SEMA News - July 2010

Mercedes SLK

When It Hits: While no official release has been announced, rumors point to upcoming appearances at the Paris Auto Show or the Geneva Motor Show for the 2011 Mercedes SLK.

What Priddy Says: Updates include more upright and squared front grille, daytime driving lamps, new door handles, the bigger mirrors “standing” on the door and a standard folding metal roof. Power will come from naturally aspirated and turbocharged V6 engines, and a diesel unit is possible, according to Priddy. A 3.5L V6 twin-turbo-making 470hp version could also make its way into an AMG version.

Honda Odyssey 

When It Hits: Priddy says to watch for the new Odyssey to debut this coming fall.

What Priddy Says: This shot of an early preproduction Odyssey was caught by one of Priddy’s readers on his iPhone. Judging by the current look, Honda is keeping the production version very close to the concept, which was on the carpet earlier this year at the 2010 Chicago Auto Show.

Audi RS3

When It Hits: This early mule of Audi’s future pocket-rocket was photographed testing at the Nürburgring. No U.S. release date has been announced.

What Priddy Says: While this test car is wearing an S3 body, Priddy says that the air intakes on either side of the grille appear to be modified and slightly larger. Power should come from Audi’s 2.5L five-cylinder turbocharged engine. Good for 340 hp and 331 lb.-ft. of torque in the TT-RS, Priddy expects the 2.5L to be rated nearly the same in the RS3.

 

Lexus LFA

When It Hits: Whether or not the LFA will go hybrid remains a mystery. The release date does as well. 

What Priddy Says: When the Lexus LFA debuted at the 2009 Tokyo Motor Show with a 4.8L V10, it silenced the rumors that this übercar might be a hybrid. However, while the guise on the prototype is similar to what was spotted two or three years ago, the piece of camo near the A-pillar is intriguing. The camo flap could be some kind of decoy, or it just might be a charging port, not unlike what GM’s plug-in test mules use, Priddy says.

Photos Copyright Brenda Priddy & Company. Reuse or reproduction without the copyright holder’s consent is prohibited.

SEMA News - July 2010

By Alysha Webb

Huge Room for Growth

	As margins on new-car sales continue to shrink dealerships are looking for new sources of income. So the future could be bright for the sale at 4S dealerships of parts that enhance appearance, comfort, or performance. Shanghai-based TNS Research International analysis reveals consumers are shifting to more “fun-based” emotional needs for their vehicles rather than the basic transportation, “family caring” or “belonging” needs of just a few years ago.

At the end of 2009, there were more than 13,000 franchised automotive dealers in China. Many of them are so-called 4S dealerships, which indicates that the dealer not only sells new cars but also services vehicles as well as sells spare parts. While an accurate count is not available, two-thirds or more of those 13,000 are likely 4S dealers. 

As margins on new-car sales continue to shrink, dealerships are looking for new sources of income, so the future could be bright for the sale at 4S dealerships of parts that enhance appearance, comfort or performance. Not all 4S dealerships in China are allowed to sell non-OE brand accessories, though some ignore the ban. In any case, accessory sales of any kind are still a tiny portion of any Chinese dealership’s revenue stream.

According to a 2009 J.D. Power and Associates study, new-vehicle sales accounted for 56% of dealer revenue. Used-vehicle sales accounted for 23%. Service contributed 23%, and spare parts sales made up 10%. Accessory sales were part of the “Other” category, which contributed only 2% to dealership revenue.

Clearly, there is much room for growth in accessory sales through dealerships in China. First, however, more OEs must allow the sale of aftermarket brands in their dealerships. Just as important, demand must be created by educating Chinese consumers about customization opportunities.

Margins on new-car sales are being squeezed in China’s intensely competitive market. New-car sales margins in China ranged from 2.6% for U.S.-brand vehicles to 4.4% for local brands, according to J.D. Power. Those margins are likely to shrink in coming years as China’s more than 90 brands fight for market share. Dealers are being pushed by the OEs to develop new sources of revenue and may themselves begin to promote high-margin accessory sales as a source of revenue.

To be sure, however, the market for accessories that enhance performance, comfort or appearance is still only a tiny portion of China’s total accessory market. And the demand for such accessories is still small.

“Our best feeling remains that less than 10% of the car owners in China would conduct some kind of tuning or customized equipment upgrade to their vehicle,” said Eric Tai, a former project manager in the automotive sector for TNS Research International in Shanghai.

The total accessories market in China is hard to quantify because of extreme fragmentation. But some estimates put it at more than $14.6 billion annually. All agree that it is growing, spurred by the maturation of China’s automotive market. TNS studies show that consumers are shifting to more fun-based emotional needs for their vehicles rather than the basic transportation, “family caring” or “belonging” needs of just a few years ago, Tai said. As that change occurs, consumers will focus more on vehicle performance and will be more willing to invest in special kits, he said.

Dealerships are well-positioned to take advantage of that growth in demand because dealerships are still the primary source for aftermarket service needs, said Tai. Chinese consumers are wary of buying spare parts from non-authorized sources because of the high number of illegitimate parts on the market, he said.

Some dealerships in China are already selling non-OE brand accessories, whether it is allowed or not. And it is permitted in some parts of the country. A dealer in Dongguan, in south China’s Guangdong province, said that her dealership is permitted to sell both OE and non-OE parts. The non-OE parts are used primarily as gifts to customers because they are so much cheaper than the OE parts, she added.

Some very large dealership groups have set up consolidated accessory procurement offices, and they actively search for non-OE brand products, especially those related to comfort and appearance, said Teng Yong at consultancy A.T. Kearney in Shanghai. Quality and novelty are the two most important selection criteria, he said.

Another factor pointing to a bright future for non-OE brand parts at China’s dealerships is the growth of the second-hand car market. Currently, about three new cars are sold for every used car because China’s passenger car market is so young. In the United States, the opposite is true. But China’s light-vehicle sales grew to 12.96 million units in 2009, a 48% increase compared to the previous year, according to J.D. Power. The light-vehicle market is forecast to grow by close to 10% for the next decade, so the used-car market is bound to grow, too. That will likely help accessory sales, industry experts said. A larger used-car market will offer more opportunities for accessory sales, which the manufacturer has less control over, according to Dale Jones, vice president of Asia Pacific regional accounts at Urban Science.

Education is needed to provide a boost to accessory sales in dealerships, said Tai. The thing that is really limiting market growth is consumer mentality and their lack of knowledge about tuning and customization, he said.

“Parts suppliers should remain in China, as it does have great market potential,” said Tai. “I have no doubt this market will keep growing due to the sheer size of China’s new-car owners.” 

 

 

SEMA News - July 2010 

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

Prince Edward Island

Nitrous Oxide: The province of Prince Edward Island has introduced a bill 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 bill 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 State Assembly approved legislation to increase the registration limit for exempted specially constructed vehicle registrations from 500 to 750 vehicles per year. The Senate will now consider the bill, where it is likely to have a much tougher journey. 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 from 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.

Small Business: SEMA-member Egge Machine Co. was honored in a ceremony recognizing the contributions of small businesses to the state of California. Egge was chosen to receive the recognition by State Assemblymember Tony Mendoza. Sponsored by the California Small Business Association, “A Salute to Small Business Day” took place at the Sacramento Convention Center on May 25. Founded in 1915, Egge manufactures internal engine components for antique, classic and collector cars as well as engine kits and performance products for domestic cars and trucks built from 1900–1980. Based in Santa Fe Springs, California, Egge supplies the needs of automotive enthusiasts nationwide, providing rare parts for vehicles that have long been out of production.

Louisiana

Inspection Exemption: A SEMA-supported bill to exempt antique vehicles 25 years old and older from the motor-vehicle inspection requirements was passed by the Louisiana House. The bill now moves to the Senate for consideration. Current law only exempts vehicles 40 years old and older. The bill makes the inspection exemption consistent with current state law defining an antique vehicle as a vehicle that is 25 years old or older and used primarily for shows, parades, tours and other special uses and not for general transportation. Vehicles in Louisiana are subject to an annual vehicle inspection, including a safety-equipment inspection and an additional emissions inspection for vehicles registered in selected parishes. The emissions inspection consists of a visual anti-tampering check and a gas-cap integrity check. Vehicles manufactured in 1995 and later are also subject to an on-board diagnostic (OBD-II) emissions check.

New York

Historic Vehicles: SEMA is backing legislation in the New York Assembly to provide that historical-vehicle owners only pay a one-time registration fee of $100 upon initial registration. The bill has been referred to the New York Assembly Transportation Committee for consideration. The reduced registration fee would be available to owners of historical vehicles owned and operated as an exhibition piece or collector’s item and used for club activities, exhibits, tours, parades, occasional transportation and similar uses. Under current New York law, a historical motor vehicle is either a vehicle manufactured more than 25 years ago or one that has unique characteristics and is determined to be of historical, classic or exhibition value. The $100 one-time fee would replace the current annual fee of $28.75.

North Carolina

Street Rods/Custom Vehicles: Jim Barber of SEMA member Classic Automotive Restoration Specialists Inc. has been appointed by the North Carolina DMV to serve on the vehicle classification review committee. The committee was established pursuant to the enactment into law of SEMA-model legislation to create a vehicle registration classification for street rods, replicas and custom vehicles. The new law retains the key components of the SEMA-model bill while relieving vehicle owners of unfair title branding and inspection concerns. The measure provides specific registration and titling classes for street rods and replicas; allows for the use of non-original materials; creates a titling and registration criterion that assigns replica vehicles the same model-year designation as the production vehicle intended to be replicated; and requires that the title of a replica vehicle clearly indicates that the vehicle is a replica and not an original. The committee will review grievances filed by vehicle owners regarding the DMV’s determination of the appropriate vehicle classification for a specially constructed vehicle.

Vermont

Inoperable Vehicles: Legislation to provide an exemption to automotive hobbyists from the restrictions on salvage yards has been approved by the Vermont Legislature. The bill seeks to increase 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 bill 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. The bill now goes to the governor for his signature and enactment
into law.

FEDERAL UPDATE 

New Auto Safety Rules: Legislation has been introduced in Congress to strengthen the authority of the National Highway Traffic Safety Administration (NHTSA) and to mandate new auto safety standards. A House subcommittee held a hearing on the bill, which was introduced in response to recent recalls of Toyota vehicles. The legislation would require NHTSA to establish new motor vehicle safety standards related to electronics and unintended accelerations, such as a brake-override requirement. Event data recorders (“black boxes”) would eventually be required on all new vehicles. The maximum amount that could be imposed in civil penalties would be increased. NHTSA would also have more money to fund agency programs, including a new department dedicated to vehicle electronics and emerging technologies.

Small-Business Health Care Tax Credit: Companies that purchase health care insurance and have 25 or fewer employees may claim a tax credit. The credit varies according to size and average wages. The maximum credit of 35% of premiums paid in 2010 is available to small-business employers with 10 or fewer workers who have an average salary of $25,000. The rate will increase to 50% in 2014. The credit phases out gradually for firms with average wages between $25,000 and $50,000 and with the equivalent of between 10 and 25 fulltime workers. The credit took effect on January 1, 2010, and is designed to help small employers that mainly employ low- and moderate-income workers. Firms can claim the credit for 2010 through 2013 and for any two years after that.

Credit Card Swipe Fees: SEMA and other trade associations asked Congress to limit the amount credit card companies can charge merchants when processing payments. Under the current system, the merchant pays a transaction fee every time a card is used, whether for credit or debit. The “swipe” fees can average 2% to 4% for businesses that accept debit/credit cards and amounted to $63 billion in 2008. In a joint letter to the U.S. Senate, the trade associations asked that swipe fee reform be included in a comprehensive financial regulatory reform bill. The trade associations specifically asked that debit card transactions be treated the same as paper checks. The Federal Reserve requires all banks to clear paper checks at par (no exchange fees). The trade associations also urged lawmakers to give the Federal Trade Commission authority to regulate credit card company practices that currently allow the company to forbid merchants from setting credit-card minimums (example: must be over $10), offering discounts for cash payments, passing along the swipe fees to the consumers and similar practices.  

SEMA News - July 2010

Members Benefit From Alliant Insurance Services

We recently had the good fortune to speak with Bob Corwin, first vice president of Alliant Insurance Services, to discuss his company’s role and service offerings within ProPledge.

SEMA News: We understand that Alliant Insurance Services played a key role in the development of ProPledge. What was your company’s involvement early on?

Bob Corwin: Alliant became the risk-management advisor to SEMA as one of the developers and supporters of the ProPledge program. The intent of ProPledge was to provide a unified warranty program to the automotive industry in which participating manufacturers and installers could grow their businesses by selling, installing and servicing new-car auto dealers and consumers with quality automotive aftermarket equipment and products. Alliant can help facilitate the insurance needs of ProPledge members who might be in need of further insurance assistance.

SN: What specific ways does Alliant provide benefits to ProPledge member manufacturers and installers outside of competitive premiums?

BC: Alliant provides policy audit assessments to make sure the ProPledge member has the appropriate coverage to support asset protection. Additionally, when or if the ProPledge participant becomes a member of the Specialty Equipment Insurance Alliance (SEIA), we provide human resources service. Additionally, we can provide risk management and safety support. These SEIA program services can assist in premium reduction.

SN: Why should professional automotive restylers and specialty-equipment manufacturers invest in larger general liability insurance policies now, particularly when many small businesses may be challenged to afford the higher premiums typically associated with such programs?

BC: We never recommend that companies be “insurance rich and cash poor” to begin with. However, determining whether to insure with a limit of product liability coverage that will protect the owner’s business assets does become a business decision. To assist in this process for professional automotive restylers, Alliant launched the Installers Edge insurance program, providing higher liability limits at a very affordable premium level. For manufacturers, we have preferred insurance company providers within SEIA that afford higher levels of liability at the lowest premium cost possible.

SN: How many years has Alliant Insurance Services been in business? Why was it formed?

BC: Alliant was initially formed in 1925 by Robert F. Driver and has been in business for 85 years, originally as a San Diego-based insurance brokerage firm. In 2002, the Robert F. Driver Company became Driver Alliant Insurance Services after a merger with Alliant Resources Group. In 2007, the Blackstone Group—one of the largest private equity firms in America—purchased Driver Alliant Insurance Services and Alliant Insurance Services was formed, becoming the premier specialty insurance brokerage firm in the United States. It is currently ranked as the 11th largest.

SN: What are some notable success stories within Alliant’s business model?

BC: We developed Installers Edge to meet the specialty insured demands of the installers of automotive aftermarket parts and accessories. Further information can be found here.

		—For a more detailed analysis of the ProPledge and SEMA partners such as Alliant Insurance Services, visit the newly redesigned ProPledge website or call 818/248-4449.

SN: Where is Alliant’s core business done, and in what markets specifically?

BC: Alliant’s core business market sectors include automotive, public entity, tribal nations, construction, law firms, real estate, energy, marine and restaurants, to name a few. We are committed to these business market segments to provide specialized risk services and insurance products tailored to the industries we serve.

SN: Could you tell us a little bit about yourself and your long-standing relationship with SEMA?

BC: Joining Alliant in 1991, I have more than 22 years of insurance industry experience specializing in property and casualty lines, with extensive experience serving the automotive aftermarket with insurance and risk management services. As a broker to SEMA for 15 years and as the program director of the SEIA, I understand the unique needs of the automotive parts and racing industries. I have been successful in working with hundreds of automotive companies to help save well in excess of $10 million dollars in premiums. I have worked closely with SEMA’s industry councils, such as the Wheel & Tire Council, Truck and Off-Road Alliance, Motorsports Parts Manufacturers Council and the Suspension Task Force, and I also served on the SEMA Scholarship Committee. Along with SEMA President and CEO Chris Kersting, I was instrumental in implementing ProPledge.

SEMA News - July 2010

Last year, journalists in the Los Angeles area reported on a rare SEMA event that took place in Pasadena, California. It wasn’t the amazing collection of vehicles that made the event unique. Rather, it was the fact that the SEMA Show ‘N Shine car show was a fundraiser open to the general public.

Automotive publications, such as AutoWeek, came out to cover the event, as did mainstream consumer media from the local area. While plans are in progress for the 2010 SEMA Show ‘N Shine, which will take place on Saturday, July 24, 2010, below are a few media clips from the 2009 event. (Be sure to keep your eyes open for coverage of the 2010 event. Better yet, come out and join us!)

KTLA-5 Morning News KTLA’s Gayle Anderson gave viewers a sneak peak of the activities a few days before the 2009 Show ‘N Shine and Pinewood Drag Races took place on Saturday. With vehicles being prepped to be exhibited and test runs on the pinewood track taking place throughout the day, there was lots going on. Pictured here is KTLA’s cameraman preparing to shoot Anderson on one of the modified motorcycles that was on display.
AutoWeek,August 24, 2009 “SEMA Goes Public” With the SEMA Show in Las Vegas closed to the general public, reporter Mark Vaughn wrote that “the Pasadena event will likely become the place for non-industry car lovers to get parts, products and perspective all under one roof.” He noted that the SEMA Show ‘N Shine was a rare opportunity for consumers to see vehicles from Roy Brizio, Chip Foose and West Coast Customs in a single location.
Pasadena Star News, July 30, 2009 “SEMA Rolls Into Pasadena” The Pasadena Star News reported on the notion that the SEMA Show ‘N Shine is a unique opportunity for the public to see a wide range of highly coveted vehicles. As the leading daily newspaper in Pasadena, the publication also reported on other family-friendly activities scheduled during the Show ‘N Shine. The Pinewood Drag Races, for example, is a key component of SEMA’s fundraising activities and is held along with the car show.

 

SEMA News - July 2010

Exhibitors Offer Buyers 105 Ways to Boost Profit

The SEMA Show is the premier destination for buyers in the specialty-equipment industry looking to find new products and services for their customers. In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car care offerings from the Show floor into their own retail shops. Exhibitors in the Restyling & Car Care section registered 105 products in the New Products Showcase, and buyers scanned those entries more than 4,874 times. For attendees, such as Phil Sollecito of Internet retailer Auto Amenity Inc. in Bothell, Washington, the showcase is a must-see area at the SEMA Show.

“I’m seeing many products that I’d never considered before, things like roof racks. You have to have a lot of information available for people to consider before they purchase on the Internet, so I need good pictures and good information right up front,” said Sollecito. “The New Product Section is overwhelming, but it’s great.”

View a complete listing of all Restyling & Car Care Products on PDF.

 

SEMA News - July 2010

Exhibitors Offer Buyers 105 Ways to Boost Profit

The SEMA Show is the premier destination for buyers in the specialty-equipment industry looking to find new products and services for their customers. In 2009, 25,086 buyers went to Las Vegas specifically to bring the newest restyling and car care offerings from the Show floor into their own retail shops. Exhibitors in the Restyling & Car Care section registered 105 products in the New Products Showcase, and buyers scanned those entries more than 4,874 times. For attendees, such as Phil Sollecito of Internet retailer Auto Amenity Inc. in Bothell, Washington, the showcase is a must-see area at the SEMA Show.

“I’m seeing many products that I’d never considered before, things like roof racks. You have to have a lot of information available for people to consider before they purchase on the Internet, so I need good pictures and good information right up front,” said Sollecito. “The New Product Section is overwhelming, but it’s great.”

View a complete listing of all Restyling & Car Care Products on PDF.

 

SEMA News - July 2010

The Recession Hurt, But Prospects Are Looking Bright Again

By Steve Campbell

	Restyling provides increased marketing opportunities for both independent businesses and vehicle dealers. While the OEMs have reduced the variety of their offerings, restylers are taking advantage of new techniques and technologies to provide products and services that are otherwise unavailable. Courtesy of Tops & Trends

One of the most profound effects of the recession was the decline in U.S. vehicle sales, which plummeted from nearly 17 million in 2006 to about 10.6 million in 2009, according to Ward’s AutoWorld. And while the downturn hobbled nearly every facet of the automotive aftermarket, some of the greatest damage occurred in the restyling category, whose very existence is predicated on available vehicle inventory.  Conversely, the recession and market forces also caused the original equipment manufacturers (OEMs) to change the way they develop and market their products. Gone are the days when each automaker produced a multitude of variants, each of which was dappled with seemingly unending options lists. In order to save costs, the OEMs have condensed their offerings to restricted trim levels in the most popular models of the strongest brands. That contraction in variety will prove to be a boon for restylers, industry leaders say. As the OEMs reduce the range of packages they offer, restylers can fill the gaps.

“Decontenting by manufacturers to lower costs will provide a lot of opportunities to accessorize and restyle,” said Karl Stearns, president of KMS Marketing Solutions and chairman of the Professional Restylers Organization (PRO).

“Manufacturers also frequently bundle certain popular items, such as spoilers, with other pricey options, and the whole package pushes the vehicle out of the price range for buyers. It produces vehicles that consumers don’t necessarily want, with upgraded trim packages or performance features that must be purchased to obtain the few items the buyer does want. Restylers can make the popular parts available to dealers so that vehicles can be niche-marketed while eliminating the expensive, undesirable options.”

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

	Innovative sales approaches can provide winning scenarios for all involved. For instance, Katzkin offers a premium leather upholstery and sunroof package, providing additional profit to the new-car dealer and a cost savings to the vehicle buyer. Courtesy of Katzkin

“Specialty-equipment manufacturers now have quicker access to vehicle specifications so that new products can be developed faster,” said Jeff Fink, general manager of Advantage Truck Accessories Inc. “New-product information, technical bulletins and marketing ideas can be communicated quickly so that restylers have ‘instant’ access and can offer better sales presentations and new accessories for each vehicle. Opportunities are created for restylers as vehicle manufacturers push to capture sales through accessory programs.”

The most popular exterior product accessories currently come in the form of bolt-on designs, according to Jeff Nowicki, president of Specter Werkes, an automotive prototype and fabrication facility based in Troy, Michigan. “Properly designed and executed products are really what the marketplace is looking for right now,” he said. “Smaller companies are able to ramp up quicker and don’t have to go through the validation and testing that the OEMs do. We’re able to get product to market a lot quicker.”

The buzz for his business currently is carbon fiber, Nowicki said, and the automakers have embraced it on high-end vehicles such as the ZR-1 Corvette and others. Carbon-fiber produces not only an aesthetic appeal but also offers weight reductions in components such as spoilers, chin pieces, lower front splitters and underhood accessories.

Eldon Bracken, president of Graphic Mart, said that printed graphics and vehicle wraps offer another cosmetic option. Many of the attendees at the recent PRO Technical Skills & Training Conference, held in Lima, Ohio, mentioned that graphics and striping are becoming a stronger part of their businesses again, Bracken said.

“Digital printed graphics can be repeated with consistency over time,” he pointed out. “Lower-cost digital printers allow shop owners to create their own graphics as they need them, and vehicle wraps are changing the way businesses advertise. We’ve also seen this technology being used with a niche of enthusiasts who want to be different and express themselves.”
The light-truck market—hit with the double whammy of escalating fuel prices and then the recession—seems to have stabilized somewhat as fuel costs first retreated and then steadied, and some restylers are seeing increases in their SUV and pickup business.

	The marketplace is looking for properly designed and executed products, said Jeff Nowicki, president of Specter Werkes, and smaller companies can get product to market quicker than the automakers. Courtesy of Specter Werkes

“We are seeing more and more trucks getting trimmed out with stainless-steel rockers and pillars,” said Mike Stanifer, director of sales and marketing for Innovative Creations Inc., “but the core products, such as step bars, have not gone away. They’re still the mainstay in this category, along with bed caps and bedrails. Sales are picking up with these products, especially on the new designs we launched in the last year.”

Nowicki said that leather remains the core restyling product for interiors, but he has seen a movement away from traditional perforated fabrics and basic flat leathers toward more unusual skins, with the market moving to high-end suede for steering wheels, seat inserts, door panels and shifter-ball boots. “Everything that your hand touches should have that soft touch so it doesn’t slip and you get better feedback,” he said.

Electronics have also become a significant interior restyling item. Several sources indicated that the Ford Sync system has led to a revolution in how consumers and the industry view electronics, and electronics manufacturers have been forced to review their offerings to ensure that they are compatible with factory systems. Not only navigation and entertainment electronics but also safety sensors have led to refinements in specialty equipment.

“New vehicle technology and safety systems continue to be a main focus for Kaztkin,” said Stefan Majlinger, regional manager for Katzkin Leather Interiors, “We work with independent testing facilities as well as OEM engineering departments to ensure that our products don’t hinder the operation of any safety systems. We also employ a fulltime person whose main focus is technical issues. Our technical specialist helps our customers understand how to properly deal with occupant classification system sensors and airbags in vehicle seats.”

Katzkin is also using unique, ultra-soft interior leathers in addition to its standard offerings, and the company has added a combination package to improve sales. The new package includes premium leather upholstery and a sunroof, adding value to base and mid-level vehicles. “It provides a great cost savings to the new-car buyer and an additional profit to the new-car dealer,” Majlinger said. “It’s a win-win for everyone, and it is selling very well!”

	Electronics have also become a significant interior restyling item. Not only navigation and entertainment electronics but also safety sensors have led to refinements in specialty equipment. Courtesy of Tops & Trends

Accessory manufacturers and retailers alike seem optimistic about the economy and the future of the industry. Stanifer, for instance, recommended that retailers prepare for economic recovery by ensuring that their credit lines are up to date and they are prepared to increase inventory levels. And Majlinger said that restyling retailers should stay informed about changes in OEM vehicle availability. “Not all vehicles are a perfect fit for all accessories,” he counseled. “Helping dealers make additional margins and move more vehicles should always be at the forefront of a restyler’s sales objectives to solidify relationships and increase business.”

Industry leaders also advocate taking advantage of educational opportunities as well as the ProPledge program, in which participating companies offer a minimum of 36-month/36,000-mile warranty coverage and provide minimum liability coverage of $5 million.

“SEMA and PRO have really pushed to make the ProPledge program a viable source of information for dealers so that they feel comfortable if they’re going to work with aftermarket products, whether it’s a sunroof, leather or navigation,” said Joey Johnston controller of the restyling company Tops & Trends. “The program verifies that dealers are going to get a quality product installed by a quality installation facility. Industry certification and the ProPledge program are two of the best efforts to put the dealers’ and retail consumers’ minds at ease.”

With the trend toward fewer new models and vehicle owners continuing to hold on to their current cars and trucks, restyling and accessorization can play major roles in providing the options and value that today’s customers seek. But the key is being proactive, business veterans said.

“There are a lot of opportunities out there for the industry,” Stearns advised. “If you’re dependent on car dealer business, get out there and strengthen your personal relationships with dealer principles. Do some PR and marketing work. Make yourself an invaluable part of the dealer’s operations. Find new products. Learn new skills. Don’t be afraid to tackle things you’ve avoided in the past. With good training, you can do it.”  

 

SEMA News - July 2010

The Recession Hurt, But Prospects Are Looking Bright Again

By Steve Campbell

	Restyling provides increased marketing opportunities for both independent businesses and vehicle dealers. While the OEMs have reduced the variety of their offerings, restylers are taking advantage of new techniques and technologies to provide products and services that are otherwise unavailable. Courtesy of Tops & Trends

One of the most profound effects of the recession was the decline in U.S. vehicle sales, which plummeted from nearly 17 million in 2006 to about 10.6 million in 2009, according to Ward’s AutoWorld. And while the downturn hobbled nearly every facet of the automotive aftermarket, some of the greatest damage occurred in the restyling category, whose very existence is predicated on available vehicle inventory.  Conversely, the recession and market forces also caused the original equipment manufacturers (OEMs) to change the way they develop and market their products. Gone are the days when each automaker produced a multitude of variants, each of which was dappled with seemingly unending options lists. In order to save costs, the OEMs have condensed their offerings to restricted trim levels in the most popular models of the strongest brands. That contraction in variety will prove to be a boon for restylers, industry leaders say. As the OEMs reduce the range of packages they offer, restylers can fill the gaps.

“Decontenting by manufacturers to lower costs will provide a lot of opportunities to accessorize and restyle,” said Karl Stearns, president of KMS Marketing Solutions and chairman of the Professional Restylers Organization (PRO).

“Manufacturers also frequently bundle certain popular items, such as spoilers, with other pricey options, and the whole package pushes the vehicle out of the price range for buyers. It produces vehicles that consumers don’t necessarily want, with upgraded trim packages or performance features that must be purchased to obtain the few items the buyer does want. Restylers can make the popular parts available to dealers so that vehicles can be niche-marketed while eliminating the expensive, undesirable options.”

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

	Innovative sales approaches can provide winning scenarios for all involved. For instance, Katzkin offers a premium leather upholstery and sunroof package, providing additional profit to the new-car dealer and a cost savings to the vehicle buyer. Courtesy of Katzkin

“Specialty-equipment manufacturers now have quicker access to vehicle specifications so that new products can be developed faster,” said Jeff Fink, general manager of Advantage Truck Accessories Inc. “New-product information, technical bulletins and marketing ideas can be communicated quickly so that restylers have ‘instant’ access and can offer better sales presentations and new accessories for each vehicle. Opportunities are created for restylers as vehicle manufacturers push to capture sales through accessory programs.”

The most popular exterior product accessories currently come in the form of bolt-on designs, according to Jeff Nowicki, president of Specter Werkes, an automotive prototype and fabrication facility based in Troy, Michigan. “Properly designed and executed products are really what the marketplace is looking for right now,” he said. “Smaller companies are able to ramp up quicker and don’t have to go through the validation and testing that the OEMs do. We’re able to get product to market a lot quicker.”

The buzz for his business currently is carbon fiber, Nowicki said, and the automakers have embraced it on high-end vehicles such as the ZR-1 Corvette and others. Carbon-fiber produces not only an aesthetic appeal but also offers weight reductions in components such as spoilers, chin pieces, lower front splitters and underhood accessories.

Eldon Bracken, president of Graphic Mart, said that printed graphics and vehicle wraps offer another cosmetic option. Many of the attendees at the recent PRO Technical Skills & Training Conference, held in Lima, Ohio, mentioned that graphics and striping are becoming a stronger part of their businesses again, Bracken said.

“Digital printed graphics can be repeated with consistency over time,” he pointed out. “Lower-cost digital printers allow shop owners to create their own graphics as they need them, and vehicle wraps are changing the way businesses advertise. We’ve also seen this technology being used with a niche of enthusiasts who want to be different and express themselves.”
The light-truck market—hit with the double whammy of escalating fuel prices and then the recession—seems to have stabilized somewhat as fuel costs first retreated and then steadied, and some restylers are seeing increases in their SUV and pickup business.

	The marketplace is looking for properly designed and executed products, said Jeff Nowicki, president of Specter Werkes, and smaller companies can get product to market quicker than the automakers. Courtesy of Specter Werkes

“We are seeing more and more trucks getting trimmed out with stainless-steel rockers and pillars,” said Mike Stanifer, director of sales and marketing for Innovative Creations Inc., “but the core products, such as step bars, have not gone away. They’re still the mainstay in this category, along with bed caps and bedrails. Sales are picking up with these products, especially on the new designs we launched in the last year.”

Nowicki said that leather remains the core restyling product for interiors, but he has seen a movement away from traditional perforated fabrics and basic flat leathers toward more unusual skins, with the market moving to high-end suede for steering wheels, seat inserts, door panels and shifter-ball boots. “Everything that your hand touches should have that soft touch so it doesn’t slip and you get better feedback,” he said.

Electronics have also become a significant interior restyling item. Several sources indicated that the Ford Sync system has led to a revolution in how consumers and the industry view electronics, and electronics manufacturers have been forced to review their offerings to ensure that they are compatible with factory systems. Not only navigation and entertainment electronics but also safety sensors have led to refinements in specialty equipment.

“New vehicle technology and safety systems continue to be a main focus for Kaztkin,” said Stefan Majlinger, regional manager for Katzkin Leather Interiors, “We work with independent testing facilities as well as OEM engineering departments to ensure that our products don’t hinder the operation of any safety systems. We also employ a fulltime person whose main focus is technical issues. Our technical specialist helps our customers understand how to properly deal with occupant classification system sensors and airbags in vehicle seats.”

Katzkin is also using unique, ultra-soft interior leathers in addition to its standard offerings, and the company has added a combination package to improve sales. The new package includes premium leather upholstery and a sunroof, adding value to base and mid-level vehicles. “It provides a great cost savings to the new-car buyer and an additional profit to the new-car dealer,” Majlinger said. “It’s a win-win for everyone, and it is selling very well!”

	Electronics have also become a significant interior restyling item. Not only navigation and entertainment electronics but also safety sensors have led to refinements in specialty equipment. Courtesy of Tops & Trends

Accessory manufacturers and retailers alike seem optimistic about the economy and the future of the industry. Stanifer, for instance, recommended that retailers prepare for economic recovery by ensuring that their credit lines are up to date and they are prepared to increase inventory levels. And Majlinger said that restyling retailers should stay informed about changes in OEM vehicle availability. “Not all vehicles are a perfect fit for all accessories,” he counseled. “Helping dealers make additional margins and move more vehicles should always be at the forefront of a restyler’s sales objectives to solidify relationships and increase business.”

Industry leaders also advocate taking advantage of educational opportunities as well as the ProPledge program, in which participating companies offer a minimum of 36-month/36,000-mile warranty coverage and provide minimum liability coverage of $5 million.

“SEMA and PRO have really pushed to make the ProPledge program a viable source of information for dealers so that they feel comfortable if they’re going to work with aftermarket products, whether it’s a sunroof, leather or navigation,” said Joey Johnston controller of the restyling company Tops & Trends. “The program verifies that dealers are going to get a quality product installed by a quality installation facility. Industry certification and the ProPledge program are two of the best efforts to put the dealers’ and retail consumers’ minds at ease.”

With the trend toward fewer new models and vehicle owners continuing to hold on to their current cars and trucks, restyling and accessorization can play major roles in providing the options and value that today’s customers seek. But the key is being proactive, business veterans said.

“There are a lot of opportunities out there for the industry,” Stearns advised. “If you’re dependent on car dealer business, get out there and strengthen your personal relationships with dealer principles. Do some PR and marketing work. Make yourself an invaluable part of the dealer’s operations. Find new products. Learn new skills. Don’t be afraid to tackle things you’ve avoided in the past. With good training, you can do it.”  

 

SEMA News - July 2010

Buyer Attendees Find the Secret to Success 

As the economy starts to rebound, retailers are taking on a new mission—customer recovery. While analysts argue about the official end of the recession, business owners know that the economy doesn’t turn around until new customers begin to open their wallets. To identify the newest products and services for potential customers, the following retailers sent representatives to the 2009 SEMA Show to spend four days meeting with representatives from Show exhibitors. These retailers are considered the Top 100 because they scanned more products in the showcase, visited with more exhibitors and attended more seminars in one week than their competition will in a year.

 

Pep Boys 3111 W. Allegheny Ave. Philadelphia, PA 19132 215/430-9217 www.pepboys.com Rick’s Pro Truck Inc. 4206 Lakeland Dr. Flowood, MS 39232 601/939-4055 www.ricksprotruck.com Whitney Automotive Group 111 E. Wacker Dr., Ste. 3000 Chicago, IL 60601 312/431-6000 www.jcwhitney.com Summit Racing Equipment P.O. Box 909 Akron, OH 44309-0909 330/630-0270 www.summitracing.com Auto Anything 9210 Sky Park Ct. San Diego, CA 92123 858/569-8111 www.autoanything.com Auto Sunroof of Larchmont 54 Nardozzi Pl. New Rochelle, NY 10805 914/633-1550 www.aslauto.com Ron Mangus Hot Rod Interiors 247 S. Olive Avenue Rialto, CA 92376 909/877-9342 www.ronmangus.com Hillbank Motor Corp. 6 Autry Irvine, CA 92618 949/900-1960 www.hillbankusa.com Engine Builders Supply Co. 4068 S. McCarran Blvd., Ste. B Reno, NV 89502-7532 775/673-1300 www.ebsracing.com Morris 4x4 Center 1020 SW 10th Ave. Pompano Beach, FL 33069 954/941-7807 www.jeep4x4center.com Tint World LLC 90 NW Spanish River Blvd., Ste. 5 Boca Raton, FL 33431 800/767-8468 www.tintworld.com Trick Trucks 10431 Metropolitan Ave. Kensington, MD 20895 866/60-TRICK www.tricktrucks.com Mid America Motorworks #1 Mid America Pl. Effingham, IL 62401 217/540-4200 www.mamotorworks.com Truck’n America 2130 Old Washington Rd. Waldorf, MD 20601 301/932-4510 www.trucknamerica.com Auto Sun Roof Inc. 1305 Industrial Hwy. Cinnaminson, NJ 08077-0131 856/786-0600 www.autosunroof.com Model Electronics 615 E. Crescent Ave. Ramsey, NJ 07446 201/961-6237 www.modelelectronics.com The Eastwood Company 263 Shoemaker Rd. Pottstown, PA 19464-6433 610/705-5412 www.eastwood.com Corvette Central 13550 Three Oaks Rd. Sawyer, MI 49125 269/426-3342 www.corvettecentral.com Evolution Performance Inc. 3606 Market St. Aston, PA 19014 610/497-9440 www.evoperform.com The Topper Factory Inc. 2010 U.S. Hwy. 50 W. Pueblo, CO 81008 719/543-2960 Coach Automotive Restyling of No. CA 30017 Ahern Ave. Union City, CA 94587 510/487-1377 www.coachautomotiverestyling.com Rims USA 160-A Metro Dr. Spartanburg, SC 29305 864/597-0157 Speed and Truck World 1060 W. Sunrise Blvd. Fort Lauderdale, FL 33311 954/760-9922 www.speedandtruckworld.com All American Canopies Inc. P.O. Box 7758 Salem, OR 97303-2556 506/375-0149 www.allamericancanopies.com Performance Plus Tire & Auto 3910 Cherry Ave. Long Beach, CA 90807 562/988-0211 www.performanceplustire.com Adamson Industries Corp. 45 Research Dr. Haverhill, MA 01832-1293 978/681-0370 www.adamsonindustries.com Auto Trim Design of Fairbanks Inc. 2550 S. Cushman St. Fairbanks, AK 99701 907/456-8400 www.autotrimdesignalaska.com Mustangs Plus Inc. 2353 N. Wilson Way Stockton, CA 95205 800/999-4289 www.mustangsplus.com Southside Trim 4300 Buckingham Rd. Fort Worth, TX 76155 817/336-2066 Truckworks & More 2230 Broadway Bangor, ME 04401 207/942-5081 www.truckworksandmore.com TAPS Truck Accessories 1207 13th St. Paso Robles, CA 93446 805/226-8277 www.tapstruck.com Next Level Motoring 21636 Marilla St. Chatsworth, CA 91311 818/349-2264 www.nlmotoring.com PUR Performance 3725 Harry S. Truman Blvd. St. Charles, MO 63301 636/946-8554 www.PurPerformance.com YoParts.com 3605 Sandy Plains Rd. Marietta, GA 30066 800/939-7902 www.yoparts.com Topper World 1515 Lafayette St. Gretna, LA 70053-5785 504/366-8888 www.topperworld.com Chux Trux Inc. 13208-A E. U.S. Hwy. 40 Independence, MO 64055 816/373-8789 www.chuxtrux.com Tops & Trends Inc. 700 Park Centre Dr. Kernersville, NC 27284 336/996-7250 www.topsandtrends.com Dealer Accessory Service 1700 Loretta Ave. Feasterville, PA 19053 215/322-3041 www.streetroad.com A Better Truck & Hitch 5311 Brookpark Rd. Parma, OH 44134-1043 216/741-5566 www.abettertruckcap.com American Speed Centers 1420 N. George St. York, PA 17404-2015 717/848-6272 www.americanspeedfx.com Custom Truck 540 Veterans Blvd. Redwood City, CA 94063-1122 650/363-5982 www.customtrucks.com DFW Camper Corral Inc. 808 E. Division St. Arlington, TX 76011-7218 817/461-3363 www.dfwcamper.com Hazel Dell Tire Factory 6511 N.E. Hwy. 99 Vancouver , WA 98665 360/695-1347 Ogden Auto Paint & Glass Co. 3290 Washington Blvd. Ogden, UT 84401 801/399-3317 www.truckntrim.com Speedworld FX 162 Old Country Rd. Riverhead, NY 11901 631/727-1500 www.speedworldfx.com State of Nine Ltd. 1 Chestnut St., Ste. 222 Nashua, NH 03060 302/351-6222 www.stateofnine.com Stickercity.com 4638 Van Nuys Blvd. Sherman Oaks, CA 91403 888/972-7787 www.stickercity.com Tintmasters 4201 Main Ave. Fargo, ND 58103-1001 701/239-8468 www.tintmasters.net Wild Willies Custom Accessories 1242 Green St. Conyers, GA 30012 770/922-9493 www.wildwilliesfx.com Bend Truck Toyz 208 N.E. 3rd Bend, OR 97701 541/382-3783 www.trucktoyzofbend.com Auto Additions Inc. 6001 Westerville Rd. Westerville, OH 43081 614/899-9100 www.autoadditions.net Never Enough Auto Accessories Inc. 161 S. Maple Grant, MI 49327 877/609-6727 www.neverenoughauto.com Installations Unlimited 3812 Brewerton Rd. North Syracuse, NY 13212 315/458-5000 www.teamiu.com Seven Saturdays Motorsports 7332 Melrose St. Buena Park, CA 90621 714/523-4357 www.sevensaturdays.com The Option 2201 E. 22nd St. Tucson, AZ 85713 520/624-5988 Vettehead Products 876 Tower Rd. Mundelein, IL 60060 847/388-3950 www.hubcapsplus.com Woody’s Accessories & Off Road 430 Loop 323 SSW Tyler, TX 75702-6530 903/592-9663 www.woodystruck.com Motorsport Industries 1139 W. Collins Ave. Orange, CA 92867 714/639-2620 www.zcarparts.com R.P.M. Richmond Performance Modification 4705 W. Broad St. Richmond, VA 23230 804/358-9576 www.rimpros.com Tim’s Trim Inc. 25 Bermar Park Rochester, NY 14624-1541 585/429-6270 www.theoptionstore.com 4 Wheel Center Inc. 7210 Gateway Blvd. E. El Paso, TX 79915-1301 915/593-4848 www.4wheelcenter.com Auto Image 922 Wakefield St. Plainwell, MI 49080 269/685-5841 G-Force Autosports Inc. 23716 W. 83rd Terr. Shawnee, KS 66227 913/422-5126 www.gforceautosports.com Gold Touch Inc. 707 Rogers St. Princeton, WV 24740 304/425-3022 Grants Auto Trim Inc. 1600 Broad St. Chattanooga, TN 37408-1199 423/266-3772 www.grantsautotrim.com Ideal Accents 2517 W. McDowell Rd., Ste. 102 Phoenix, AZ 85009 602/272-5468 Lovecars.com 5522 Olive St. Montclair, CA 91763 909/949-7070 www.lovecars.com Modern Speed Machines 1522 W. 130th St. Gardena, CA 90249 310/532-9700 www.modernspeedmachines.com Prestige Auto Specialties Inc. 12 Millpark Ct. Maryland Heights, MO 63043 314/427-6555 www.prestigeautospecialties.com Soft N’ Cushy Auto Upholstery & Accessories 1731 State St. Schenectady, NY 12304 518/372-3807 www.softncushyauto.com Sun Line Sun Roofs 112 Bangor St. Lindenhurst, NY 11757 631/956-7295 Sunroofs Etc 13300 - 15th Ave. N. Minneapolis, MN 55441-4573 763/544-9999 Wheel Experts Automotive Group LLC 2825 Exchange Blvd., Ste. 105 Southlake, TX 76092 817/416-9748 www.wheelexperts.com

All-Import Automotive 907 Cloverdale Ave. Crestline, OH 44827 419/564-5342 B & B Performance 13540 N. Duncan Ct. Camby, IN 46113 317/831-8112 Heat Performance Parts LLC 1111 Brickell Ave., 11th Fl. Miami, FL 33131 305/767-2777 www.heatperformanceparts.com Mark Faries Top & Trim 7303 St. Vincent Ave. Shreveport, LA 71106-4200 318/868-0606 Pro Motorsports 2723 E. Woodford Springfield, MO 65804 417/848-2210 SPD Enterprises 1029 Morning Dove Dr. Longmont, CO 80501 303/827-3790 The Driving Image of New England 1450 New Britain Ave. Framington, CT 06032 860/677-4213 Wild Side Customs 6 Via Del Lago Lake Elsinore, CA 92532-0123 951/609-0017 www.wildsidecustoms.com Creative Auto Designs of Pueblo 4931 N. Elizabeth St. Pueblo, CO 81008 719/542-0500 Epps Auto Co. 101 Maryland Park Dr. Capitol Heights, MD 20743 240/460-1345 Motor Sport Image 812 Atlantic St. Roseville, CA 95678 916/784-2323 www.motorsportimage.com Performance Truck & SUV 1053 W. Innovation Dr. Kearney, MO 64060 816/906-8785 www.performancetruckllc.com Accessory Options 12708 Hwy. 99 Everett , WA 98204 425/353-8845 www.accessoryoptions.com Car-Knack Inc. 5255 S. Winland Dr. Gillette, WY 82718 307/685-3737 www.carknack.com   Dark Corners Customs LLC 8588 Brewer Rd. Douglasville, GA 30134 770/949-3708 www.darkcornerscustoms.com Fabini’s Auto Trim Co. Inc. 4515 N. Wells St. Extended Fort Wayne, IN 46825-5256 260/483-7232 www.fabini.com FINISH LINEINC 5300 Ridge Rd. Parma, OH 44129-1455 440/886-9900 www.goodfunstuff.com Hidden Hitch & Trailer Parts Inc. 304 Connor Blvd. Bear, DE 19701 302/834-1700 Sign Tech Inc. 6380 S. Valley View, Ste. 422 Las Vegas, NV 89118 702/453-7188 Trents Trick Upholstery 6886 Thoreau Ln. Baltimore, OH 43105-9732 740/468-2727 www.trentstrickupholstery.com Auto Restyling Inc. 24550 Sperry Westlake, OH 44145 440/575-1010 www.autorestylinginc.com Custom Concepts 100 Centry Way, #A-1 Reno, NV 89502 775/828-2444 www.CustomConceptsOfReno.com No Joke Upholstery 106 W. Madison St. New Carlisle, OH 45344 937/845-3177 ProAm 6125 Richmond Ave. Houston, TX 77057-6209 713/781-7755 www.proamauto.com Stickler 4 Detail 566 S. Fair Oaks Ave., #195 Pasadena, CA 91105 310/913-0681 Weimanns Interiors LLC 2515 Rte. 66 Delmont, PA 15626 724/468-5887 www.weimanns.com Aftermarket Impressions P.O. Box 1398 Glenwood Springs, CO 81602 970/390-6423 Blue Collar Performance LLC 8310 Campbell Taylor, MI 48180 313/801-0391 www.bluecollarperformance.com Boitnotts Custom Body 3226 Profit Dr. Fairfield, OH 45014-4238 513/874-4660 www.boitnotts.com Custom Converting 3235 Odd Fellows Rd. Lynchburg, VA 24501 434/847-7000 DCRM Inc. 3019 Holmgren Way, Ste. 100  Greenbay, WI 54304 920/217-0244 Elite Customs & Collision 1575 Cornerstone Rd. St. Charles, MO 63304 636/922-4567 www.myspace.com/elitecustomsSTL Fewboyz Motorsports 26440 S. Milk Creek Cir. Mulino, OR 97042 503/880-7013 www.fewboyzmotorsports.com Gregg’s Place 3112 E. Wabash Spokane, WA 99217 509/217-0268 Hangai Enterprises LLC 98-639 Kaamilo St. Aiea, HI 96701 808/486-7892 Hansen Motorsports 2325 S. State Springville, UT 84663 801/489-9774 Hitchweb.com 7242 Woodley Ave. Van Nuys, CA 91406 888/771-5982 www.hitch-web.com Lakeside Audio 5630 W. Davis St. Conroe, TX 77304 936/760-1510 Merrick Motor Co. 18845 Van Buren Blvd., #10-A Riverside, CA 92508 909/789-9750 Mobilewerks LLC 1900 W. Chandler Blvd., #15-319 Chandler, AZ 85224 480/792-0907 www.mobilewerksofaz.com Noland & Charges Inc. 65 Rockrose Aliso Viejo, CA 92656 949/643-8328 www.accessorizeyourvehicle.com Pacific Power Performance 6200 S. 6th Way Ridgefield, WA 98642 360/887-7577 R & L Upholstery Works 94-1025 Molale St. Waipahu, HI 96797 808/677-2181 Ridergraphix.com 6800 Anthony Rd. Bethlehem, PA 18017 610/390-1669 Rushforth Wheels 830 N. Fife St. Tacoma, WA 98406 253/306-3215 www.rushforthwheels.com Shiftworks 320 North Washington St. Rochester, NY 14625 585/383-0574 www.shiftworks.com Snake River Truck 601 S. Meridian Rd. Meridian, ID 83642 208/888-1420 www.snakerivertruck.com Status Auto Customizing 7995 W. 21st St., Ste. A  Indianapolis, IN 46214 317/273-1090 www.statusautocustoms.com Stengle Engineering/OGE 1201 N. Valley View Oklahoma City, OK 73127 405/354-2694 Stewart Design LLC 8211 Brookville Rd. Indianapolis, IN 46239 317/353-9558 www.stewartdesign.biz Super Stripes 6835 N. Saint Andrews Dr. Tucson, AZ 85718 520/360-8661 The Detail Shop 823 S. Saint Marys Rd. St. Marys, PA 15857-2815 814/834-9632 The Motorsports Authority Inc. 815 N. Creek Dr. Conway, AR 72032 501/327-6637 www.motorsportsauthority.com The Part Source 3820 W. Happy Valley Rd., Ste. 141-267 Glendale, AZ 85310 623/210-4827 Time Equipment Rental and Sales 311 N. Cambell St. Rapid City, SD 57701-1713 605/348-2360 www.timerental.biz Truck Stuff and More 224 N. Water St. Bellefonte, PA 16823 814/357-8142 www.truckstuffandmore.com Undercover Innovations 3624 Buck Owens Blvd. #12 Bakersfield, CA 93308 661/325-4506 www.undercoverinnovations.com Unkl Al’s Custom Emporium P.O. Box 21595 Bullhead City, AZ 86439 928/704-8655 www.unklals.com Winters Graphics 1531 Tyndall St. Pittsburgh, PA 15204-2344 412/921-6682 Driving Expressions Inc. 7322 S. Trail Sarasota, FL 34231 941/922-2711 K.M.P. Accessories 10900 Shaker Point Way #10 Harrison, OH 45030 813/417-6967 www.kmpaccessories.com Mars Audio 2290 Boggy Creek Rd. Kissimmee, FL 34743 407/344-2277 www.marsaudiosoundandbeyond.com Mayeda Motorsports 13089 Peyton Dr., Ste. C-227 Chino Hills, CA 91709 909/590-9324 www.mayedamotorsports.com The Kustom Edge 12430 Galveston Rd., E2 Webster, TX 77598 832/465-5630 www.thekustomedge.com The Truck Shop 1148 S. Reynolds Rd. Toledo, OH 43615-6908 419/381-0432   Auto Trim of Denver Inc. 531 W. 115th Ave. Northglenn, CO 80234 303/451-8311 www.autotrimofdenver.com Automotive Toys & Accessories 503 E. Hwy. 80 Forney, TX 75126 972/564-2886 Benchmark Motoring 14350 N.E. 21st St. Bellevue, WA 98007 425/614-4100 www.benchmarkmotoring.com Big Barn Electronics 107 8th Ave. Fairbanks, AK 99701 907/452-2233 BYUNSPEED 18596 Longs Way, Bldg. B, Unit 6 Parker, CO 80134 888/592-6661 www.byunspeed.com Classic Designs Inc. 220 S. Main St. W. Bridgewater, MA 02379 508/559-2184 Custom Truck 3068 E. Fremont Las Vegas, NV 89104 702/641-4666 www.customtrucks.com Foutz Hanon Wholesale 2401 San Juan Blvd. Farmington, NM 87401 505/326-6644 First Class Autopride 808 Cheney Dr. Twin Falls, ID 83301-3483 208/734-1111 Quantum Performance Ltd. 13700 Diplomat Dr. Farmers Branch, TX 75234 972/629-4440 www.quantum-perf.com Riderz Image 409 W. Ajo Way Tucson, AZ 85713 520/807-1605 www.riderzimage.com Autoboyz 5205 East Dr., Ste. R Baltimore, MD 21227 443/956-8657 www.autoboyz.net Uptown Connections 200 W. Lee St. Greensboro, NC 27406 336/279-8445 www.360tintnc.com