CATA Bulletin a biweekly newsletter

official Web site of CATA dealers Volume 100, No. 4 March 3, 2003

Chicago Auto Show draws crowds, raves Enthusiastic crowds swelled at- tendance at the 2003 Chicago Auto Show, and area dealers awaited what SEE AUTO SHOW, PAGE 2 DriveChicago.com segues from Web to print DriveChicago.com in Print de- buted at February’s Chicago Auto Show, where 40,000 copies of the new publication were distributed to show-goers. Another 10,000 copies were placed at retail outlets. The circular showcases the inven- tories that appear on the Internet of Bill Jacobs, seated, holds his award as a 2003 Time Magazine Quality Dealer DriveChicago subscriber dealers. Award nominee. The president of the Bill Jacobs Automotive Group is joined at the DriveChicago.com in Print portrays Feb. 1 awards presentation by CATA President Jerry Cizek, second from left, and 20 vehicles per page with four-color representatives from Time magazine and the Goodyear Tire & Rubber Co. vehicle photos and descriptions. “We feel, as a DriveChicago Jacobs honored for TMQDA nomination board, that this publication has been a resounding hit,” said Mark William T. Jacobs Jr., proprietor of untiringly to help their communities and Scarpelli, who serves on the entity’s eight area dealerships, was among 64 their industry and are an inspiration to board of managers. “There’s a lot of dealers nationwide honored as recipients all of us.” buzz about this. We feel it will be a of the 2003 Time Magazine Quality A panel of faculty members from the success.” Dealer Award, in a Feb. 1 ceremony as University of Michigan Graduate School Scarpelli said the new circular part of the annual NADA convention and of Business Administration selected five will print once again in March; then exposition. finalists. John Bergstrom, a Chevrolet- accelerate to two editions each in The award recognizes new-car deal- Buick-Cadillac dealer from Neenah, April, May and June; and culminate ers for exceptional performance in their Wis., was named winner of the 2003 with weekly issues beginning in July. business coupled with distinguished award. Jacobs earned the nomination of The publication is available free at community service. the Chicago Automobile Trade Associa- area Shell gas stations, Dominick’s “The recipients of this prestigious tion. and Jewel groceries, Blockbuster award,” said NADA Chairman Alan Jacobs grew up at his father’s dealer- movie rental stores and Bally Total Starling, “do a lot more than just sell cars ship and, as the years progressed, held Fitness locations. and trucks. They work diligently and SEE JACOBS, PAGE 4 2 CATA Bulletin March 3, 2003

Auto Show Napleton’s Auto Werks of Indiana, and George Zouganelis Jr. of Community Oldsmobile in Wilmington. CONTINUED FROM PAGE 1 Food drive nets 12 tons subsequently is regarded as the launch of the dealers’ spring Late weekday crowds benefited the Chicago Christian selling season. The only thing lacking at McCormick Place Industrial League by contributing more than 24,000 pounds was snow; the city’s lakefront sidestepped two storms that of canned food. The CATA extends a $5 discount off regu- buried areas just miles away. lar adult admission to those who bring three cans of food Plentiful media coverage showcased the nearly 1,000 Wednesday through Friday at the show. vehicles on display. Some of the show highlights: “Food drives tend to center around holiday seasons, but $28,900 disbursed in Auto Show ACE awards hunger is a dilemma that goes on year-round,” said Jerry At what marked the final appearance of Oldsmobile at Cizek, general manager of the Chicago Auto Show and presi- the Chicago Auto Show, a salesman who has worked in the dent of the CATA. “It’s the belief of the CATA board of carmaker’s display at the last 22 Chicago Auto Shows col- directors that we can help those in need by offering this lected five Awards for Customer Excellence, including the weekday discount to show patrons.” final day’s award. Edward Kucic, representing Ettleson Cadillac- Oldsmobile-Buick, has sold the Oldsmobile line since 1981. 2003 CATA Board of Directors In fact, the first car Kucic owned was a 1955 Olds. Effective salespeople at the just-concluded auto show Officers netted a combined $28,900 under the ACE program. Sales- Mike McGrath, Chairman 773-342-6300 Casey Wickstrom, Vice Chairman 630-529-7070 people at all vehicle exhibits were evaluated each day by Art Kelly, Treasurer 708-499-1000 incognito judges who rated the salespeople using various Terry D’Arcy, Secretary 815-744-5900 criteria. The prize, $100 cash, can be won by only one sales- Jerry Cizek, CATA President 630-495-2282 person a day at each exhibit. Directors Joining Kucic as a five-time winner is Dave Dymond of Lee Drabek 773-631-9000 Bernard Isuzu. Six others won an ACE three times: Dan Steve Foley 847-564-4090 Alfaro of Max Madsen Mitsubishi, Len Donnells of Joe John Guido 847-870-1300 Rizza Acura, Jim DuMont of Feeny Chrysler-Jeep, Bill Bill Hartigan 630-629-3300 Fleming of Patrick Pontiac-GMC, Mike Sargent of Bill Hawkinson 708-599-6000 Bill Jacobs 815-725-7110 Bob Loquercio 847-741-2100 ’03 Chicago show world debuts Dan Martino 708-418-8800 Kevin Mize 847-297-5700 Production John Phelan 708-442-4000 2004 Acura 3.5 RL Mark Scarpelli 847-395-3600 2004 Dodge Ram SRT-10 Jeff Sullivan 847-392-6660 2004 Ford Freestar minivan Dave Taylor 815-935-7900 2004 Mercury Monterey minivan Dan Wolf Sr. 630-717-1578 2004 Mitsubishi Lancer Ralliart performance sedan Contact any director about your concerns and comments! 2003 Volkswagen GTI 20th Anniversary Edition 2004 Volvo S80 Concepts The CATA Bulletin is published by the Chevrolet Aveo Chicago Automobile Trade Association Chevrolet Impala SS 18W200 Butterfield Road Chevrolet Monte Carlo supercharged SS Oakbrook Terrace, IL 60181-4810 Ford SVT Lightning concept 630-495-CATA [2282] phone 630-495-2260 fax Ford SVT Mustang Cobra 10th Anniversary Package The CATA Bulletin is published and mailed every other Friday Mazda limited-production Miatas (2) except during the Chicago Auto Show, when it is not published. Mercedes-Benz E55 AMG Listings of items for sale are subject to the approval of the Subaru turbo-charged Forester 2.5 XT CATA. Candidates for employment must submit a full résumé to the Editor. Suzuki Mid-size Verona Review past editions at http://cata.drivechicago.com/ Suzuki Premium Compact Forenza

Toyota Tundra “Big Rig” double cab pickup Jerry H. Cizek III President, Publisher Erik K. Higgins Editor, Director of Dealer Affairs Toyota Tundra NASCAR truck said Walter McManus of said.

March 3, 2003 CATA Bulletin 3

Consumers sue automakers over Conducting the test drive correctly Canadian import restrictions To maintain profitability, regardless of the economic climate, a dealership staff must conduct itself properly A lawsuit filed Feb. 20 warranties on vehicles every time a prospect or customer visits the dealership. charges DaimlerChrysler, bought in Canada for use in A system should exist to identify proper behavior, and General Motors, Ford, the United States. the system should be followed every time. Honda, Toyota, the NADA, The factories say they are One crucial element of a sales system is the test and the Canadian Automo- losing out on more profitable drive, which is the customer’s opportunity to experi- bile Dealers Association U.S. sales when Americans ence firsthand all the features and benefits described in with breaking antitrust laws buy cars intended for the the vehicle presentation. The test drive can make or by conspiring to prevent Canadian market. break a sale, so it is worthwhile to establish and adhere Americans from buying cars Automakers set lower to certain guidelines. imported from Canada. prices in Canada because When planning the demo drive, always The suit, filed by a group consumers there have less • Accompany the customer; of U.S. consumers, states money to spend than Ameri- • Check the demo vehicle for cleanliness and proper that several automakers have can buyers. operation; stopped honoring warranties The suit seeks class-ac- • Use a preplanned route that highlights vehicle on Canadian cars resold in tion status on behalf of all features; the U.S. The lawsuit, filed in consumers who bought cars • Avoid heavy traffic, where possible. San Francisco, says the in- at authorized U.S. dealer- For the salesperson’s safety, always dustry illegally restricts com- ships. A similar suit was • Review the person’s driver’s license and make sure petition by refusing to honor filed in Chicago. it is valid; • Fill out a demonstration drive “agreement” that First Look for Charity raises record sum includes the prospect’s name, address, phone number Seventeen area charities raised in Chicago stays in and details about the demo vehicle; shared in more than $2.2 Chicago.” • Inform management of the route to be taken; million raised by the 2003 As the name of the event • Bring another salesperson, if there is a concern Chicago Auto Show’s be- implies, those who attend about riding alone with the customer; nevolent event, First Look First Look for Charity are • Insist that the customer operate the vehicle law- for Charity, and one attendee part of the premier viewing fully. left with a promissory note of each year’s auto show. When conducting the demo drive, always for a yet-to-be-built 2004 A highlight of the evening • Take the wheel first, to let the customer observe Pontiac Grand Prix. is the drawing for a new ve- the features and the feel of the new-vehicle ride; The amount raised hicle, the event’s grand prize. • Run through the operation of controls and features; eclipsed the 2001 record sum This year’s event awarded • Focus on features that match the customer’s by about $400,000. The 12- the Grand Prix to Chad expressed expectations and needs; year-old black-tie benefit is Woehrle of Addison. • Change drivers at a midway point; held the evening before the Woehrle pledged that his • Point out features as the customer drives; auto show opens its 10-day first act in his new car would • Allow a few minutes of silence, then answer any public run. be to “take a long drive.” questions or concerns; “First Look for Charity is Proceeds of Woehrle’s • Subtly ask trial closing questions, like “Is there a great instrument for the ticket benefited Children’s any additional equipment you’d prefer to have in your area’s new-car dealers to Memorial Hospital. In all, 17 new car?” or “Based on all we’ve looked at, would you show the positive impact Chicago area charities prof- say this car fills your needs?” they have on their commu- ited from the event. This article was adapted from an NADA manage- nity,” said Bob Van Iten, Tickets to the fund-raiser ment guide, “A Dealer Guide to a Winning Sales chairman of this year’s auto are $175 each. For the event, System.” Copies can be ordered at 800-252-6232 ext. show. “All the benefiting the auto show floor is replete 2. Cost is $10 to NADA members or $20 to nonmem- charities are involved lo- with a variety of food and bers, plus shipping. cally, so the money that’s beverage stations. 4 CATA Bulletin March 3, 2003

Jacobs Median age up for U.S. cars, trucks: Polk CONTINUED FROM PAGE 1 Americans are keeping older ve- median age for light trucks is still sig- almost every job in the store. Jacobs hicles on the road for longer periods, nificantly lower than cars due to the has spent the past 20-plus years trying the R.L. Polk & Co. reported in Febru- recent boom in new-truck registrations to maintain the example his father set ary, with the median age of cars and over the last few years.” as a dealer and a person. Jacobs is light trucks in operation increasing for Eric Papacek of Polk pointed to ad- proudest of the fact that his father also the first time since 1996. vances in vehicle quality and engine was a Time Magazine Quality Dealer, The median age of light trucks in- technology that have enabled Ameri- in 1970. creased to 6.6 years in 2002, an 8 per- cans to keep their vehicles on the roads Over the past five years, Jacobs cent jump over 2001 and the largest longer. raised more than $1.5 million to found single year increase since Polk first “Better overall quality is apparent the Rush Neurobehavioral Center, tracked the statistic for trucks in 1993. throughout the passenger car seg- which deals comprehensively with the The median age of cars increased more ment—from luxury cars to economy issues faced by children with learning than 4 percent, to 8.4 years, the fourth cars,” Papacek said. “This represents a disabilities. The center is one of just largest one-year increase in 33 years. double-edged sword for auto manufac- two or three in the country to join spe- “The 2002 median car age of 8.4 turers in that better cars allow consum- cialists from a variety of areas to iden- years represents the highest median age ers to stay out of the market for longer tify and address learning disabilities. since we began tracking the statistic in periods, especially in response to a soft Jacobs also leads a statewide effort 1970,” said Polk’s Mike Gingell. “The economy.” to secure a wheelchair for everyone who needs a wheelchair but cannot af- ford one. Marketplace NADA tries to loosen Finance/sales Excellent vehicle technical knowledge, past work as dealership salesman. Successful in developing and evaluating strategies, fax rules for dealers financial modeling and analysis, budgeting and forecasting. Multilingual. Dealers should be able to fax ads to Ned Milic, 773-769-3671. customers with whom they already Service Director Leader, trainer, motivator. Maintain highest standards have a business relationship, NADA of service quality, customer support, facility maintenance to enhance officials recently told the Federal Com- dealership image, create repeat business and referrals. Winner of district, munications Commission. The FCC is regional, national service awards. Anonymous. considering revising rules that protect Billing Clerk 7 years dealership experience. Adept with Reynolds & consumers from unwanted ads sent by Reynolds, ADP, Microsoft Word and Excel. Trained in preparing fax or prerecorded phone messages. salesmen’s weekly commission, weekly payroll compensation reports. The Telephone Consumer Protection Also, license/title, wholesales, dealer trades, payables, payroll. Clarice Act bars businesses from sending such Heckler, 815-465-6406. ads without prior express permission. Résumés of all candidates on file at the CATA. Call 630-495-2282 to They also permit prerecorded phone obtain a copy. ads to those with whom a company has an “established business relationship.” The problem: The FCC regulations do not specifically recognize the excep- Congratulations! tion for unsolicited ads via fax. The Joe Kean, principal of Friendly Ford in Roselle, has been named to Ford FCC will decide whether revisions to Division’s 2003 National Dealer Council. the regulation are warranted. The council represents smaller Ford dealerships and serves as the An O’Fallon, Ill., new-car dealer was primary communication link between Ford Division and Ford dealers. fined $6.5 million last July for sending an ad to more than 33,000 local fax ma- chines. Consumers can claim as much as $500 for each unsolicited advertise- ‘Drive Chicago,’ the radio show, 9 a.m. Saturdays on WLS 890 AM ment they receive.