter member of the SEMA Political Action Committee (PAC) and was elected chairman of the International Association of Exhibitions and Events (IAEE) management in 1999. He served on that organization’s board of directors for seven years, received the IAEE Pinnacle Award and is an Auto International Association Hall of Fame winner, among the many honors he has accrued since becoming a trade show producer in 1976. He has also been an active volunteer in his community and continues to offer mentoring programs.

This will be Schwartz’s 29th year as SEMA Show producer, a job that involves drawing the floorplan, selling floor space, getting exhibitors prepared for the Show and “…having the knowledge of where manufacturers are going, what they’re doing, what’s changing in the marketplace. I watch all that and talk to as many exhibitors as possible and learn so that we know what’s going on in the marketplace,” he said.

And it’s clear that there’s no business like show business. “Chuck gets enormous satisfaction out of seeing others succeed,” said B.J. Leanse, Big Country Truck Accessories/Go Rhino! Products North America sales manager. “He sees change and creates solutions and meets every challenge with excellence as the only acceptable goal.”

Van Woodell

Not many of us can say that we’ve received a life-changing job offer in midair, but Van Woodell can. But let’s back up a bit. Born and raised in Durham, North Carolina, Woodell tinkered with cars before discovering that four-wheeling in the mountains was his real thrill. He bought a ’71 Toyota Land Cruiser and joined a four-wheel-drive club in Durham. To pay for his hobby, he worked in the service department of a local Jeep dealership. “By now, I had been bit,” he recalled, and he went to work in 1974 for a start-up called Tar Heel 4WD Center, where he really became involved in learning parts, selling parts and developing expertise in off-roading.

Unfortunately, the difficult economy of the time caused Tar Heel 4WD Center to close its doors in 1979, leaving Woodell to take odd jobs, such as tuning cars, brake jobs and “…anything I could do to earn some money,” he said. “I had a baby on the way, so I was in a panic.” As it turned out, several of the reps who called on Woodell at Tar Heel 4WD Center also called on his future employer, Dudley Weathers, who was based in Tupelo, Mississippi, where the original Weathers Auto Supply was located.

Weathers flew Woodell to Petersburg, Virginia, for a talk and on the flight back to Durham, made a job offer to open a store in Petersburg. Since Woodell’s wife, Carol, was due to give birth, she stayed behind in Durham while he set-up shop—and living quarters—in the new Weathers warehouse.

Weathers gave Woodell an opportunity to buy 10% of the Virginia store, and the two then opened another warehouse in Charlotte, North Carolina. Over the next couple of years, Woodell bought another 10%, then another 10%. By 1989, he bought the balance of the Petersburg store.

Sam Compton of Rep South Productions had called on Woodell as a customer and recalled looking for a buyer who was “…not reckless, but one that had vision, understanding of the customer and the courage to be a pioneer.”

“Van met all of these attributes,” he said. “You left Virginia feeling good and inspired to follow his image.”

Steve Starr of PSKB, who met Woodell early in his career as a manufacturer’s rep, recalled his affinity for others. “I feel he loves the industry mainly because of the people he has contact with and his passion for the automotive aftermarket,” Starr said. “He is definitely a people person.”

Woodell had attended SEMA Shows as a member with Tar Heel 4WD Center, but when he joined the association with Weathers, he had a new perspective.

“I figured, if I’m going to be in something or involved in something, I want to learn about it,” he said. “But at that point, I had no earthly idea how to become involved with SEMA.”

Enter Bob Cook of Bob Cook Sales, who told Woodell: “I’ll get you involved.” Cook was an independent rep during Woodell’s Tar Heel 4WD Center days and explained that Woodell and he hit it off right away. “He was very open to new-product presentation, friendly and understood the business,” Cook said. So when it came to SEMA involvement, Cook told him, “Don’t complain about issues unless you are willing to work toward changing them.”

That is what Woodell did, serving three consecutive two-year terms on the SEMA Board of Directors from 1997–2003. He was elected to the Board again in 2007 and 2009. He served on the nominating committee for the Board of Directors and has served on a variety of other SEMA committees and task forces. He held a seat on the PWA Board of Directors and is a past president of PWA. He has also been honored with the Vanguard Award by SEMA’s Young Executives Network (YEN) and was selected for the Truck and Off-Road Alliance (TORA) Hall of Fame.

Compton might just sum up this SEMA Hall of Fame inductee perfectly with, “Everyone should have a Van Woodell in their life.”