Thu, 02/05/2009 - 00:00


SEMA Vice President of Vehicle Technology John Waraniak is a featured presenter at the upcoming Automotive Customer Centricity Summit.

For the first time in its five-year history, the Automotive Customer Centricity Summit is dedicating a component of the event to the aftermarket industry. Designed for senior-level executives in the automotive industry, the two-day event features recognized leaders discussing innovative, successful customer-centric strategies and real-world results in an exclusive environment with limited vendor involvement.

SEMA Vice President of Vehicle Technology John Waraniak, and president and founder of Stillwater Designs Inc. (Kicker Audio, Soundgate Audio) Steve Irby, will headline the aftermarket discussions, focusing on the significant role of the aftermarket and how customization creates high customer satisfaction, strong brand loyalty and profits for both OEMs and dealers.

“We look forward to the addition of SEMA members to our agenda and audience,” said Jon Munzel, founder of Thought Leadership Summits, the organization that hosts the annual summit. “SEMA’s members have a ton of direct customer interaction. They operate where the rubber really meets the road. Their involvement will bring a new dimension of customer centricity to the summit, and everyone will benefit from their insights.”

In addition to the aftermarket, the Summit will touch on customer retention, online marketing, dealer CRM, demand management, collaborative marketing and fixed ops. The Summit, scheduled June 16–17, 2009, at the Ritz-Carlton in Marina del Rey, California, offers special pricing for SEMA members with an additional $400 discount for those who register by February 20.

To learn more or register, call 415/553-4142 or visit www.tlsummits.com/auto2009.

Thu, 02/05/2009 - 00:00


Bill Perry (left) and wife Cathy with Kyle Petty at the 2008 SEMA Washington Rally.

Bill Perry, president of Bill Perry & Associates and SEMA Board member, died Monday, February 2, after a long fight with leukemia.

"Our good friend and colleague, Bill Perry, lost his courageous battle with a rare form of leukemia," said SEMA Chairman Jim Cozzie and SEMA President and CEO Chris Kersting in a joint statement. "Our hearts and prayers go out to Cathy, Chris, Michael and Amelia, and the entire Perry family in this difficult time. Simply put, Bill was one of the good guys, the person one could go to in confidence, to share an idea or to seek ideas that made things better. His honor and integrity will stand the test of time."

Perry was an active leader within SEMA and the industry. A SEMA member since 1977, Perry was elected to the SEMA Board of Directors three times, was a member of the Board's Executive Committee, and served on the Manufacturer's Rep Council (MRC) Select Committee for several years. He won the 2008 MRC Hall of Fame Award at the SEMA Show. His firm has also won SEMA Manufacturers' Rep of the Year honors.

"Bill was a mentor to me in so many ways, both personally and professionally," says MRC Select Committee Chairman Joel Rosenthal of Gantt-Thomas & Associates. "It has been a true blessing to work with him over the years, and his legacy of professionalism, enthusiasm, and kindheartedness will live on through his family and the people that he touched. His work on the SEMA MRC and then as MRC liaison to the Board of Directors has resulted in a segment that has raised the bar in many ways. If I was a betting man, I'd say that all in heaven are getting a lesson on gaining horsepower and being a gentleman."

Beginning his career at a local speed shop in Carrollton, Georgia, while attending the University of West Georgia, Perry joined the ranks of manufacturers' reps with Quality Parts Sales Inc. in 1980. In 1985, he purchased the agency and renamed it Bill Perry & Associates (BP&A). BP&A covers markets in eight southeastern states, including Alabama, Florida, Tennessee and Georgia.

Perry was also a member of the Light-Truck Accessory Alliance (TORA). TORA Select Committee Chairman Ron DiVincenzo, general manager of CapWorld, says he will always remember Perry's accessibility.

"He always had time for you and was willing to listen. He would be running from one meeting to another or be out with his wife, but he always wanted to hear what was up with the council and what our opinions were. Bill was a great leader and a role model for us all."

In lieu of flowers, the family asks that memorial contributions be made to the National Marrow Donor Program (www.marrow.org) or to the American Cancer Society Hope Lodge, 1552 Shoup Ct., Decatur, Georgia, 30033. Call 404/327-9700 for further details. Note: all monetary contributions are sent to the American Cancer Society; Emory Hope Lodge can only accept Walmart gift cards.

Thu, 02/05/2009 - 00:00

The 2008 SEMA Installation Banquet & Gala Fundraiser brought the industry together to celebrate the newest SEMA Board members, recognize the services of the outgoing Board members and welcome the 2008 SEMA Hall of Fame Inductees, all while supporting two important charities—the Victory Junction Gang Camp for kids and the Childhelp organization.

Through its auction and fundraising activities, the 2008 event raised more than $134,000 for the two charities.


On behalf of the automotive specialty-equipment industry, SEMA President and CEO Chris Kersting (left), and SEMA Cares Committee Chairman Joel Ayres (right), present Childhelp's Sara O'Meara (second from left) and Yvonne Fedderson (second from right) with more than $67,000 that was raised through an industry-wide fundraising effort. The SEMA Cares Committee was created about a year ago to unite the industry’s fundraising efforts and provide professionals with an easy way to give to those in need. Childhelp was one of two charities selected to receive financial assistance from the 2008 SEMA Installation Banquet & Gala Fundraiser.


NASCAR champion Kyle Petty (center) thanks Jim Cozzie (left), SEMA Chairman of the Board, and former SEMA Board member Matt Agosta of Steele Rubber Products as he accepts a donation made to the Victory Junction Gang Camp. The camp, which helps children suffering from chronic illnesses, was one of the organizations chosen to benefit from SEMA’s recent fundraising efforts.

For more information on the 2008 SEMA Installation Banquet & Gala Fundraiser, click here. 

Thu, 02/05/2009 - 00:00

Filler for eNews

Thu, 02/05/2009 - 00:00

Filler for eNews

Thu, 02/05/2009 - 00:00


Brian Offenberger’s seminar, “10 Steps to Revving Online Sales,” conducted at the 2008 SEMA Show provided insight on current website marketing strategies, which SEMA member David Kearney put to use immediately.

David Kearney, owner of Michigan-based OAKOS Automotive, knows how essential it is to stay current with online marketing strategies. So when he reviewed the list of seminars being offered at the 2008 SEMA Show, he made it a priority to attend Brian Offenberger’s seminar, “10 Steps to Revving Online Sales.” After observing his own sales visibly increase as a result, Kearney is confident that the seminar alone has made his Show experience well worth the trip.

Established in 1999 by Kearney, OAKOS is an online retailer of aftermarket engine and performance parts. Kearney is aware that online marketing is integral to the company’s performance, and his goal going into the seminar was to learn new tactics that would increase sales. “E-marketing is always evolving, and new tools are often introduced,” he said. “If you don’t stay on top of it and do your research, then what you are doing is going to quickly become out of date.”

One of the tips that left a strong and lasting impression on Kearney was to allot a fixed amount of time in his schedule for web analytics. He had been studying his online traffic data, but often pushed this task aside when things would get busy. Kearney now makes sure to budget a couple of hours each day to web analytics. “Our conversion rate was fairly low, so we needed to optimize the visitors we had and turn them into buyers,” he said.


Offenberger stressed the importance of web analytics and provided tips on how to keep a website running efficiently, with an emphasis on turning visitors into customers.

The company did this by personalizing its website in order to instill trust in customers. The website was updated to include the names and titles of all employees, and for a bit of a personal effect, a list of their current and previously owned vehicles. A photo of the warehouse facility was added, as well as the SEMA logo. The website also clearly displays all contact information.

“We wanted customers to see who we are as a company by introducing me as the owner along with the rest of the team, so they know that there are real people behind the website and that we are actually a large company with the infrastructure to fulfill their orders in a timely manner,” Kearney said.

After implementing these changes into the website, he noticed a marked improvement in company sales.

“Lack of trust is one of the top four reasons people do not buy,” Offenberger stated. “Trust building improves conversion rates an average of 14%.”

Another strategy that Kearney executed was to establish an e-mail campaign. The company now sends out semi-monthly e-mails to its customer base and finds this measure to be a cost-effective tool. “Our mailing list is comprised of previous customers, so basically we want to make sure they remember us by introducing them to new products and offering them specials,” Kearney said. 

“Automated marketing has the highest return on investment out of any online marketing strategy,” Offenberger said.

OAKOS has also increased its paid online advertisement, most notably with Google AdWords.

For Kearney, the most valuable lesson of the seminar was to be dedicated to the company’s marketing program. “It’s easy to get caught up in day-to-day activities and push the marketing tasks aside, but if you do that, you will ultimately lose sales,” he said.

Offenberger, president of BizGrowth Solutions, is a prominent presenter of the SEMA webinar series, and his past SEMA webinars, as well as a calendar of future webinars, is available on www.SEMA.org/webinars. A PowerPoint presentation of Offenberger's “10 Steps to Revving Online Sales” seminar can be downloaded at www.AftermarketerClub.com. 

"It's often knowledge and application of knowledge that makes the difference in tough economic times,” Offenberger said. “Our seminars and webinars teach the right things for positive impacts on your business and will help you survive the tough times and prosper when you are healthy."

Thu, 02/05/2009 - 00:00

Filler for eNews

Thu, 02/05/2009 - 00:00

McLaren's New Supercar Successor to the SLR

McLaren's elusive P11 has moved from rumor to reality with these photos of the first prototype, shot during cold-weather testing in Sweden by Brenda Priddy's spy shooter network. Priddy says the P11 is tentatively scheduled for an introduction later this year, with production beginning in 2010, and is McLaren's replacement for the SLR.

Priddy says the heavily camouflaged silhouette resembles the renderings that have leaked over the past few months. Specs are sketchy, but recent speculation calls for the lightweight supercar to be powered by a Mercedes-Benz-sourced V8 putting out 550 hp, possibly mated to an F1-style sequential transmission.

McLaren's New Supercar Successor to the SLR

Thu, 02/05/2009 - 00:00

McLaren's New Supercar Successor to the SLR

McLaren's elusive P11 has moved from rumor to reality with these photos of the first prototype, shot during cold-weather testing in Sweden by Brenda Priddy's spy shooter network. Priddy says the P11 is tentatively scheduled for an introduction later this year, with production beginning in 2010, and is McLaren's replacement for the SLR.

Priddy says the heavily camouflaged silhouette resembles the renderings that have leaked over the past few months. Specs are sketchy, but recent speculation calls for the lightweight supercar to be powered by a Mercedes-Benz-sourced V8 putting out 550 hp, possibly mated to an F1-style sequential transmission.

McLaren's New Supercar Successor to the SLR

Thu, 02/05/2009 - 00:00


SUVs or trucks that obtain less than 18 mpg are targets for the federal government's Accelerated Retirement of Inefficient Vehicles Act.

SEMA has mobilized its members and auto enthusiasts across the nation in a final push to derail talks on Capitol Hill to include a Cash for Clunkers program in the Senate economic stimulus bill. A vote is expected during the first week of February. The federal government would spend up to $8 billion primarily buying rarely driven second or third vehicles with lower fuel-economy ratings in an effort to stimulate new-car sales.

Target vehicles include Chevy Silverados, Dodge Dakotas, Ford F-Series, Jeep Cherokees and any other SUV or truck that obtains less than 18 mpg.

Click here to oppose the legislation.  

SEMA has launched the largest grassroots effort in its history, activating nearly 7,500 SEMA members and tens of thousands of SEMA Action Network (SAN) members. The SAN is a nationwide partnership of car clubs and individual enthusiasts who work together to impact legislation that affects car and truck fans of all kinds.

Through the SAN, SEMA has a direct outreach to nearly 3 million individuals and another 36 million through consumer publications and websites. Vehicle enthusiasts are overwhelmingly opposed to legislation that results in crushing cars.

The so-called “Accelerated Retirement of Inefficient Vehicles Act” is Cash for Clunkers with a twist. Instead of focusing exclusively on old cars based on vehicle emissions, the bill would target any vehicle with lower fuel-economy ratings. Participants would receive a cash voucher to purchase a more fuel-efficient new car or used car (model year 2004 or later) or receive credit for the purchase of public transportation tickets.

Bill sponsors want to destroy 4 million pickups and SUVs over the next four years.

“Cash for Clunkers is a sounds-good plan that does not work,” said Steve McDonald, SEMA’s vice president of government affairs. “Many states have considered and abandoned the idea since the programs do not cost-effectively address air-quality concerns. Such programs will also fail to improve fuel efficiency or stimulate car sales.”

The national car-crushing program would result in unnecessary government intervention in the private marketplace. Affordable vehicles for lower-income individuals would be forever lost. The cost of replacement parts would increase based on the law of supply and demand.

The ability to transport a family, tow a trailer or rely upon the performance, safety and utility characteristics associated with the larger vehicles would be greatly diminished. 

“For our industry, the program would hurt thousands of independent repair shops, auto restorers, customizers and their customers across the country that depend on the used-car market,” said McDonald. “Proponents of the bill don’t take into account the fact that our industry provides thousands of American jobs and generates millions of dollars in local, state and federal tax revenues.”

As currently drafted, lawmakers may also have a difficult time explaining to the American public why the program is targeting vehicles primarily manufactured on the Detroit assembly lines. The premise that existing trucks and SUVs must be scrapped in order to save energy is also irrational.

The program’s carbon footprint does not factor in the energy and natural resources expended in manufacturing the existing car, spent scrapping it and manufacturing a replacement car. 

SEMA supports a strong and healthy auto industry, which would include providing a cash voucher or tax credit to help sell new and used cars. SEMA opposes any government incentive to scrap a car.

SEMA will keep its members informed as the Senate considers the scrappage legislation. 

Click here to oppose the legislation.