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.