Manufacturer Spotlight Fleet For(Vw)Ard J O H N W H I T E WHAT YOU DO IS YOUR BUSINESS

PM 40014105

VOLUME 4 / NUMBER 2 / $4.95 / APRIL 2010 / autosphere.ca

Manufacturer Spotlight Fleet For(vw)ard J O H N W H I T E WHAT YOU DO IS YOUR BUSINESS. OURS IS FLEET. A National Fleet Program, competitive rates, and Kia’s outstanding 5-year/100,000 km warranty make our business just right for yours. Whatever it may be. Contact the Kia Fleet Department at 905.755.6273 or [email protected].

kia.ca

KIA_M_09138_4C_ENG_B.indd 1 7/31/09 10:04:28 AM

APPROVALS BY DATE Date: JULY 16, 2009 Designer/Studio Artist: DC Studio PRODUCTION NOTES LAYOUT Client: KIA Art Director: D. ADAMS Type Mgr. Project: 2009 KIA FLEET PRINT (IN-SCOPE) Copywriter: • IMAGES ARE LINKED TO HI RES 0 Docket No.: KIA 09 138 Print Mgr: A. TSANG Proofreader • IMAGES ARE VECTOR BASED Color/B&W: 4C REVs Print Mgr. Title: WHAT YOU DO ... Fonts: Berkeley; Arial; DIN; Pubs: CANADIAN BUSINESS FLEET Frutiger Art Director 0

Copywriter LASER% AD NUMBER: KIA_M_09138_4C_ENG_B Creative Dir. Live: 7-1/8" X 9-7/8" Acct. Mgmt. Trim: 8-1/8" X 10-7/8" Typesetting: Optic Nerve Bleed: 8-3/8" X 11-1/8" This advertisement prepared by PUBLICIS Client 1 CONTENTS FLEET OF THE MONTH A P R I L 2 0 1 0 8 All Aboard! 20 10 DEALER OF THE MONTH Fleet Master 12 FLEET SERVICES CSI (Card Safety Investigator) 10 14 MANUFACTURER SPOTLIGHT Fleet For(vw)ard 16 REMARKETING TECHNIQUES Tips from the Top 18 LEADER PROFILE Born to Lead 20 INDUSTRY EVENTS 2010 CIAS Highlights 22 22 CHICAGO AUTO SHOW More New Products! 14 24 DRIVING IMPRESSION Mitsubishi’s New Outlander Is to Be Taken Seriously 26 MAY 12-13, 2010 Remarketing Forum & Expo 24 28 FLEET MANAGEMENT Unsung Heroes 30 INDUSTRY INSIGHT Year of the Anomaly 31 31 BUSINESS TOOLS Sordid Past 32 WHOLESALE PERSPECTIVES 34 Stories from the Wholesale Market 33 AIR CONDITIONING CHECKS Summer Is Coming, Check the A/C ADVERTISERS INDEX www.aricanadasuppliers.com www.mazda.ca TRUCK SECTION ARI 29 Mazda Canada 19 34 IT’S FINALLY HERE! www.audi.ca www.mercedes-benz.ca/fleet Ford Launches Its New F Super Duty Audi Canada 23 Mercedes-Benz Canada 5 www.fleet.chrysler.ca www.betiresmart.ca 35 A NEW PLAYER Chrysler Canada 40 Rubber Association of Canada 25 Nissan Unveils www.fleet.ford.ca www.siriuscanada.ca WHAT YOU DO IS YOUR BUSINESS. OURS IS FLEET. Its First Commercial Vehicle Ford of Canada 9 Sirius Satellite 11 www.fleet.gm.ca www.stewardshipontario.ca A National Fleet Program, competitive rates, and Kia’s outstanding 5-year/100,000 km warranty make our business 36 BELT WEAR GM Canada Stewardship Ontario just right for yours. Whatever it may be. Contact the Kia Fleet Department at 905.755.6273 or [email protected]. 13 39 Check It Out www.jplvehiclemanagement.com www.fleet.subaru.ca JPL Vehicle Management Services 17 Subaru Canada 7 DECISIONS, DECISIONS 37 www.kia.ca www.vw.ca Ford Introduces a New Police Car Kia Canada 2 Volkswagen 14, 15 38 HUMAN RESOURCES www.maaco.ca www.zonetechnologie.com What Does Your Resume Say About You… Maaco Systems Canada 6 Zone Technologie 21 kia.ca When You’re Not Around?

www.autosphere.ca | April 2010 | | 3

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Join the industry leaders The 2010 Remarketing Forum & Expo is sponsored by prestigious companies, including Atlas Tire, ADESA, Manheim, NAPA, Georgian College, Belron, Sirius Canada, Car Proof, and Canadian Black Book. Exhibitors Publisher Rémy L. Rousseau that will be on-hand to showcase their products and services during the forum include our Contributing Editors Shirley Brown, Éric Descarries, Trevor sponsors, and these industry leaders: Maaco, Henderson, Jack Kazmierski, Barry Kuntz North Toronto Auction, Lease Portfolio Administration Management, Apex Inspection Solutions, Wendy Allain [email protected] Road Canada, and ESP Direct. Attend the Marie-Hélène Côté [email protected] Remarketing Forum & Expo to mingle with Production the best to become better! Valérie St-Cyr [email protected] Graphic Design Used car experts Monique Desbiens [email protected]

Used car industry experts will motivate, Revision Shirley Brown [email protected]

educate, and share best practices at the Circulation Remarketing Forum & Expo. They will dis- Nancy Belleville [email protected] 2010 cuss changes in wholesale fi nance and used Sales vehicle supply. You will hear from new car Jean Boutzis [email protected] 647-341-2777 Remarketing dealers in the used car market, who know how to buy, how to fi x, and how to sell and Luc Champagne [email protected] 514-945-1299 make a bigger profi t. At the forum, you will Forum & Expo hear about the latest in Social Marketing, Nathalie Plouffe [email protected] 1-866-925-5665 and how you can use it to grow your busi- New challenges, new ness. Through our panel discussions, experts Garth Vogan [email protected] 905-689-1963 will address the effects of new Motor Vehicle opportunities, new event Dealers Act legislation, and you will hear the Subscription One year: $27.95 Two years: $49.95 Three years: $59.95 OEM Vision of the Future. he 2010 Remarketing Forum & Expo Published by is the first event of its kind hosted by Increase your market share and Canadians, for Canadians. Taking place profi tability T Rousseau Automotive Communication on May 12-13, 2010 at Queen’s Landing in Business Management, Marketing and 455, rue Notre-Dame Est, suite 311 Niagara-on-the-Lake, Ontario, the event offers Service Expert Donald Cooper will open our Montréal, QC H2Y 1C9 T: 514-289-0888, 1-877-989-0888 an exceptional networking opportunity for forum and deliver the “straight goods” on F: 514-289-5151 remarketing, new and used car dealers, OEM, how to increase market share and profi tabil- [email protected] leasing, and fi nance professionals. ity in the face of ever increasing competition www.autosphere.ca

through his presentation “The Adventure of fl eetdigest is dedicated to serving the business interests of the Canadian fl eet industry. It is published 5 times a The last year has challenged the automotive Change… thriving in challenging times.” year by Rousseau Automotive Communication. Material industry. The fi nancial crisis, OEM restructur- in fl eetdigest may not be reproduced in any form without written consent from the publisher. The publisher reserves ing, and changing attitudes have required that Register for this not to be missed industry the right to refuse any advertising and disclaims all respon- we shift the way we think and do business in event today at www.remarketing-forum-and- sibilities for claims or statements made by its advertisers or independent columnists. All facts, opinions and statements Canada. These changes present an opportun- expo.com. appearing within this publication are those of the writers and editors themselves, and are in no way to be construed ity to profi t in these new market conditions. as statements, positions or endorsement by Rousseau The 2010 Remarketing Forum & Expo is an See you at the 2010 Remarketing Forum & Automotive Communication. opportunity to share information and network Expo! Printed in Canada with others who are successful. Registration in- ISSN no. 1920-0641 Publications Mail Agreement no. 40014105. Return un- cludes an elegant Gala Dinner at Chateau des deliverable Canadian addresses to Rousseau Automotive Charmes, and an optional golf excursion at the Communication / Circulation Department, 455, rue Notre- Dame Est, suite 311, Montréal, QC H2Y 1C9 oldest golf course in North America—Niagara- on-the-Lake Golf Course—on the morning of Rémy L. Rousseau May 12, before the forum gets underway. [email protected]

4 | | April 2010 | www.autosphere.ca File Location: SGL_MercedesBenzCanada:Volumes:SGL_MercedesBenzCanada:Magazine Ads:O01603_E-Class Magazine:MBZ_CRC_P00082FD4.ind Ads:O01603_E-Class SGL_MercedesBenzCanada:Volumes:SGL_MercedesBenzCanada:Magazine File Location: rn cl: 100% 8.375” x11.125” Print Scale: 1:1 Scale: Artwork Bleed: None Trim: Live: Retoucher: None Frank Ninno Print Production: JohnTerry Copy Writer: Director: Art Mercedes-Benz O01603 COR SMZ Main Docket#: Docket#: Agency O01603 CRC YouMBZ tell... can Creative Name: Client: SPECIFICS JOB ulcto() FleetDigest T forBBDO Communications This adpreparedby:SGL Publication(s): Ad Number:

You can tell a lot about a company Visit us at at us Visit You’vearrived. driver. its of achievement the declaims E-Class All-New the out, and Inside ASSIST,Mercedes-Benz. quintessential a for example this declare – Not available Package inconjunction withtheAMGSport ontheE3504MATIC™. © 2010 Mercedes-BenzCanada Inc. from$62,900. Starting The All-New 2010 E-Class4MATIC. car – distance-maintaining DISTRONIC PLUS 2010the achievements of technological The achievementdesign. an in E-Class All-New the Package declares Styling AMG standard with exterior forceful A your corporate needs. corporate your by the company it keeps. MBZ CRC P00082FD4 CRC MBZ 8.125” x10.875” 7” x9.875” mercedes-benz.ca/ﬂ orcin None Evan Dermit Correction: Operator: PRODUCTION: GRAPHIC 5.0.3 Round #:1Page Count:1 T06-0203 App. Version: Version:InDesign CS3 12:25PM 1-26-2010 Workstation: 1:12PM 11-9-2009 Last Modified: Creation Date: MBZ_CRC_P00082FD4.indd File Name: SPECIFICATIONS: FILE 1 Only available inconjunctionwiththeTechnology Package. oronto • 2BloorSt.West, Toronto, Ontario eet

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R6 B:11.125” INDUSTRY NEWS

Anne Bélec at Navistar GM Unveils the Numbers of International Its New 6.6-litre Duramax Anne Bélec, who once was with the V8 Ford Motor Company, then president at Not long after Ford unveiled the num- Volvo Cars of North America, recently bers concerning the power of its new joined Navistar International after a 2011 6.7-litre V8 turbodiesel engine, quick stint at Th!nk. Anne is now vice- General Motors published the numbers president and chief marketing offi cer for concerning the power of its own 6.6 the American truck manufacturer and turbodiesel Duramax V8 engine. fl eetdigest caught up with her at the Na- tional Truck Equipment Association an- The new 6.6-litre Duramax V8 has 397 horsepower and 765 lb-ft of torque. nual show in St. Louis, Missouri where she attended the unveiling of Inter- Infi niti Unveils a Brand New QX56 national’s light duty Class 4/5 TerraStar truck. Who said big SUVs were “out”? At the New York Auto Show, Japanese auto maker Nissan revealed a brand new version of its Infi niti QX56. This time, the QX56 will be built exclusively in Japan and sold around the world. In- stead of being based on the Titan pick-up truck, the new QX56 is based on the rugged Nissan Patrol sold everywhere except in North America. Sporting an independent suspension on all four wheels and powered by the same 5.6-litre V8 found in the 2011 Infi niti M56 sedan, the high end truck features a seven-speed automatic transmission and an 8,500-lb towing capacity.

To Err is Human In the February issue, it was written that the new Ford Transit Connect had a ﬁ ve- speed automatic transmission. Actually, it should have been written a four-speed automatic transmission. On the other hand, yes the Connect is produced in Romania but the Anne Bélec is now with Navistar International trucks. North American version comes from Ford’s plant in Turkey! (PHOTO: ÉRIC DESCARRIES)

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6 | | April 2010 | www.autosphere.ca SUBMI-4927_FleetDigest:Layout 1 01/04/10 11:54 Page 1

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† Top Safety Pick for all 2010 models, with the exception of the Impreza WRX STI. Rating of ˝Good˝ is the highest rating awarded for 40-mph (64 km/h) front offset, 31-mph (49.8 km/h) side-impact and 20-mph (32 km/h) rear impact crash tests and in the roof strength test (rollover protection) conducted by the Insurance Institute for Highway Safety (IIHS) (www.iihs.org). A ˝Good˝ rating obtained in all four crash tests and the availability of the Electronic stability control (ESC) (Vehicle Dynamic Control) is necessary to achieve a ˝Top Safety Pick˝.†† U.S. Government star crash-test ratings are part of the National Highway Traffic Safety Administration’s (NHTSA’s) New Car Assessment Program (www.safercar.gov). A five-star crash-test rating is the highest government rating for a) Driver and right front seating positions in frontal crash tests and b) Front and rear seating positions in side-impact crash tests. FLEET OF THE MONTH

Jack Kazmierski [email protected]

explains. “When one of our trucks is down all, it’s all about keeping the trains rolling All Aboard! that means a crew is down also. And if on time. that crew can’t fi x the tracks that day then Keeping the trains running the trains can’t keep rolling, and the prob- “We have 9 in-house garages with lems snowball.” 52 mechanics across Canada,” Zunti says. on time is a day-to-day “They focus on our high rail vehicles be- concern for the man who Zunti is in charge of a very specialized cause we can’t easily outsource that kind fl eet of more than 4,500 vehicles used on of work.” runs CN’s utility fl eet. a daily basis to maintain CN’s railway system in Canada, as well as in parts of the Challenges USA. “We’re considered a What keeps Zunti awake at night? “The Mark Zunti, director of Fleet utility fl eet,” he says, “so we biggest challenge is maintaining the up- Management for CN Rail have everything from cars time of the vehicles,” he says. “Because (PHOTO: MARIE-JOSÉE ROUSSEAU) all the way up to specialized they’re very specialized I can’t just go crane trucks and trucks that across the street and rent a replacement can pull railcars. We have for the day.” The only way to avoid down- $20,000 cars, $1.5 million time is to prevent problems before they mobile wrecking cranes, happen. To that end, Zunti has a rigorous and everything in between.” preventive maintenance program in place.

Zunti is also responsible for Zunti also has to think ahead, forecast- the maintenance and repair ing CN’s needs, while considering which of over 12,000 Intermodal vehicles will be replaced, and when. “We

“When one of our trucks is down that means a crew is down also. And if that crew can’t ﬁ x the tracks that day then the trains can’t keep rolling, and the problems snowball.” – Mark Zunti

trailer chassis and contain- replace about $42 million dollars worth ers, as well as lift cranes and of vehicles a year, so we’re continuously shunt tractors—all of which working with the users on specifi cations n the 1940’s, Italian dictator Benito have to be maintained, accounted for, and and on the standardization of the fl eet,” Mussolini reportedly took credit for replaced when necessary. Zunti explains. “The challenge is getting I making the trains run on time. In real- this equipment upfi tted, into service in a ity, this was just propaganda, and since Upfi tting timely manner, and on budget.” then the truth of the matter has come About half of Zunti’s fleet is “high rail” to light: it wasn’t Mussolini who made equipped, which means the vehicles are Keeping over 4,500 sophisticated and the trains run on time—it was his fleet upfitted with special steel wheels that very specialized vehicles in prime work- manager. allow them to run on the rails, just like ing condition at all times may seem like a train would. Since this is unique equip- a daunting task to some, but for Zunti, All kidding aside, keeping the trains run- ment, it’s not something that can be eas- who has been on CN’s fl eet team for over ning on time is as much a concern today, ily or readily maintained and fi xed at a 32 years, it’s just another day at the offi ce. as it was at any time in the past. And in local shop. That’s why Zunti has a team “Our mission is to provide our user groups fact, the fl eet manager does play a vital of technicians at the ready, all of whom with a fl eet that’s safe and reliable,” he role in the way trains run, as Mark Zunti, have been trained to service and repair says, “as well as one that operates at an director of Fleet Management for CN Rail high rail systems in a timely fashion. After optimum cost with minimum downtime.”

8 | | April 2010 | www.autosphere.ca Designed from the ground up to break new ground. Introducing the all-new 2011 Super Duty®

2011 FORD SUPER DUTY®

Comfort and safety come standard All-new Powertrains Towing with ease All-new front seats provide improved back The 2011 Super Duty® features all-new Ford- Enhanced Tow/Haul Mode on the all-new Ford support with manual lumbar adjustment for designed and Ford-built engines and TorqShift® six-speed Selectshift Automatic™ the driver. AdvanceTrac® with RSC® (Roll transmissions. The 6.7L Power Stroke® Turbo transmission uses engine exhaust braking Stability ControlTM) helps keep your wheels Diesel engine and standard 6.2L V8 Gas to help provide better control while hauling on the road. Trailer Sway Control helps keep engine crank out more torque and horsepower heavy loads or towing trailers, especially your trailer on track. while still improving fuel economy*. when descending steep grades. The available ﬁ fth-wheel Trailer Tow Prep Package offers the strength of an under-bed frame cross member with the convenience of ﬁ ve attachment points with close-out plugs.

*As compare to the 2010 engine, the all-new 6.7L Power Stroke® Turbo Diesel engine offers improved torque (which allows the use of longer axle ratios), can operate at lower engine rpm, and is about 160 lbs. lighter which helps achieve better fuel economy. 1-800-668-5515 I www.ﬂ eet.ford.ca

COLOURS: PRODUCTION: LIVE: 7 in x 10 in DATE INITIAL Kari Macknight Dearborn DOCKET # FOC FLE A08629 4C CREATIVE: Cyan TRIM: 8.125 in x 10.875 in REGION None MAGENTA Shravan Sadhwani CLIENT YELLOW BLACK ACCOUNT EXEC: CLIENT: Ford BLEED: 8.5 in x 11.25 in Andreea STUDIO JOB DESC.: None STUDIO: TO PRE-PRESS: Scannapiego, Lino PRODUCTION FILE NAME: 08629_EA_R0_8.125x10.875.indd EA PREV. USER: START DATE: 02/08/10 CREATIVE DIR. Scannapiego, Lino MOD. DATE: 3-18-2010 12:08 PM 08629 TO PUB: ART DIRECTOR MEDIA TYPE: Magazine INSERTION DATE: March COPYWRITER

REVISION NUMBER: 1 ACCOUNT

FONT DISCLAIMER: The fonts and related font software included with the attached electronic mechanical are owned (“Y&R Proprietary Fonts”) and/or licensed (“Y&R Licensed Fonts”) by The Young & Rubicam Group of Companies ULC. They are provided to you as part of our job order for your services, and are to be used only for the execution and the completion of this job order. You are authorized to use the Y&R Proprietary Fonts in the execution of the job order provided that any and all copies of the Y&R Proprietary Fonts shall be deleted from your systems and destroyed upon completion of this job order. You warrant and represent that you have secured the necessary licenses for the use of Y&R Licensed Fonts in order to execute our job order and will abide by the terms thereof. Jack Kazmierski Dealer of the Month [email protected] Fleet Master Large or small, every fl eet gets priority service at T.A.D.A. Whiteoak Ford Lincoln Sales. Running a successful dealership takes time, energy and effort. Despite his dedication to Whiteoak, Loveys has found hether you defi ne success in the “Our service manager is dedicated to the time to serve his industry, as well auto industry in terms of sales fleet, we have diesel technicians that as the community. As president of the W volume, reputation, or the size of are dedicated to fl eet, and getting fl eet Toronto Automobile Dealers Association the dealership, Ron Loveys, president and customers’ vehicles in and out as quickly (T.A.D.A.), Loveys looks back on his year dealer principal of Whiteoak Ford Lincoln as possible is a priority because our goal in office with fond memories as he re- Sales in Mississauga, Ontario gets top is to minimize downtime for our fleet fl ects on some of T.A.D.A.’s most notable marks. customers.” accomplishments.

In the auto industry for almost four dec- And if you measure success by the size “The proudest moment for me was when ades, Loveys has managed to build a suc- of the dealership... Whiteoak boasts we attended the groundbreaking for cessful business on a solid foundation—a 28,000 sq. ft., over 75 employees, and Ronald McDonald House in Toronto,” reputation for excellence and a sharp the facilities necessary to handle large Loveys recalls. “The T.A.D.A. partnered focus on customer service. fl eet accounts. “With 6-1/2 acres they can with Ronald McDonald House and we drop 100 vehicles here, we can park them presented them with a cheque for $2 mil- If success is measured by the volume in our compound and we can get them lion. I was so proud to be a car dealer of vehicles a dealership can sell, then prepped and out in short order,” Loveys that day. We were the third largest donor Whiteoak has the numbers to qualify for adds. after the government and McDonald’s top spot. “We do about 750 new vehicles Corporation.” retail,” Loveys says. “In a normal year we Although Whiteoak can do about another 750 fl eet, and last year handle large fl eet ac- From humble beginnings in the we did another 2,500 daily rental. So counts with ease, the 1970s to running a flagship last year we were the largest volume Ford dealership never Ford Lincoln dealership and Lincoln dealer in Canada. We also did an- neglects the needs serving as president of the other 425 retail used.” of smaller fleet T.A.D.A., Loveys has built customers. “We’re the kind of business Fleet a Ford Business many would aspire to... If success is measured by a dealer’s repu- Preferred dealer,” no matter how you meas- tation, here again Loveys gets top marks. Loveys explains. ure success. His experience in the auto industry and “Business Preferred dedication to customer service have specializes in smaller A reputation for excellence has allowed Ron Loveys to build a successful earned Whiteoak Ford Lincoln Sales “pre- fl eets. We have the re- business and a top-notch dealership. ferred dealer” status with fl eet customers, sources and the people which means fl eet leasing companies can to take good care of these rest assured that their customers will be customers too.” well cared for when picking up or servicing their vehicles.

“We have a dedicated [fl eet] staff,” Loveys says. “I have what I would consider the best fleet manager in Canada, Brian Davis. He does an outstanding job and “Our service manager is dedicated to fl eet, we have diesel tech- has a great relationship with the major nicians that are dedicated to fl eet, and getting fl eet customers’ fl eets. vehicles in and out as quickly as possible is a priority.” – Ron Loveys

10 | | April 2010 | www.autosphere.ca BUYING A CAR IS A BIG MOMENT. IT DESERVES A GOOD SOUNDTRACK. Earn rewards by adding subscriptions to your sales of SIRIUS equipped vehicles.

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For more information on the SIRIUS+ sales program, please contact your local representative:

Martiin Couture Marty Anderton Jon MacPhee Blair Allison Chris Smith Mike Mazgay Dealer Support Manager Dealer Support Manager Dealer Support Manager Dealer Support Manager Dealer Support Manager National Accounts Manager, OEM Quebece & Atlantic Region British Columbia Alberta & The Prairies Ontario-West Ontario-East Dealer Support Manager [email protected] [email protected] [email protected] [email protected] [email protected] [email protected] Phone: 514.261.8892 Phone: 604.220.6948 Phone: 403.629.2953 Phone: 905.330.2647 Phone: 647.822.4760 Phone: 416.513.7407

09-0526B_Fleet_Digest_Ad.indd 1 5/26/09 4:17:26 PM Lori Pinter spends a great deal of time WOMEN OF THE INDUSTRY working out ways to detect card fraud. Jack Kazmierski [email protected]

Fleet Services

Red flags alert the CSI (Card Safety Foss team to potential external fraud, while allowing them to de- Investigator) tect internal fraud as well. So if a cardholder Detecting card fraud and minimizing fills up a spouse’s losses is all in a day’s work for vehicle, Pinter and her this team of dedicated and skilled team will spot it. exception reporting specialists. Reports In order to detect fraud as soon as it s Director of Card Operations for happens, quick feed- Foss National Leasing and Corp back from suppliers is A Rate, Lori Pinter spends a great essential. That’s why deal of time working towards saving her Foss is working closely clients time and money. Over her twenty Like a crime scene investigator, Pinter and with fuel companies to develop new re- year tenure with Foss, Pinter and her her team comb through layers of evidence porting tools that can alert clients faster skilled team have devised and imple- in order to spot card fraud with a view to of potential fraud. mented several unique strategies that informing Foss National Leasing custom- make life much easier for Foss customers. ers of any suspicious activity, as quickly When suspicious activity is spotted, Pinter as possible. and her team make sure customers know “We were the first in the fleet about it as quickly as industry to offer the ‘pay at the possible. “We send pump’ feature with a PIN num- “We can sometimes tell our customers a daily report to our ber,” Pinter says, “and our fuel about fraud within hours.” – Lori Pinter customers,” Pinter ex- exception reporting is unique. Our plains, “and depending competitors provide reporting as on the supplier, we can well but can’t offer the level of fl exibility “Many companies sign with fleet card sometimes tell our customers about fraud we can.” providers based on who can offer the within hours. In the past, you wouldn’t see greatest discount, but all it takes is one this information until you received your Card fraud unauthorized tank of gas per month, monthly invoice. Today, we can catch some Pinter says that her team’s greatest suc- whether inadvertent or deliberate, and types of fraud within 24 hours.” cess is their fuel exception reporting. “We that theft eats up any discounts you may had originally designed it purely to catch have received,” Pinter explains. “So we’re One of the reasons Foss has been able criminal fraud, and we started thinking of focusing our attention on better ways to to make great strides against card fraud all the different things that would help us save our customers money.” is the fl exibility of the company. Foss is identify it. We looked at fuel tank capaci- family owned and operated, and Pinter ties of specifi c vehicles, the fuel type each The abusers tend to follow a predictable says the entire team works well togeth- vehicle needs, whether people are buying pattern, one that Pinter and her team are er to fi nd solutions to problems. “We’re diesel when their vehicles run on gasoline, very familiar with. “Thieves always start Canadian based, we have our own pro- or whether they’re buying premium when with about $60 of regular fuel to see if grammer right here, and when a customer they should be fi lling up with regular, and the card they’ve stolen is going to work,” approaches us with an issue or problem or so on. In total we have 24 different tests she says. “But then they quickly ramp up question, we listen to them and we bring on the purchasing patterns of our card the thefts and soon they’re buying $500 it to the team to see how best to deal holders.” in diesel.” with it.”

12 | | April 2010 | www.autosphere.ca B:8.375” T:8.125” S:7”

THE CHALLENGE: BUILDING A CONSCIENTIOUS FLEET

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12010 Chevrolet Equinox FWD equipped with standard 2.4L ECOTEC I-4 DI engine and 6-speed transmission. 22010 Chevrolet Cobalt XFE equipped with 2.2L engine and 5-speed manual transmission. 3Limited availability. 42010 GMC Sierra XFE 2WD Crew Cab with 5.3L V8 engine with AFM and 6-speed transmission. Fuel consumption ratings based on Natural Resources Canada’s 2010 Fuel Consumption Guide. Your actual fuel consumption may vary. ©2010 General Motors of Canada Limited.

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Un attened COVER STORY

Manufacturer Spotlight Fleet For(vw)ard Volkswagen Canada is putting their best foot forward with a lineup that is sure to appeal to ﬂ eet: affordable diesel technology, exciting new models, a restructured price point and high residual values. While sales reps prefer the Jetta TDI Clean Diesel, executive ﬂ eet buyers enjoy the Passat CC.

ery few automotive executives understand the fleet end of the Sales volume No doubt VW is a strong player in the V business as well as John White Volkswagen is determined to increase the compact car segment with the Jetta, Golf, does. As the president of Volkswagen size of their footprint, in terms of volume, and New Beetle. They’re also a signifi cant Group Canada, White is keenly focused on here in Canada. “On one hand we’re part player in the mid-size segment with the the future of his company, while remaining of this global conglomerate that’s number Passat, the compact truck segment with firmly anchored by the rich experience two worldwide, but not here in Canada,” the Tiguan, and a major player overall in and insight he has gained into the indus- White says. “Here we are more of a mid- the diesel market. try thanks to a very colourful career path. dle-of-the-pack volume player.” “When you look at our lineup it’s really White’s automotive career began more The key to increasing volume, according made up of small to mid-sized fuel-effi- than 30 years ago. “I started with GM to White, is to position the VW brand cient vehicles, and what overrides all that and spent 11 years with GMC truck in as affordable German their fl eet division,” he says. “As part of engineering. “We have “I joined a truck leasing company their fl eet team, I did business with the been working over government, Hydro-Québec, Ryder and the years to bring our and then ended up at PHH where Avis truck rental, as well as companies prices more in line with I spent 6 years.” – John White like PHH and GE. When GM got out of the our operational com- heavy truck business, I joined a truck leas- petitors where we are ing company and then ended up at PHH able to attract a broader clientele.” is diesel, and our whole TDI Clean Diesel where I spent 6 years.” technology,” White says. “We’re the clear Defi ning VW leader there, and in fact, a lot of people In 1993, White joined VW, where he While every brand is defi ned by a set of immediately associate our brand with worked his way to the top. “I held a num- values and a reputation in the market- diesel.” ber of progressive positions, either in place, White defi nes VW in even broader sales or in marketing, with the finance terms. “Let’s talk about what we are not,” In Canada, VW’s diesel lineup includes the arm,” he adds. “I worked for four years he says. “We are not a big player in the Jetta, Golf, Golf Wagon, Touareg, as well in the United States and came back to truck market or in the commercial truck as the next generation replacement for Canada in 2003 as VP. Then, when we remarket. We are not about having big the Passat (coming out in 2011). structured our company and put together gas-guzzling vehicles. Our lineup is more our own standalone Canadian entity in about fuel-effi ciency, total cost manage- Top fl eet picks 2008, I became president of Volkswagen ment, managing our residual values, and On the fleet end of the business, VW’s Group Canada.” about having a product portfolio that is most popular vehicles are the Jetta diesel strong in certain segments.” and the Golf Wagon diesel. Both are in

14 | | April 2010 | www.autosphere.ca COVER STORY

repositioned, and repackaged

vehicle,” White says. “We plan Text and photos: to compete head-to-head with Jack Kazmierski [email protected] the Civics and Corollas of the world. The vehicle out of pleased that we have Bruce on our team,” Tennessee, the new Passat, is White says. “He is known throughout the going to compete head-to-head industry, he is known across all the manu- with the Camrys and Accords of facturers, and for us to be able to get the world.” someone of his calibre to come on board shows that we are serious. I’m happy to The new Jetta will be here at have him on board and am looking for- the end of the 3rd quarter of ward to having him make a difference.” 2010, and the replacement for the Passat will be out in the 2nd White admits that in the past, VW “dab- quarter of 2011. bled” in fl eet. But that’s history, and the company is now very John White at the serious about at- Canadian International “We’ve got effi cient affordable diesels and we’ve got proven residual Auto Show. tracting and keeping values, so we want to make sure that the fl eet managers out there fl eet customers. “We are looking at the total cost of operating a VW.” – John White have made a con- certed effort by hir- high demand with commercial fl eets. On ing a specialist like the daily rental end, the entry-level Golf Award winners Bruce with the background experience, and Jetta (City models) are most popular, The housekeeping staff at VW’s Canadian and broad network of contacts to demon- while executive fleet buyers prefer the headquarters is having trouble finding strate that we are serious about fl eet. We Passat CC. room for all the awards the company have also given Bruce the back end, which has recently garnished both locally and is managing off-lease cars and the used White says VW Canada is most interested abroad. The Automobile Journalists car portfolio, because you can’t do the in pursuing the commercial fl eet market Association of Canada (AJAC) voted the front end without the back end.” with vehicles for sales reps and manage- 2010 Touareg TDI Clean Diesel “Best New ment. “We would like to do 75% of our SUV/CUV ($35,000-$60,000),” while While still seen as a premium-priced business here, and 25% of our business the 2010 Golf Wagon TDI took home a brand, White urges fleet managers to in daily rental. Right now we are not in trophy for “Best New Family Car (under look beyond the sticker price. “They have the government fl eet market, but that’s a $30,000).” to look at the total lifecycle cost of the business we would like to explore.” vehicle. If you only make a decision based The biggest winner overall was the 2010 on, ‘Am I going to buy a VW vs. another With some of VW’s future vehicles rolling Golf GTI, recognized as “Best New Sports/ brand,’ your cap cost is going to be higher. off an assembly line in Tennessee, White Performance Car (under $50,000),” as On the other hand, we’ve got efficient thinks the increase in North American well as taking home the most coveted affordable diesels and we’ve got proven content will allow VW to become a govern- prize overall: “Canadian Car of the Year.” residual values, so we want to make sure ment fl eet player—a market that’s trad- that the fleet managers out there are itionally hard for import brands to crack. “We are extremely proud, extremely looking at the total cost of operating a pleased, extremely grateful,” White says VW.” Overall, the goal is to increase fl eet sales of all the awards bestowed upon VW this in Canada so that they make up between year by AJAC, while reminding everyone The competition for fleet business is 5 to 10% of VW Canada’s total sales. that the Golf was also recognized as the fi erce, but VW Canada plans to win over Currently, White says, fl eet sales are at 2009 World Car of the Year by an inter- customers by offering award-winning about the 5% mark. national jury of journalists. vehicles with strong residual values, affordable diesel technology and exciting In the pipeline Future of fl eet new designs. VW’s “ace up the sleeve” is a All-new Jetta and Passat models are on VW Canada is serious about fleet, and top-notch fl eet manager and a president their way, and VW is poised to aggressively they’ve hired heavy hitters like Bruce who knows the fl eet end of the business take on some of the current market lead- Lindsay to assure their continued suc- intimately. ers. “The new Jetta is a totally redesigned, cess in this segment of the market. “I’m

www.autosphere.ca | April 2010 | | 15 Jack Kazmierski [email protected] Remarketing “JPL will recondition vehicles if required to increase salability if we deem the cost to do so will provide a return on the in- Remarketing Techniques: vestment,” Barbour adds. “For example, we would consider replacing windshields, Tips from the Top removing small dents and decals, light detailing and investigating mechanical issues JPL’s ﬂ eet remarketing team offers insightful ﬂ eet such as engine or ABS warning lights. Buyers prefer vehicles that are ready to remarketing tips. re-sell with no unknown surprises.”

armer weather in Canada signals JPL’s fl eet remarketing program is struc- Added value the beginning of spring, as well tured to manage clients’ specific needs JPL has a strong reputation within the W as the start of what is historically nationally. JPL recommends the optimum national marketplace based on integrity a good time to sell used vehicles. Combine ordering and selling periods, replacement and transparency. “That translates into the increased demand with a low supply of cycle and appropriate depreciation rate buyer confi dence,” Cuff explains. “We rep- inventory, and you should see a maximum for your specifi c fl eet. resent 98% of our vehicles in person at return on your remarketing efforts... just the auction to ensure the best exposure as long as you know how to infl uence the Maintenance records and prices. We will select the appropri- resale value of your vehicles. The second most infl uen- ate auction and lane tial factor in differentiating to maximize resale According to the fl eet remarketing team your fleet vehicles from value or remove your at JPL, the most effective way to influ- others is having the com- vehicle from the auc- ence the resale of your fl eet vehicles is plete maintenance records tion on a particular day through policy and selector development. available with the vehicle. if we feel we cannot “Take the time to carefully develop your “Doing so provides the obtain the best price. corporate fl eet selector by involving JPL’s buyer with a level of con- Occasionally, we may Client Relations and Fleet Remarketing fidence that the vehicle relocate the vehicle Managers who are experts in this fi eld,” has been properly main- to a different market says Darcia Cuff, JPL’s manager of Fleet tained, and they will be to sell if we feel we more likely to purchase a can get a better price vehicle with maintenance Jamie Barbour, JPL’s manager of Fleet and justify the cost to Remarketing for Eastern Canada records over one without,” relocate.” says Jamie Barbour, manager of Fleet Remarketing for Eastern Canada. “JPL’s Internet sales Scoretrak program provides comprehen- The Internet has become an important sive vehicle maintenance management channel for remarketing vehicles. JPL as well as detailed records for your fl eet places all vehicles for sale online to in- vehicles.” crease their exposure to a wide and diverse group of potential “We represent 98% of our vehicles in buyers across the person at the auction to ensure the best country and the U.S. “JPL sells exposure and prices.” – Darcia Cuff a p p rox i m a t e l y 20% of our used Vehicle condition vehicle inventory using this method,” Darcia Cuff, JPL’s manager of Fleet Remarketing, Western Region Developing a corporate fl eet vehicle con- Barbour explains. “We include condition Remarketing, Western Region. “We will dition policy supported by vehicle condi- reports, vehicle history reports as well consult with you on industry best practi- tion reports along with periodic manage- as maintenance records (when available) ces and trends and advise you on which ment inspections can be a valuable tool. with every vehicle posted online creating a options, packages and vehicle/truck types It places a focus on keeping the vehicle greater degree of buyer confi dence, which will net you the best resale results based in marketable condition and limiting ex- translates into better sales volumes and on the purpose and location of the units.” penses to normal wear and tear. prices for our clients.”

16 | | April 2010 | www.autosphere.ca JPL_CAF_updatedNov09.pdf 11/25/09 11:22:31 AM

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CALGARY | EDMONTON | TORONTO | MONTREAL Jack Kazmierski retirement, they asked if he would like to [email protected] take over the business, but Dohring had Leader Profi le bigger plans. “I can still remember driving up to the cottage with my wife and telling have 32, but they have never been more her that I wanted to buy Maaco Systems,” profi table, and my company is more prof- Born to Lead Dohring recalls. “Then I told her that we itable now than ever before.” would need to mortgage our house, sell Entrepreneurial and all our RRSPs and I asked her if she was Growth innovative, Gary Dohring alright with that. She said she was and Maaco continues to grow in Canada with we’ve never looked back since.” a focus on quality. “We grow our business has a passion and a in two ways,” Dohring explains. “One is natural fl air for business. In 2000, Dohring bought Maaco Systems through traditional franchising. The other and started fi ne tuning the company to re- by converting existing body shops into fl ect the values he lives by. “When I bought Maaco stores.” re business leaders born or made? the company, I explained what I wanted Is it nature or nurture that turns the new organization to look like,” he says. Conversion makes sense, especially for A average men and women into busi- “First and foremost I wanted our franchis- retiring shop owners looking for an exit ness leaders that blaze a trail for all to ees to be profitable. I also follow? While there’s a case to be made wanted to focus on cleanli- “I can still remember driving up to the cot- for the nurture side of the argument, men ness and quality, because like Gary Dohring, president of Maaco those two elements are fun- tage with my wife and telling her that I want- Systems Canada, tip the scales in favour damental to this business.” ed to buy Maaco Systems.” – Gary Dohring of the nature side. Not every Maaco location Even as a teenager, Dohring had a fl air for made the cut. “When I bought Maaco we strategy. “Let’s say you own a collision making money. “In high school, I negoti- had 45 centres,” Dohring says. “Today we shop and are thinking of retiring,” Dohring ated and leased a pro shop in an arena,” explains. “Who is going to buy your busi- he recalls. “I bought all the equipment, ness? It has to be either someone from hired all the people and ran it while the trade or someone from within your still in school.” shop, and it will be difficult for you to get maximum dollar. But if you become While in university, and well a Maaco store, you immediately open on his way to becoming a yourself up to a huge market of business lawyer, Dohring decided people looking for an opportunity.” that law school wasn’t for him. “So I spoke with my par- Born to be a leader, Dohring is making it ents who suggested I work possible for new franchisees and existing with them to get what they body shops to succeed with his vision called, ‘the best kind of busi- of quality. “We have software systems, ness education.’ At the time, management systems, and know-how,” he they owned a Maaco franchise, says. “It’s a fantastic opportunity.” and that’s how my career with the brand got started.”

Dohring spent his ﬁ rst summer at his parents’ shop detailing cars, sanding, and learning the back end of the business. “I can proudly say I’ve done it all... with the exception of body work,” he adds.

Bigger and better When Dohring’s parents were ready for

Gary Dohring, president of Maaco Systems Canada, is a natural leader.

18 | | April 2010 | www.autosphere.ca It’s all about outstanding performance. On the road and on the job. Choosing the redesigned 2010 Mazda CX-7 means choosing innovation, versatility and a level of safety that will help keep your business on the right road. This far from typical 5-passenger crossover offers an inner beauty, beyond its sculpted curves and sophisticated interior. It’s the soul of a sports car – alive and well within its new 2.5 L engine and available 2.3 L, turbocharged, direct-injected, four cylinder engine. It also offers other inspired features like an intelligent key system, Bluetooth® phone integration with Audio Profile and Blind-Spot Monitoring technology. And its 5-Star Highest Government Crash Test Rating♦ and fuel efficiency of 10.4 L city/7.2 L/100 km highway† speak volumes, too. An uncompromising choice. One you’ll be as thrilled with, as your customers will be. Zoom-Zoom. Forever.

M{zd{ CX-7 zoo} The no-compromise- crossover th{t me{ns business zoo}

For more information, visit fleet.mazda.ca. To learn more, contact Tony Harold, National Manager, Network Development and Fleet Operations at Mazda Canada at 905-787-7029. ROADSIDE ASSISTANCE PROGRAM Ask about the Mazda peace-of-mind promise, standard on every new Mazda. MAZDA LEADERSHIP WARRANTY 3 years or 80,000 km comprehensive warranty, 5 years or 100,000 km powertrain warranty. ♦2010 Mazda CX-7 model tested with standard side-impact air bags (SABs). U.S. Government star ratings are part of the National Highway Traffic Safety Administration’s (NHTSA’s) New Car Assessment Program (www.safercar.gov). †Estimated fuel economy based on Natural Resources Canada Fuel Consumption Guide. Actual fuel consumption may vary. ® Bluetooth is a registered trademark of Bluetooth SIG, Inc.

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Size: 8.125" x 10.875" Media: Canadian Auto Fleet (Dec/Jan) Size: 8.125" x 10.875" Media: Fleet Digest (Dec) Size: 7.875" x 10.75" Media: Purchasing B2B (Dec) Industry Events 2010 Canadian International Auto Show Highlights

This year’s Canadian International Auto Show (CIAS) was noticeably more up-beat and positive than last year’s event, with manufacturers announcing new models, greener technologies, and exciting innovations.

Jack Kazmierski [email protected]

Hyundai Canada announces the completely redesigned 2011 Sonata—a stunning new model with a strong presence and a luxurious interior.

Although the captivating Inﬁ niti Essence Concept will never be turned into a production vehicle, it may inspire future generations of Nissan and Inﬁ niti models. PHOTO: JACK KAZMIERSKI

John Cappella, director of MINI, introduces the Mini Beachcomber Concept— Chrysler Canada President and CEO, Reid Bigland announces the coming of the Fiat 500— doors are not available, bikini-clad models are optional. available here in Canada later this year. The 500 is a few inches shorter than the popular Mini Cooper, and was voted European Car of the Year in 2008.

20 | | April 2010 | www.autosphere.ca Mazda Motor Corporation Martin Sander, president and CEO of Audi Canada, introduces two very exciting models: President and CEO, Takashi the all-new A8 and the sexy R8 convertible. Yamanouchi announces that North American sales of the long anticipated 2011 Mazda2 will begin earlier than originally anticipated. Expect to see the new model at dealerships at the beginning of summer, 2010.

Volkswagen Industry Events Group Canada President & CEO, John White (L) accepts the 2010 AJAC Best 2010 Canadian International Auto Show Highlights New Canadian Car of the Year award for the Golf GTI from Richard Russell.

BMW Canada President, Franz Jung introduces the ActiveHybrid 7—a special 7 Series with 455 hp, a V8 powerplant, an 8-speed automatic transmission, and the ability to accelerate from 0-100 in ﬁ ve seconds ﬂ at while delivering a fuel economy approximately 15% better than the 750i.

Hyundai Canada announces the completely redesigned 2011 Sonata—a stunning new model with a strong presence and a luxurious interior.

The Honourable Peter Kent (far right), Minister of State and Foreign Affairs, announces the 2010 recipients of the ecoENERGY for Vehicles Awards, recognizing the most fuel-efﬁ cient cars and light trucks available in Canada. The 2010 winners are: the smart fortwo, Toyota Yaris, Honda Civic Hybrid, Toyota Prius, Hyundai Sonata, Audi A3 TDI, VW Golf Wagon TDI Clean Diesel, Ford Ranger, Mazda B2300, Ford Escape Hybrid, Mazda5, Chevrolet Express Cargo, and GMC Savana Cargo.

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www.autosphere.ca | April 2010 | | 21 One of the biggest unveilings in Chicago was the 2011 Chevrolet Silverado HD. Though the body is almost the same, the whole chassis and powertrain have been redesigned for more strength.

South Korea’s Kia was probably the only manufacturer to unveil a “real” new concept car, its hybrid-powered Ray that probably forecasts the automaker’s future design.

Chicago Auto Show

More New Products! Text and photos: Éric Descarries [email protected] One might think that after Detroit’s North American International Auto, there would be very few new products to be shown to American motorists. Yet the Chicago Auto Show, held last February at McCormick Place in the Windy City, is proof that many manufacturers still had some new products hidden in their studios.

Though still restructuring, Chrysler participated in the Chicago Auto Show with this Challenger painted in a ’70s colour, Plum Crazy.

Ford showed its limited production Taxi based on the Transit Connect. It also launched a limited run of all- electric powered Connects.

Despite being under ﬁ re for its recalls, Japanese manufacturer Toyota unveiled a slightly revised Avalon at the Chicago Auto Show.

Ford introduced a redesigned 2011 Edge CUV in Chicago. Not only were the front, the rear, and the interior redone but there are now three engines in its catalogue, including a four- cylinder EcoBoost powerplant. Indiana’s Bright Automotive unveiled this prototype of a light Inside the IDEA, Ranger’s shelf system. commercial van, the all-wheel drive (with rear electric motors) IDEA.

22 | | April 2010 | www.autosphere.ca The executive’s decision.

The Audi Corporate Sales Program. You need a fl eet that refl ects your organization. And with volume incentives, 24-hour roadside assistance* and an ever-expanding range of superior vehicles, Audi is the defi nition of style and sophistication. From the A3 to the A8 – including the A3 and Q7 with TDI clean diesel technology available, upgrade to one of the world’s most effi cient fl eets today. Call our corporate sales manager at 905-428-5883 or visit your local Audi dealer for more information.

© 2010 Audi Canada. European models shown with optional equipment. *4-year/80,000 km (whichever occurs fi rst) 24-hour Audi roadside assistance coverage provided by Professional Dispatch Group in Canada, see your dealer for complete details. “A3”, “A8”, “Audi”, “Audi Q7”, “Vorsprung durch Technik”, and the four rings and Audi emblems are registered trademarks of AUDI AG. “TDI clean diesel” is a trademark of AUDI AG. To fi nd out more about Audi, see your local Audi dealer, call 1800-FOR-AUDI, or visit www.audi.ca.

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Éric Descarries Looking for Something Different? [email protected] Mitsubishi’s New Outlander Is to Be Taken Seriously

Mitsubishi isn’t the biggest player in the automotive mar- The new Outlander XLS has the same aggressive look as the Lancer Ralliart and Evolution. ket in our country—it only has a few cars to offer including the popular Lancer, The dashboard the sporty Eclipse, of the Mitsubishi Outlander XLS is and the bigger both simple and well designed. Galant. It also has

two light trucks We tried the S-AWC system in its catalogue, on specially groomed ice the Endeavor CUV roads.

and the recently The driver can use this knob to choose redesigned Outlander. the all-wheel drive mode he needs. Yet, if you are considering a very capable compact SUV, PHOTOS: ÉRIC DESCARRIES had proven very effective when we tried more power is applied to the front wheels why not have a look at the it last January in Quebec’s Laurentian on snow, and LOCK. This is where the full most recent Outlander? mountains. system is at work as described above and we tried it on specially groomed roads. It The S-AWC system is similar to that found works ﬂ awlessly. itsubishi has reworked its small on the Lancer Evolution. It works with a Outlander SUV for 2010. Though front differential with electronic command The V6 engine is combined to a six-speed M it still has the same shell, its combined to the central differential and automatic transmission in the XLS ver- front end looks much more like that of its that can allow power transmitted not only sion, and it has an Idle Neutral function Lancer Ralliart or Evolution, featuring its to the rear wheels when needed but also that puts the transmission in neutral when ﬁ ghter-jet look, a larger rear bumper and from the right front wheel to the left front the vehicle is stopped for more than two side door sills. wheel, and vice-versa. seconds. It will get back into gear at the very moment the driver presses on the Available engines On the road gas pedal. In addition, the Hill Start Assist The base ES version is powered by a When we tried the Outlander XLS on the is a function found on every all-wheel drive 2.4-litre, 168-horsepower, four-cylinder road, it proved to be not only quick and Outlander. It will hold the brakes for two engine, while the LS version can have the nimble, but also much more comfortable seconds in a hill to stop the vehicle from same engine or an optional 3.0-litre V6 than anticipated. However, it was on the rolling backwards while the driver is trans- that develops 230 horsepower, 10 more ice and snow that it really proved to be a ferring his foot from the brake pedal to than last year’s version. This engine is very safe vehicle. The driver can choose the accelerator. standard in the XLS version, the most between three functions within the all- equipped Outlander available in Canada. wheel drive system, TARMAC that is used The base price of the new Outlander front- What’s more, the XLS also comes with for dry pavement and regular driving wheel driven ES is $25,498. The top of the S-AWC all-wheel drive system that conditions, SNOW for winter driving as the line XLS starts at $34,498.

24 | | April 2010 | www.autosphere.ca CO2 CO2 CO2 CO2

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TWO WEEKS WORTH OF FUEL A YEAR ONE MILLION TONNES OF CO2 A YEAR

Over the course of a year the average motorist can consume at least an extra two weeks worth of fuel due to under-inflated tires and collectively contribute to over one million tonnes of harmful greenhouse gas emissions entering the atmosphere due to improperly maintained tires.

BE TIRE SMART - PLAY YOUR P.A.R.T. and please have your drivers / employees measure and adjust their tire pressure monthly.

Educate your drivers / employees and participate in National Be Tire Smart Week May 17 - 23, 2010 Register Online by Visiting www.BeTireSmart.ca MAY 12-13, 2010 QUEEN’S LANDING, NIAGARA-ON-THE-LAKE

UNIQUE EVENT! QUALIFIED EXCITING An event unique in Canada AUDIENCE! ACTIVITIES! Full Agenda, and Compelling Content. where more than 200 Auto Auto Wholesale and Inclusive VIP Tour, Wine Wholesale and Remarketing Low Fee Event, and Exciting Activities. Remarketing leaders and Tasting and Gourmet Dinner industry leaders will gather. professionals, New and Used at Château des Charmes Conferences, workshops, Car Dealers, Car OEMs, renowned winery. Optional roundtables, exhibits, Leasing, Finance and Insurance 9-Hole Golf & Lunch Excursion WEDNESDAY, MAY 12 THURSDAY, MAY 13 discussions and networking. Companies, Auctioneers, at Niagara-on-the-Lake Golf Optional 9-Hole Golf & Lunch Full Breakfast Buffet - Lakefront 7:00 am - 8:00 am Come share insight, best Fleet Professionals, Trade Course. Great networking 8:30 am - 12:30 pm Excursion - Niagara-on-the- Tiara Restaurant Lake Golf Course practices and solutions with Associations, Specialized opportunities. Special activities Strategic Point of View on Used Car 8:00 am - 9:00 am colleagues and our experts! Remarketing Servicers. in Niagara-on-the-Lake, etc. Remarketing Forum & Expo Market 1:30 pm - 1:40 pm Kick-Off - Welcome to Auction Roundtable: Industry Queen’s Landing 9:00 am - 9:45 am Insight – Josh Bailey, Senior REGISTRATION FORM ATTENDEE INFORMATION Tire Industry Strategic Manager, Canadian Black Book Overview - Peter James ORGANIZATION ADDRESS 1:40 pm - 2:00 pm 9:45 am - 10:15 am Networking Break & Refreshments Gregory, President, Atlas Tire Canadian Legal Landscape: OMVIC CITY PROVINCE POSTAL / ZIP CODE TELEPHONE NUMBER FAX NUMBER Challenges and Opportunities The Great Adventure of 10:15 am - 11:00 am – Carey Smith, Director of ( ) ( ) Change - Donald Cooper, Investigations, OMVIC NAME TITLE EMAIL 2:00 pm - 3:00 pm Keynote Speaker, Business and Marketing Management Remarketing 20/20: Vision Expert 11:00 am - 12:00 pm of Tomorrow – Ian McEwen, NAME TITLE EMAIL President, The Marckis Group Networking Break & 3:00 pm - 3:30 pm Refreshments “Taste of Niagara” Lunch - NAME TITLE EMAIL 12:00 pm – 1:00 pm Lakefront Tiara Restaurant Secrets of Used Car Sales 3:30 pm - 4:30 pm Revealed Fast Forward: Used Car Dealers - PLEASE INDICATE Remarketing OEM Finance Associations Fleet 1:00 pm - 2:00 pm Make Friends via Social Media & THE SECTOR YOU Financing New & Used Cars BELONG TO: Retail (car dealers) Leasing Insurance Auctioneers Services Web Marketing 4:30 pm - 5:15 pm Wisely – Alan Bird, Industry Entrepreneur Remarketing Fleet Cars: The New REGISTRATION FEES PAYMENT 2:00 pm - 3:00 pm Channels – Steve Macaluso, Networking Reception – PRICE PER PERSON +5% GST (GST #:139133268) CARD OR CHEQUE (made payable to 5:15 pm - 6:16 pm Executive Director, Manheim Rousseau Automotive Hors d’oeuvre & Bar Service $599 per person + $29.95 Visa MasterCard Amex Cheque Communication) 3:00 pm - 3:30 pm Networking Break & Refreshments Château des Charmes – VIP NUMBER OF REGISTRATIONS CARD NUMBER EXPIRATION 7:00 pm Tour, Wine Tasting, Gourmet Increase the Value of your Used person(s) x $628.95 = | | | | | | | | | | | | | | | | M | M | Y | Y Dinner 3:30 pm - 4:30 pm Car Fleet: Go! – Marc Brazeau, President, AIA Canada TOTAL NAME ON CARD SIGNATURE Return to Queen’s Landing 9:45 pm Hotel [Condensed Agenda / V.1 – 04.01.10] For assistance with reg- HOTEL ACCOMMODATIONS REGISTER TODAY! istration, please contact Whiting & Holmes at 289- The host hotel for the All guests must make REGISTER ON-LINE NOW! / FOR MORE INFORMATION 337-3662. 2010 Remarketing – Forum their own reservations di- www.remarketing-forum-and-expo.com & Expo is the Queens’s rectly with the Queens’s REGISTER ON-LINE TODAY! Cancellation Policy: All Landing located at 155 Landing on an individual cancellations must be sent Byron Street, Niagara-on- basis. To receive the spe- www.remarketing-forum-and-expo.com Mail the completed Registration Form and payment to Rousseau in writing to Rousseau the-Lake, L0S 1J0. cial rate, quote Group Automotive Communication c/o Whiting & Holmes Limited, Automotive Communica- Reservation #831715 and 541 Brant Street, Suite 8, Burlington, Ontario, L7R 2G6 tion. Full refund less $100 R o u s s e a u A u t o m o t i v e book by April 29th, 2010. administration fee will be Communication has ne- Reservations can be made Fax the completed Registration Form to: 1-905-481-2442 made for cancellations re- gotiated a special rate for directly with the hotel by ceived on or before April participants: $179 (single/ calling 905-468-2195 or 30th, 2010. double). 1-888-669-5566. MAY 12-13, 2010 QUEEN’S LANDING, NIAGARA-ON-THE-LAKE

UNIQUE EVENT! QUALIFIED EXCITING An event unique in Canada AUDIENCE! ACTIVITIES! Full Agenda, and Compelling Content. where more than 200 Auto Auto Wholesale and Inclusive VIP Tour, Wine Wholesale and Remarketing Low Fee Event, and Exciting Activities. Remarketing leaders and Tasting and Gourmet Dinner industry leaders will gather. professionals, New and Used at Château des Charmes Conferences, workshops, Car Dealers, Car OEMs, renowned winery. Optional roundtables, exhibits, Leasing, Finance and Insurance 9-Hole Golf & Lunch Excursion WEDNESDAY, MAY 12 THURSDAY, MAY 13 discussions and networking. Companies, Auctioneers, at Niagara-on-the-Lake Golf Optional 9-Hole Golf & Lunch Full Breakfast Buffet - Lakefront 7:00 am - 8:00 am Come share insight, best Fleet Professionals, Trade Course. Great networking 8:30 am - 12:30 pm Excursion - Niagara-on-the- Tiara Restaurant Lake Golf Course practices and solutions with Associations, Specialized opportunities. Special activities Strategic Point of View on Used Car 8:00 am - 9:00 am colleagues and our experts! Remarketing Servicers. in Niagara-on-the-Lake, etc. Remarketing Forum & Expo Market 1:30 pm - 1:40 pm Kick-Off - Welcome to Auction Roundtable: Industry Queen’s Landing 9:00 am - 9:45 am Insight – Josh Bailey, Senior REGISTRATION FORM ATTENDEE INFORMATION Tire Industry Strategic Manager, Canadian Black Book Overview - Peter James ORGANIZATION ADDRESS 1:40 pm - 2:00 pm 9:45 am - 10:15 am Networking Break & Refreshments Gregory, President, Atlas Tire Canadian Legal Landscape: OMVIC CITY PROVINCE POSTAL / ZIP CODE TELEPHONE NUMBER FAX NUMBER Challenges and Opportunities The Great Adventure of 10:15 am - 11:00 am – Carey Smith, Director of ( ) ( ) Change - Donald Cooper, Investigations, OMVIC NAME TITLE EMAIL 2:00 pm - 3:00 pm Keynote Speaker, Business and Marketing Management Remarketing 20/20: Vision Expert 11:00 am - 12:00 pm of Tomorrow – Ian McEwen, NAME TITLE EMAIL President, The Marckis Group Networking Break & 3:00 pm - 3:30 pm Refreshments “Taste of Niagara” Lunch - NAME TITLE EMAIL 12:00 pm – 1:00 pm Lakefront Tiara Restaurant Secrets of Used Car Sales 3:30 pm - 4:30 pm Revealed Fast Forward: Used Car Dealers - PLEASE INDICATE Remarketing OEM Finance Associations Fleet 1:00 pm - 2:00 pm Make Friends via Social Media & THE SECTOR YOU Financing New & Used Cars BELONG TO: Retail (car dealers) Leasing Insurance Auctioneers Services Web Marketing 4:30 pm - 5:15 pm Wisely – Alan Bird, Industry Entrepreneur Remarketing Fleet Cars: The New REGISTRATION FEES PAYMENT 2:00 pm - 3:00 pm Channels – Steve Macaluso, Networking Reception – PRICE PER PERSON +5% GST (GST #:139133268) CARD OR CHEQUE (made payable to 5:15 pm - 6:16 pm Executive Director, Manheim Rousseau Automotive Hors d’oeuvre & Bar Service $599 per person + $29.95 Visa MasterCard Amex Cheque Communication) 3:00 pm - 3:30 pm Networking Break & Refreshments Château des Charmes – VIP NUMBER OF REGISTRATIONS CARD NUMBER EXPIRATION 7:00 pm Tour, Wine Tasting, Gourmet Increase the Value of your Used person(s) x $628.95 = | | | | | | | | | | | | | | | | M | M | Y | Y Dinner 3:30 pm - 4:30 pm Car Fleet: Go! – Marc Brazeau, President, AIA Canada TOTAL NAME ON CARD SIGNATURE Return to Queen’s Landing 9:45 pm Hotel [Condensed Agenda / V.1 – 04.01.10] For assistance with reg- HOTEL ACCOMMODATIONS REGISTER TODAY! istration, please contact Whiting & Holmes at 289- The host hotel for the All guests must make REGISTER ON-LINE NOW! / FOR MORE INFORMATION 337-3662. 2010 Remarketing – Forum their own reservations di- www.remarketing-forum-and-expo.com & Expo is the Queens’s rectly with the Queens’s REGISTER ON-LINE TODAY! Cancellation Policy: All Landing located at 155 Landing on an individual cancellations must be sent Byron Street, Niagara-on- basis. To receive the spe- www.remarketing-forum-and-expo.com Mail the completed Registration Form and payment to Rousseau in writing to Rousseau the-Lake, L0S 1J0. cial rate, quote Group Automotive Communication c/o Whiting & Holmes Limited, Automotive Communica- Reservation #831715 and 541 Brant Street, Suite 8, Burlington, Ontario, L7R 2G6 tion. Full refund less $100 R o u s s e a u A u t o m o t i v e book by April 29th, 2010. administration fee will be Communication has ne- Reservations can be made Fax the completed Registration Form to: 1-905-481-2442 made for cancellations re- gotiated a special rate for directly with the hotel by ceived on or before April participants: $179 (single/ calling 905-468-2195 or 30th, 2010. double). 1-888-669-5566. Jack Kazmierski headquarters is in Miami, and we have Fleet Management [email protected] an office in Toronto, a call centre in Cambridge, Ontario and two in the USA. We offer North America-wide call cen- Unsung Heroes tre service to our clients—in French and English for our Canadian clients.” Like a faceless Although largely invisible, Road Canada hero, Road has over 50 corporate clients here in Canada is Canada, and according to Misat, over 1.5 million vehicles in their Canadian always ready to roadside assistance portfolio. assist stranded On the road again... motorists. When a stranded driver in need of roadside assistance calls his ﬂ eet management company’s toll-free number, he is con- nected seamlessly to Road Canada’s call centre. “He’s calling his ﬂ eet company’s number, but the call is transferred to our call centre,” Misat explains. “However, we are a ‘white label,’ so at no time do we tell the caller that he has reached Road Canada.”

The entire process is invisible to the caller. “We service 6 of the 7 biggest ﬂ eet companies,” Misat says, “and although they have their own call centres where people can call “We offer peace-of- for maintenance and other issues, they also mind with a single phone call,” says have a roadside assistance number that is Marc-André Misat, routed directly to us. When you press 1, for general manager of Road Canada. instance, and want roadside assistance, you come directly to our call centre.”

A specialized service f you’ve ever blown a tire or ran out of countless sales staff, managers, and Although fleet management companies of gas on a deserted highway and other employees across Canada. do a great job managing vehicles, they’re I needed a tow, weren’t you glad that not in the roadside assistance business. someone came up with the idea of road- Company profi le “They simply can’t have a tow truck close side assistance? Like a seat belt or an “We are an international insurance con- to where every car might break down,” insurance policy, roadside assistance is glomerate,” explains Marc-André Misat, Misat adds, “and that’s where we come taken for granted until the day it’s needed. general manager of Road Canada. “Our into the picture. We have agreements with mother company is Mapfre S.A. and we a network of tow truck companies and can One of the largest providers of roadside are in 42 countries. We are the largest provide assistance within 45 minutes to assistance programs in Canada is a com- insurance company in Spain and Latin and hour of receiving a call.” pany most of us have never heard of— America.” Road Canada. Like an unsung hero, they Road Canada, says Misat, answers about work in the background, unnoticed and One of Mapfre S.A.’s subsidiaries is 150,000 calls a year in Canada, provid- unrecognized until the day they provide a Mapfre Asistencia, with a presence in ing fl eet customers with everything from lifeline to a desperate motorist. Europe, Asia, South, and North America. a boost, to a tow truck, to fl at tire repairs “We have over 37 call centres around and beyond. Although completely invis- Backed by a global insurance giant, Road the world and over 3,600 employees ible, they’re always at the ready. “We offer Canada offers peace-of-mind to fl eet man- worldwide,” Misat says. “Road Canada is peace-of-mind with a single phone call,” agers who are responsible for the welfare part of Mapfre Asistencia. Our regional Misat concludes.

28 | | April 2010 | www.autosphere.ca Utility.

Using the right tool for the right job is critical to the success of every operation, and no where is this more important than with your fleet. Managing over 123,000 vehicles in Canada, ARI has developed the resources, services, data, and customized reporting tools to ensure optimal fleet efficiency and utilization.

Small fleets to large, complex or straightforward, ARI offers leading technology and specialized solutions tailored to individual fleet needs. For the right tools that you need and experience you can count on, call ARI at 1-800-361-5882.

Automotive Resources International A Partnership Approach www.arifleet.ca Jack Kazmierski [email protected]

Industry Insight Year of the Although 2009 was a difﬁ cult year, Geoff Helby says the Anomaly good news is that business is bouncing back. Although 2009 proved to be a challenging year, all indicators point to a better 2010 and beyond.

nyone old enough to remember 2009 will never forget the angst, A tension, and stress the global eco- The biggest concern for car dealers, espe- back. When Helby looks at his data for nomic system endured last year. The cially for the Business Managers at dealer- 2010 (over 20,000 used vehicle trans- perfect economic storm reshaped the ships, was the loss of additional revenue, action from January 1 to March 7), he landscape, leaving in its wake bankrupt typically earned through extended service sees evidence of a rebound in the market organizations, deep fi nancial losses, and contracts, life insurance, and disability with service contract penetration levels, a spike in ulcers and other stress-related insurance. life insurance and disability insurance ailments. levels at, or almost near, pre-2009 levels. “That reflects the economic times we Fortunately, 2009 seems to have been an experienced in 2009,” Helby says. “The “This is a start of a very favourable trend,” anomaly, and life seems to be slowly get- economy forced a more cautious attitude Helby explains. “This is a good news story ting back to “normal.” towards spending as consumers endured in that consumers are starting to rely more on the dealerships Used car purchasers “Stronger used vehicle gross margins will to arrange their fi nancing, Geoff Helby, National Sales man- naturally lead to a greater appetite for due to a combination of ager with the Power Information auction vehicles as dealers rebuild their being offered more attract- Network (PIN), a business division ive rates and terms, and of JD Power and Associates, re- used vehicle inventories.” – Geoff Helby a more flexible purchase cently penned a report about the policy being practiced by shopping behaviour of used-vehicle buy- a decline in their net worth. Also, the abil- the participating lending institutions.” ers in 2009. ity to secure an automotive loan became much more diffi cult as lenders tightened Impact on Fleet Helby collects his data from new car fran- their credit purchase policy.” With consumers more willing and able to chised dealers who sell used product, spend money on used vehicles, dealer- and his report on 2009 activity read in Dealerships were also concerned with the ships will be more eager to buy used part: “The percent of used-vehicle trans- increase in “cash” sales. “We saw a signifi - vehicles at auction, which is good news for actions that included an extended service cant jump from just over 53% to almost fl eet managers who need to sell product. contract, life insurance or disability insur- 60% in 2009,” Helby adds. “A cash buyer, ance decreased notably in comparison by our defi nition, is someone who decided “Stronger used vehicle gross margins to the previous year... The percent of not to have fi nancing arranged within the will naturally lead to a greater appetite transactions in 2009 that included a loan walls of the dealership. They went outside for auction vehicles as dealers rebuild obtained at a dealership dropped by al- and dealt with a lending source directly— their used vehicle inventories,” Helby con- most 5 percentage points, compared with a bank, line of credit, etc.” cludes. “With current PIN data indicating 2008, while cash sales (a category that extended service contract penetration lev- includes transactions in which custom- Good news els jumping up to 22.2%, the opportunity ers obtained loans privately) jumped by Although 2009 was a diffi cult year, the to earn additional back-end gross is avail- nearly 6 percentage points.” good news is that business is bouncing able to all prepared dealerships.”

30 | | April 2010 | www.autosphere.ca Jack Kazmierski [email protected] Business Tools the CarProof CLAIMS report, providing Liselle Wettstein says that it’s in critical accident data, service records, the vendor’s best interest to ﬁ nd mileage, etc. This report is primarily out whether the vehicle has been damaged before they sell it. Sordid Past aimed at the remarketing industry. Our next most popular report is the CarProof What secrets are your VERIFIED report, which is more of an all-encompass- vehicles hiding? ing report.”

mysterious past may be a bonus Off the record when you’re looking for romance, but If you’ve had a vehicle A not when you’re buying or selling a in your ﬂ eet from the car. A vehicle with an uncertain history can moment it rolled off end up costing time and money. the assembly line, you might assume While vendors can claim to do “their best” that you already to disclose the full history of a vehicle, know the complete that’s simply no longer good enough. Not history and don’t only do buyers demand to know all the n e e d a c o m p a ny details, but in certain jurisdictions, like like CarProof to dig Ontario, full disclosure has been written a ny d e e p e r, b u t into law. Effective January 1st, 2010, the Wettstein says that’s Motor Vehicle Dealers Act of Ontario de- not always the case. mands that sellers present buyers with a “Perhaps a vehicle complete vehicle history. renter was in an accident and had the Dark secrets vehicle repaired with- But even the most conscientious vendors out the knowledge of can omit details about deep, dark secrets the insurance company they know nothing about. That’s why to avoid a premium in- companies like London, Ontario-based crease. The fleet company CarProof are eager to fill in the blanks would have no knowledge of with a complete vehicle history, cobbled the accident but there is a strong together with information they dig up chance that CarProof would retain the from their sources. data.”

CarProof collects data from across Wettstein says her company’s research Canada, and has access to information has unearthed some disturbing statistics. 6 months or a year later and have to take in the United States through its partner, “Through testing with fleet and rental the car back. They’re better off dealing Experian Automotive. “We have a recipro- companies, CarProof found that 10% of with it up front.” cal agreement so we can provide full the vehicles that were tested had previous U.S. histories in all of our reports to our damage not reported.” The peace-of-mind from disclosure allows Canadian customers,” says CarProof’s VP purchasers across the country to have full of Corporate Accounts, Liselle Wettstein. In Ontario, the onus to uncover and reveal confidence that the vehicle under con- the hidden history of a vehicle is on the sideration is as represented, resulting in Founded in 1999, CarProof offers reports vendor, and doing so is required by law. higher conversion rates for sellers. to both consumers and the remarket- In other parts of Canada, Wettstein says ing industry including wholesale, auc- it’s just good business practice. “It’s in the For more information on CarProof reports tions, manufacturers, lenders and fleet vendor’s best interest to ﬁ nd out whether please visit www.carproof.com, or contact companies. the vehicle has been damaged before Liselle Wettstein at 519-675-1415, ext. they sell it. They don’t want to be caught 258 or [email protected]. “We have two different types of reports,” ex- “Ten percent of the vehicles that were put out on rental buybacks plains Wettstein “Our had undisclosed accidents when they came back.” – Liselle Wettstein most popular report is

www.autosphere.ca | April 2010 | | 31 Trevor Henderson is vice president of e-business and business development for ADESA Canada, where he is responsible for guiding the development and implementation of strategic online programs and services for ADESA’s commercial and dealer customers.

Trevor Henderson [email protected] Wholesale Perspectives Stories from the Wholesale Market If you have been following the stories written about the automotive industry over the past couple of years, you would be justiﬁ ed in feeling some level of fatigue. It has been a period of overwhelming commentary, prediction, and emotion.

s a new contributor to this space, perhaps the most prevalent were the at- many consumers for the purchase or lease I will be focusing on the wholesale tractive prices of used vehicles and the of a new car resulted in robust demand A market, an area that has not been challenging economic conditions for many for used vehicles. This demand was met subject to significant coverage in the prospective car buyers. with somewhat constrained supply and media. This area of the automotive busi- prices began to rise early in the new year, ness represents millions of transactions Moving from bad to good a phenomenon that was able to sustain each year in North America and, as a re- For the 15 months preceding 2009, over- itself well into the year. The Index rose al- sult, what happens in the wholesale mar- supply was a major factor affecting the most 10% from its low point in July 2008 ket fundamentally affects the new car Canadian used vehicle market. Starting to its 2009 high in October, before falling business. The two are inextricably linked in the fall of 2007 back to end the year up and the wholesale stories are very im- with the appreciation 2009 was a welcome 3.2% from December portant in understanding the automotive of the Canadian dol- change for wholesale buyers to December. industry as a whole. lar against the U.S. and sellers, with a more dollar, many dealers Similar experience robust Canadian used The wholesale market in 2009 provided and consumers iden- for the fl eets some “good news” stories. A focus for tifi ed an opportunity vehicle marketplace. As would be expected, many sellers in the wholesale market was to source inventory the experience of the on getting prepared for the implementa- south of the border, saving signifi cantly on fl eet vehicle remarketers was consistent tion of the Ontario Motor Vehicle Dealers their purchases as a result of price dispar- with the wholesale market in general. Act (2002). Though intended primarily to ity between the two countries. Prices for fl eet units for the 2008-2009 enhance consumer protection laws per- period peaked in October 2009 before taining to the purchase of used vehicles This led to excess supply in the Canadian falling back to their January 2008 level at in Ontario, the Act has had a national market, where there were many more the end of December 2009. An interesting impact on the large commercial sellers, vehicles available than required to meet trend in the market over this same period including the manufacturer fi nance, rental domestic demand. The additional impact was the increasing odometer values for re- and leasing companies. This will be the of a weakening Canadian economy as a marketed vehicles. The average odometer subject of a future article once the mar- result of the recession contributed to fur- reading increased approximately 7% for ket has had time to adjust to the recent ther demand constraints, keeping some fl eet vehicles sold in Q1 2008 as com- implementation. purchasers on the sidelines through the pared to vehicles sold in Q4 2009. This end of 2008. As a result, we experienced is to be expected as many fl eet operators While vehicle history disclosure is re- substantial price depreciation as indicated are keeping vehicles in service longer. garded as a positive in our business, the in the ADESA Canada Used Vehicle Price bigger “good news” story of 2009 was the Index, which declined by close to 10% As 2010 unfolds, we will attempt to pro- strength of the used vehicle market. After from mid-2007 to December 2008. vide additional insight in this space. For 2008, a year marked by signifi cant pres- more detailed discussion, please visit sure on prices, 2009 came in with pent-up The story was much different at the begin- www.adesa.ca for the ADESA Canada demand for used vehicles. This demand ning of 2009. The combination of lower Used Vehicle Price Index and monthly was driven by a number of factors, but prices and the lack of credit available to commentary provided by ALG Canada.

32 | | April 2010 | www.autosphere.ca Shirley Brown [email protected]

PHOTO: JACK KAZMIERSKI

Air Conditioning Checks Summer Is Coming, Check the A/C The A/C is due for a spring checkup… after all, much like some animals, it’s been asleep for the winter. Now is the time to check out all of its components to see if it is ready to go for the long, hot summer days ahead. PHOTO: AUTODEADLINE.COM

fl eet manager’s job—just like a tech- In addition, you must consider that old Drive belts need special attention to the nician’s—is to make sure that all the or improper antifreeze could be a cause tension—as the engine revs, does it freely Avehicles in the fl eet under his control of ECD—electro-chemical degradation. move up and down? Are there any belt are road and safety ready. The air condi- This can cause corrosion, and therefore track changes? Is there any fraying, crack- tioning system is just one of many checks hose or components can fail because they ing, or glazing? Are there any bearing that should be made. Leaks need to be have been weakened or corroded from noises in the pulley? Is the belt sunk down found and fi xed and sometimes this is not the inside. into the pulley? an easy job. One thing that isn’t necessary today is changing the thermostat, thank Drive belts, etc. The cooling system also needs to be goodness. That seasonal change went out An A/C technician I spoke with once said checked with the A/C running. Radiator many years ago! that at their location they service air fi ns should be checked for any leaks, and conditioning in four sections: drive belts/ both upper and lower hoses need to be Air fl ow tension pulleys, cooling systems, electrical checked for swollen, cracked, or weak sec- There are many obstructions and vents systems, and electronic systems. Take a tions. In addition, the water pump should that can compromise air flow. Another look at these sectors as they play a huge be checked for coolant seepage. common failure is a clogged cabin air part in the A/C system. It doesn’t matter fi lter. One of these items can lead to a which one you start with, as long as all are Don’t forget to check the electrical fan. misdiagnosis and you may think there is checked. Remember—the fans and blower will be a stuck blend door or the blower motor on high speed and the A/C clutch will be could be failing. The cabin fi lter, if clogged, You know that, in the electronics depart- engaged but, additionally, has to power can cause contaminates to be concentrat- ment, the computer turns on the A/C the cooling fans at idle. The alternator ed in the cabin by maybe 50%. This fi lter system—the switches and sensors tell it output and battery conditions need to be should be replaced when required. what’s happening. To check it, have the checked also. tech fi ll the system with Nitrogen at the Your technicians will also likely do a cool- recommended psi and the computer will The A/C is important to your fl eet—make ant fl ush, but the manufacturer’s manual think it’s charged. When you run the A/C, sure it’s running properly. The spring should be checked for “replacement inter- you will hear if the compressor is noisy check up is extremely important. vals.” Remember also that the manufac- when it pumps. turer’s specifi ed antifreeze must be used.

www.autosphere.ca | April 2010 | | 33 Éric Descarries [email protected] TRUCK SECTION Montreal’s Peter Frantzenkakis was in charge of the engineering of the That’s an F-350 pulling a 75,000 lb loader! Super Duty.

The F-450 can also be offered as a commercial chassis-cab.

The new F-250 is shown here in one of its most It’s Finally Here! popular body styles. Ford Launches PHOTOS: ÉRIC DESCARRIES Its New F Super Duty Ford has ﬁ nally launched its all-new Super Duty line of F Series light trucks. Once again, it will be offered in the F-250 and F-350 pick- up models and in its commercially oriented F-450 and F-550 chassis cab. And let’s not forget the unique F-450 pick-up in the line-up! This is the Ford Super Duty’s interior.

here are very little cosmetic changes All that power means that a fi fth-wheel starts at $35,499. The popular F-250 XLT to the Super Duty’s body. Only the equipped F-350 can pull trailers up to Crew Cab 4x4 mentioned earlier goes for T front grille, the headlamps, and the 21,600 lbs while the F-450 can go up to a base price of $43,399. The optional bumper seem to have changed. But under 24,400 lbs. Also, Ford has introduced a turbodiesel engine goes for an additional the hood, there’s a lot to say. new gooseneck hitch system that features $9,950. a frame support built under the pick-up The engines bed and integrated by the manufacturer A special engine The new base engine, a 6.2-litre gaso- to the chassis and a ball that can be The 6.7-litre turbodiesel V8 is now being line V8, develops 385 horsepower and removed simply by unlocking it from its produced by Ford itself. The American 405 ft-lb of torque. It can run on E85 base. Thus, the pick-up bed can be fully car maker has stopped relying on outside fuel. In addition, the power of the much usable. providers and it has decided to offer its awaited 6.7-litre turbodiesel V8 has fi nal- own diesel engine, a totally new power- ly been unveiled at 390 horsepower and Once again, the F Super Duty, which plant with all the modern amenities you 735 ft-lb of torque. Both engines are represent some 40% of Ford’s light truck can think of and more. Indeed, in design- hooked to a new six-speed automatic sales, is available with a regular cab, a ing the new engine, Ford people have transmission that can be shifted manually. Super Cab, and a Crew Cab. According discovered they could move the intake to Ford offi cials, the most popular model under the cylinder heads, and the exhaust remains the F-250 XLT Crew Cab 4x4 with system above the V8. Consequently, the the gasoline engine. Its interior is one of turbocharger, a unit that has often proven the roomiest of the segment. In Canada, a in need of maintenance, is now on the base F-250 XL with regular cab and 4x2 top of the engine where it can easily be reached without taking apart the truck’s front end.

A Ford Super Duty F-450 pick-up can pull trailers weighing more than 24,000 lbs. 34 | | April 2010 | www.autosphere.ca Éric Descarries TRUCK SECTION A New Player [email protected]

PHOTOS: ÉRIC DESCARRIES Nissan Unveils Its First Commercial Vehicle For many years, Japanese auto maker Nissan has been very active in the commercial vehicle segment around the world. However, even though it has a successful ﬂ eet of such vehicles in Mexico where it holds some 40% of the commercial truck market, it has never offered Nissan unveiled its commercial van at the NTEA last March. a commercial truck in Canada and the U.S.

ut all that is about to change. of Nissan in Canada, this line represents Indeed, after unveiling a concept the most researched Nissan product since B vehicle a little more than a year 2004! ago, Nissan has just unveiled the production prototype of the fi rst light commercial Nissan has announced a cargo area that vehicle it will market, starting next fall, in is 120.7 inches long and 53.4 inches Canada and the U.S. First called the NV, wide between wheel wells (which have a this locally designed delivery van will be fl at top). The standard version will offer a based on an updated Nissan Titan chassis 55.5-inch height while the higher version and will be offered with a regular roof or will offer a 76.5-inch height that will allow The Nissan NV delivery van will be sold in an extended roof version . a high-rise roof version in which operators an average person to stand up. Note the will be able to walk. However, Nissan almost vertical walls. Nissan included the management has specified that the NV ease of upfitting with brackets, prewir- will be a totally new truck, including a new ing, full inner panels, mounting points for chassis, except for the 4.0-litre V6 and op- racks (that require no drilling), and more. tional 5.6-litre gasoline-powered engines available with a five-speed automatic The front passenger compartment will transmission. feature “smart functionality,” looking very much like a mobile offi ce with some stor- More to come age. Add to that Bluetooth connectivity The Nissan NV delivery truck was un- and a rear-view camera. According to veiled at the National Truck Equipment Castelli, a chassis-cab is in the picture.

Association show in St.Louis, Missouri in There will also be a NV200 version of this People can walk inside an extended roof Nissan NV. early March. According to Nissan offi cials, truck, a smaller vehicle made to compete the truck will be offered in 1500, 2500, with the Ford Transit Connect. door stall with a 30,000-lb lift. And they and 3500 versions—we speculate that will require an on the road salesperson. the next generation Titan pick-up truck Where to fi nd it? Diesels? Not for the moment because, will also be offered in such capacities— Nissan Canada is thinking of an initial 15 according to Nissan, the demand is much and it will be built in Nissan’s Canton, to 18 Canadian dealers for the NV line of lower than originally thought. Some NVs Mississippi facilities where the company trucks. In fact, there might be more than might find their way into RV outfitting, is investing some $18 million in expan- 30 dealers in total when the brand is but more than 80% should be within the sion. Actually, according to Joe Castelli of well established. Most dealers will be in commercial fl eets. The NV will go on sale Nissan USA and Mark Grimm, president metro areas and will have to have a 15-ft during fall 2010.

www.autosphere.ca | April 2010 | | 35 Belt Wear Shirley Brown [email protected] Check It Out Belt wear is something people tend to overlook. In a ﬂ eet such as yours, it’s very important, so take the time to look at the vehicles you’re in charge of.

ne in 5 vehicles need a new belt, according to the Car Care Council. O Since the late 1990s, automakers have been installing EPDM (Ethylene Propylene Diene Monomer) belts on new models. It’s a superior technology but the wear is harder to determine. Gates, a company that specializes in belts, hoses, and hydraulics, developed a Belt Wear Gauge to help identify and recommend replacement at the appropriate time and we’re bringing you this information here. Other belt manufacturers’ websites provide information as well—Dayco, Goodyear, and belt length, lowering the tension in the Material loss can also cause a change in ACDelco. system, which reduces traction. the effective belt length, which can move the tensioner beyond its take-up range. EPDM belts rarely show cracks and Although EPDM belts don’t seem to crack This will reduce overall system tension, chunk-outs. As they age, they gradually with age, they can still exhibit other symp- also lowering accessory performance. lose rubber material. Over a period of toms caused by problems with the ac- 160,000 km, a belt can lose up to 10% cessory drive—tensioner misalignment Misalignment wear can also be an indica- of its rib material. While this may not or failure, pulley misalignment, excessive tion that the internal components of the seem like a lot, the consequences can be heat, or bearing failure in one of the other tensioner have failed. Material loss and signifi cant. components. If the belt exhibits abrasion, subsequent changes to effective length on cracking, glazing, or pilling, it needs to be belts can also cause belt slip, resulting in Signs of Wear replaced. If it fails, it could damage other noise, vibration and high heat, which can The diagram above shows how EPDM system components. damage accessory bearings and cause ac- belts wear as they age. cessories to fail. Although the ribs haven’t Accessory belt drive system become shorter, material problems caused by a worn belt If an accessory drive repair is necessary, it has been lost in the val- A worn belt can lose traction (slip) on the makes sense to replace the belt with sig- leys of the ribs (indicated pulleys, particularly in high-load and/or nifi cant mileage. If your fl eet vehicle has in red), making the space wet conditions. Slip can cause belt/pulley 100,000 or more kilometres of service on between ribs wider. As temperatures to rise by up to 50%, lead- the belt, you should consider belt replace- more material is lost, the ing to early accessory bearing failure. ment. It’s a wise preventive maintenance pulleys ride deeper into recommendation. If the belt shows signs the belt valleys resulting Hydroplaning occurs when water cannot of pilling, glazing, cracking or misalign- in slip, noise, and hydro- be effectively channeled away between a ment damage, it needs to be replaced. Undamaged EPDM belt planing. With sufficient worn belt and the pulleys. The belt then www.gates.com material loss, the pulley ribs “bottom out” “hydroplanes” on a fi lm of water, resulting www.dayco.ca in the valleys and ride on the belt cord. in loss of power transmission to the ac- www.goodyearep.com This reduces the surface contact on the cessories. This can result in the “Check www.acdelcocanada.com valley sides, where the traction is gener- Engine” or “Alternator Charging” warning Our thanks to Gates Corporation for the informa- ated. Wear also increases the effective lights to come on. tion above.

36 | | April 2010 | www.autosphere.ca Éric Descarries [email protected]

The trunk area of the new Police Interceptor is designed to accept a lot of equipment.

Ford redesigned the Taurus interior to make it The upcoming Ford ergonomically useful Police Interceptor has for police work. a familiar grille.

Two cops ﬁ t very Decisions, Decisions comfortably in the new Police Interceptor.

Ford Introduces a New Police Car PHOTOS: ÉRIC DESCARRIES

Front or all-wheel drive 220 amp. alternator with new easy wiring. North America’s police The new Police Interceptor starts as a departments will have front-wheel driven car. And, as almost all A specifi cally designed interior full body-on-frame cars are out of produc- But for police work, what really counts is serious decisions to make tion now, this new Police Interceptor is a interior room, and this is one of the rea- fully unibody sedan with a structure that sons Ford has purposely built the Police come 2012… was reinforced, according to Ford. And Interceptor. First, let’s mention that the not only is it designed for police work, it shift lever has been moved from the con- is also designed for fl eets. Its base engine sole to the steering column, close to the ndeed, Ford will then terminate the will be the Duractec 3.5-litre V6 that dashboard. The console was reshaped in production of its venerable Crown develops 260 horsepower while the op- order to add more room for equipment. I Victoria, a car that has been the icon tional engine will be the 365-hp EcoBoost Front seats were ergonomically designed, of police cars for so many years. As a 3.5-litre V6 that is more powerful than the equipment in mind once again. The rear matter of fact, Ford is bragging that it actual Crown Victoria V8 but as econom- seat also known as the “containment holds some 70% of the police car market ical on fuel as the DuratecV6. Another zone” is larger than it seems. The actual in North America. But as the Crown Vic optional mechanical equipment is the all- prototype that was shown to Ford’s guests is disappearing, police departments will wheel drive system. Ford claims that an had a safety division but still left a lot of have to choose between a slightly revised EcoBoost Police Interceptor with all-wheel room for the vinyl upholstered rear bench Dodge Charger, the upcoming Chevrolet drive and Advance Trac RSC will accelerate seat with rubber mats. Rear doors open Caprice based on an Australian chassis, twice as fast as the current Crown Vic. more than 70 degrees for better access. or the all-new Police Interceptor, based on the Taurus, recently introduced by Ford. The chassis was beefed up with stronger The new Police Interceptor, a car designed engine mounts, reinforced front subframe, for 10 years or 240,000 km of work, is The 2012 Police Interceptor is fi rst of all rotors and brake callipers, and cooling scheduled to go through a certification designed for safety, according to Ford. package—and look at the Crown Victoria- test next fall with California and Michigan And, it is not a car adapted for police work styled grille. Finally, the Police Interceptor police. By the way, Ford has also an- but an all-new purposely-built vehicle. For has new geometry for its suspension, big- nounced its sedan will have interchanging example, its structure is designed to pass ger 18-inch wheels crash-tested on 8-inch parts with an upcoming Police Interceptor a 120 km/h rear-end crash! curbs at 64 km/h and it is available with a SUV (could it be the next Explorer?).

www.autosphere.ca | April 2010 | | 37 Barry joined Madison MacArthur Inc. as director of Executive Search with over thirty-ﬁ ve years of business experience in the automotive manufacturing sector. He held senior executive positions in sales, service, marketing and public affairs, and also certiﬁ ed as an executive coach. His career has taken him across Canada, living in Regina, Winnipeg, Vancouver, and Toronto. Barry is a graduate from the University of Saskatchewan with a Bachelor of Administration degree. He is an active supporter of numerous charities, and currently sits as Chair, Board of Directors for the Canadian Medic Alert Foundation. Barry Kuntz [email protected] Human Resources What Does Your Resume Say About You… When You’re Not Around? A well crafted resume is your personal advertisement—your marketing brochure.

ou saw the posting. It’s the perfect achievements. Fewer still can readily ar- achievements in a very readable manner. job. You have all the key skills… ticulate their career goals. Content is all Knowing this, you would then organize Y you’d be a great ﬁ t and you know about the writers’ ability to showcase your experience by position title, listing that you would produce record results for themselves, to write succinctly, about your most recent position ﬁ rst. You need the new company. But how do you get the what they’ve done, what they’ve accom- not go back farther than the past 10 to company’s recruiter to agree? plished, and what they’d like to do. 15 years. Beyond that is not relevant.

It all starts with your resume. You need a persuasive resume… Include a brief synopsis of any companies That said, how would you go about writing where you have worked. You don’t want to What does your resume say about you? a persuasive resume? leave the recruiter guessing. For each job Does it grab the recruiter’s attention, at that company, spell out your and provide a compelling reason for accomplishments separate- them to continue reading? It needs to. Many executives haven’t dusted ly from your responsibilities. off their resume in years… some First, state your responsibil- Truth is… ities in two or three senten- You should always have your resume don’t even have one. ces, while emphasizing your “current and polished.” skills and abilities. Use action verbs to start each sentence, Surprisingly, many executives haven’t Clearly, it needs to give a great fi rst im- such as: designed, organized, built, led, dusted off their resume in years… some pression. At the top of the page, provide a earned, established. don’t even have one. branded look to your name. Present yourself to recruiters in a truthful, but polished Below responsibilities, highlight your major I’ll admit it isn’t easy to write a two to way. Avoid common templates; be cre- accomplishments. Accomplishments re- three page document about oneself. At ative, professional… distinguish yourself. fl ect what was achieved as a result of what the very least, it’s a purging experience. you did. For example: “Increased profi ts Done right, it calls out to a recruiter, how Below your name and contact coordin- 30% by developing and implementing a well you would fi t into that perfect, new ates, present a power statement, custom- national direct marketing campaign.” role. ized to the position you are applying for. You need to answer the recruiter’s burning The rest is pretty straight-forward. At the In my practice, I generally see two key question, “What do you have to offer that bottom of your resume, briefl y state your areas to writing a resume that require is important to the company I represent?” education, relevant association affilia- major improvement—format, and con- tions, and awards. tent. Many people use common, lack- Next, in a separate section, provide a quick lustre templates, formats that provide profile of your strengths, list your core Remember, recruiters are looking for little to distinguish their resume from the competencies. If you Lead Courageously, achievers, people who consistently go sea of candidates competing for the same Think Strategically or Drive Execution, above and beyond. An achievement-ori- position. then call it out. ented resume, like the one I’ve just described, is your personal advertisement, Most people can easily jot down a com- For executive searches, recruiters prefer a marketing brochure to get you the inter- plete list of their job responsibilities, to see experience listed chronologically, view that will help you to land that perfect but few know how to highlight their true because it highlights responsibilities and job.

38 | | April 2010 | www.autosphere.ca EMPTY PLASTIC BOTTLES? THERE’S SOMETHING IN THEM FOR YOU. Stewardship Ontario is an industry organization that is committed to building sustainable communities and a greener Ontario by helping businesses, like yours, recycle certain hazardous and special wastes effi ciently and cost effectively. As part of the Do What You Can program, we will arrange to collect and recycle these items directly from your automotive service centre – at no charge to you: • empty oil and antifreeze bottles • antifreeze • oil fi lters To fi nd out more about our Do What You Can program, call 416-919-5823.

Stewardship Ontario is a leader in the development and delivery of innovative and efﬁ cient recycling and waste diversion programs. This Do What You Can program is funded by the industries (our Stewards) that make and market these products. Visit us at: www.stewardshipontario.ca dowhatyoucan.ca

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