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Call us today on (03) 9556 5495 www.drivechat.com.au PROFITABLE PRODUCTS CONTACT PROFITABLE PRODUCTS Level 1, 350 South Road Hampton East VIC 3188 AADA NATIONAL DEALER PUBLISHER: eBusiness Media MANAGING EDITOR: Luke Prendergast CONVENTION ART DIRECTOR: Vergil Dela Cruz 6-8 SEPTEMBER 2016 MELBOURNE CONVENTION & EXHIBITION CENTRE ADVERTISING MANAGER: Geoff Vine [email protected] Mobile: 0413 854 779 THANK YOU TO OUR SPONSORS PRODUCTION MANAGER: Stace Nagle [email protected] PRINCIPAL SPONSORS: Phone (03) 9576 9944 Fax (03) 9576 7277 CHANGE OF EMAIL (03) 9576 9944 or [email protected] EDITORIAL [email protected] EDITORIAL & ADVERTISING OFFICE Lvl 1, 350 South Rd, Hampton East VIC 3188 No responsibility is accepted by the publisher PLATINUM SPONSORS: for the accuracy of information contained in advertisements in the Profitable Products. Publication of any advertisement does not constitute endorsement by the publisher of any product, nor warrant its suitability. Advertisements are published as submitted by advertisers. COPYRIGHT No part of this magazine may be reproduced without the publisher’s written permission. CONTRIBUTORS The views expressed in Profitable Products GOLD SPONSORS: by the editor, external contributors and advertisers are not necessarily those of AADA. Share your thoughts with us. Autotraining Got a question, comment or want to submit editorial content? Write to us at editor@automotivedealer. AUTOPAY com.au. Letters must be addressed to the editor and should be short and sweet (no more than 150 words). PROFITABLE PRODUCTS SEPTEMBER 2016 3 AADANADA $4,250PER PERSON STUDY TOUR 2017 TWIN SHARE INCLUDES: • 4 nights (twin share) accommodation at the 5-star Omni Royal hotel • All applicable taxes and gratuities NADA • NADA Dealer registration NEW ORLEANS - JANUARY 26-29, 2017 • Arrival breakfast function with pre-arranged registration hand-outs • Dealership tour The AADA’s annual study tour to the world’s largest auto • Dedicated AADA workshop at NADA industry convention has a special flavour in 2017, with NADA celebrating 100 years of operation. • World’s biggest auto industry trade expo There is no better city in the world in which to celebrate than • NADA 100 years anniversary function New Orleans, with its Mardi Gras atmosphere, legendary music • AADA international relations dinner, scene and eclectic mix of people and interesting cultures. including international speakers As usual, AADA has put together an exciting program for this • Farewell cocktail function business-centric tour, with a little time set aside to enjoy being • All meals, beverages, staffing and in one of the world’s great party cities. transportations necessary for all functions • Unrivalled networking and business- Delegates will also enjoy an exclusive range building opportunities of premium add-on benefits that no other organisation can match. • Opportunity to experience the world-famous, culture-rich, French Quarter, with its music, history, tourist attractions and grand buildings. SINGLE ROOM SUPPLEMENT: $762 EXTRA NIGHTS: $382 PER ROOM PER NIGHT REGISTER ONLINE NOW AT WWW.AADA.ASN.AU OR REGISTER YOUR INTEREST WITH: Corporate Blue Travel Management Phone: (+61 3) 9578 6555 Terence Harris: [email protected] www.corporateblue.com.au WELCOME Profitable Products WELCOME TO PROFITABLE PRODUCTS CONTENTS ISSUE 4 SEPTEMBER 2016 SPONSOR FEATURES Patrick Tessier Auto–IT Continues To Lead The Way .............................. 7 Convention Director MTAA Super Continuee To Shine .................................... 9 Earn Five Times As Many Reviews Snap21 .................. 11 Macquarie Leasing: Giving You Options ....................... 12 elcome to our AADA National Convention 2016 issue of Profitable Products magazine. Fuchs: Lubricating Australia ........................................ 13 Pentana Solutions: The Innovators .............................. 15 WWith the automotive retail industry enduring another tough year, with local manufacturing winding down, parallel import issues and the yet to see fall Forging An Allianz......................................................... 17 out from Brexit and other global issues, keeping an eye on your businesses profits Meet Eric ....................................................................... 19 is becoming more important than ever. Carsales Goes From Strength To Strength ................. 21 Themain areas where profit can be increased may seem fairly self-evident. Cars And Cash At Manheim Live Auction ..................... 23 Clearly increasing sales is the obvious, if not a problematical answer. Just getting more money into the business is clearly one answer to profitability but not the only FEATURE STORIES answer. Join AADA At NADA 100 ...................................................25 However this also happens to be extremely difficult in a market place with 68 manufacturers all vying for the somewhat limited Australian car buying public. The Cloud: Why You Should Be Using It ..........................26 Your Online Reputation ...................................................28 Again smart options are out there for getting people into dealership and, and all are well worth exploring. Media: The State Of Play ..................................................30 Corporate Travel Management Could Save You Money ...33 Innovative media, social media and marketing opportunities are available, in a constantly changing media landscape and certainly should be a part of running Buying And Selling Cars At Auction.................................36 a successful business. Training Your Staff What’s There To Lose ......................39 Theother and somewhat less obvious answer to improving your bottom line, is to Maintain Your Workshop ..................................................41 become smarter and more cost effective at running your business, that is getting Engine Oils Technology On The Inside ............................43 the most out of the money you earn via car sales. Clean Cars Sell .................................................................45 This publication has sourced industry specific experts who not only know their Corporate Apparel - Looking The Part ............................46 own business operations but have focussed products and solutions that fit the unique vagaries of automotive dealerships. When you are talking to experts who understand, not only what you do but how you do it, you certainly have confidence that they can help you to do it better! That’snot to say there is a ‘silver bullet’ that will be the answer to all your business prayers, but, as they say, knowledge is power. The more you know of the products and services that are in the market the stronger you are to face challenges and keep at the front of the pack. So in line with the AADA National Dealer Convention 2016 theme of ‘Building Better Outcomes’, get involved with the new improved Expo exhibitors… engage the stand holders explore their products and services,pick their brains and above all enjoy yourself at this year’s Convention. PROFITABLE PRODUCTS SEPTEMBER 2016 5 We deliver great results for Australian dealers. For outstanding, personalised service and the most modern DMS and apps, it has to be Auto-IT. Book a demo at the AADA Convention and see what you’ve been missing. “The Parts Manager loves the reports on his “I go from meeting to meeting and hear about tablet. He walks around the warehouse and dealers’ frustrations with their provider. I’ve the parts department - he’s got his iPad in experienced that and I’ve told many dealers his hand; talking to his guys directly from the over the last few years that they should pick up output he’s getting from the system.” the phone and speak to Auto-IT and seriously consider them.’” Gavin Hart - Financial Controller Penfold Motors Stephen Crawford - Managing Director Col Crawford Motors “Auto-IT’s DMS continues to be the best system available for handling complex tasks “I’d absolutely recommend Auto-IT as a in our motor dealerships. It is incredibly partner to the business - just as much from stable, resource friendly, and our people with the relationship side as the product.” different levels of ability can be successful with it. I would recommend it to other motor Simon Logan dealerships with no reservations.” General Manager Etheridge Ford Brian Hannan - Company Secretary Norris