NADA 20 GROUP (CD16) APRIL 2013 MANAGERS MEETING LOCATION: Cosmopolitan Las Vegas 3708 Las Vegas Boulevard South Las Vegas, NV 89109 ARRIVAL: Sunday, April 14th, 2013 MEET: Monday, April 15th, 2013 Tuesday, April 16th, 2013 DEPARTURE: Tuesday, April 16th, 2013 PLEASE READ THE ATTACHED AGENDA AND BRING THE FOLLOWING: FEATURES: This agenda Your March 2012 composite Your March financial statement (service section) A hand-held calculator 20 copies of your best idea for the idea session Warranty accounts receivable schedule, sorted from oldest to most current Parts / service / body accounts receivable schedule, sorted from oldest to most current Best Practices ο Recruiting Technicians ο Managing the Morning Service Drive ο Sales to Service Handoff An enthusiastic attitude and a willingness to share your thoughts and expertise Any topics that you would like to have addressed by the Group. Be prepared during your turn in “around the room.” Financial statement analysis Idea session Parts performance analysis Open Group discussion “Sales to Service Handoff” Update Open Group discussion Best Practices in Managing the Morning Service Drive and Recruiting Technicians Welcome to the CD16 Fixed Operations Managers 20 Group. This meeting will lend itself to the identification of trends and opportunities that you can take back to your store for immediate implementation. It also helps build solid relationships with fellow members with whom you may interact between our three annual meetings. There is a worksheet accompanying this agenda that must be filled out before the meeting. Yes, it is homework and it involves a 100 RO survey, but this will allow us to re-calculate your exact effective labor rate and evaluate your work mix. One blank sheet (attached) is the one that you need to copy seven times (or more) and use as the source document for the 100 ROs. Or better yet, populate the Excel spreadsheet provided to you, through a separate e-mail sent to you. There is another that will serve as an example of the same sheet that is filled out. Your sheet should mirror this sample, although you may put three kinds of labor from one RO on one line. Please do not forget to add the columns as shown in the example. Don’t forget the menu sales or one-line ROs. The third sheet is an example of some types of labor in the three categories we are checking. Please complete the worksheets by putting them on the excel sheets emailed to you and email them to me by April 5th. Please e-mail the Excel workbook so I can compile the information and have it ready for the meeting. I don’t need the actual 100 ROs, just the seven sheets. My email address is [email protected]. Please don’t be late! Your flights should have you arriving in time for the reception on Sunday at 6:00 p.m. Departure times should be no earlier than 2:30 p.m. on Tuesday. Dress is business casual. Please call me with any questions at (303) 884-7228. This agenda is posted on the NADA 20 Group web site at www.nada20group.org. Sincerely, Mark J Rogers Mark J. Rogers NADA Management Consultant TO BE READ The statement in italics/bold print below should be read at the beginning of each meeting. A copy of this exhibit must be included with each meeting agenda distributed to individual group members. Free and open discussion among group members is essential to the success of the individuals and made possible because no member competes with others in that group. There is no intent by NADA/ATD that the historical data, open discussion, and agenda items will lead to areas prohibited by anti-trust laws. Care should be taken to avoid any and all discussions with any member or members of 20 Group on matters prohibited by the anti-trust laws. These areas include that: 1. There is no talk of expressed or implied agreements affecting the price(s) of goods or services. 2. There is no discussion of prices to be charged in the future. 3. There is no group pressure to compel adherence to price minimums or maximums. 4. The individual dealer data in a group is not disclosed to dealers or others who are not members of that group. OTHER INFORMATION REMEMBER: If you cannot attend the meeting, please advise NADA-ATD 20 Group and your group Chairperson, as soon as possible. All meeting expenses for the group, any planned social function where NADA-ATD 20 Group must give a guarantee to the hotel or other vendor, planned lunch breaks, NADA-ATD 20 Group consultant travel expense, meeting room equipment, and outside speakers will be prorated to all groups members, present or not. Views and opinions of panelists/speakers are their own and do not necessarily represent those of NADA / ATD. Similarly, the NADA/ATD 20 Group shall avoid taking positions that may give the impression that it represents the views of NADA/ATD. Members should retain a copy of each meeting agenda in their files for future I.R.S. audit purposes. 20 Group maintains only current-year and previous-year group meeting agendas on file. DISCLAIMER: The National Automobile Dealers Association “NADA” has developed this information to inform its dealer members and others about conditions in the industry. The collection and any presentation of this information are not intended to encourage concerted action among competitors or any action on the part of dealers, manufacturers or any third party that would in any manner fix or stabilize the price or any element of the price of any good or service, or exclude or limit any competitor or business from the marketplace. Any action taken in response to this information must be based on the individual business judgment of the recipient. No effort is made or intended by NADA to encourage any agreement, expressed or implied, based on this information. NADA-ATD 20 Group 8400 Westpark Drive McLean, Virginia 22102-3591 (703) 448-5891 (800) 252-NADA (6232), Option 4 Fax (703) 821-7289 E-mail: [email protected] Web Page URL: http://www.nada20group.org NADA 20 GROUP MEETING AGENDA CHYRSLER (CD16) CHAIRMAN: CONNIE RUSSELL MEETING COMPOSITE: MARCH 2013 THE COSMOPOLITAN LAS VEGAS 3708 LAS VEGAS BLVD SOUTH LAS VEGAS, NV 89109 WWW.COSMOPOLITANLASVEGAS.COM APRIL 14-16TH, 2013 CONSULTANT: MARK J. ROGERS (970) 377-9855 / FAX: (970) 377-3561 E-MAIL: [email protected] Please remember, this agenda is only a guide. Every effort will be made to keep the meeting within the current issues of importance determined by the Group. We will, however, start and end as noted. Sunday, April 14th, 2013 ARRIVAL AND CHECK-IN 6:00 p.m. EXECUTIVE MEETING – CHANDELIER BAR, 2ND LEVEL 6:30 p.m. GROUP RECEPTION / DINNER FOR MEMBERS AND GUESTS – CHANDELIER BAR, 2ND LEVEL Monday, April 15th, 2013 7:00 a.m. BREAKFAST BUFFET IN THE MEETING ROOM – CONDESA 8 8:00 a.m. MEETING CALLED TO ORDER BY CHAIRPERSON – CONNIE RUSSELL Welcome guest and prospects(s), tell us a little about your self Chairperson’s welcome The purpose and intent of this meeting REMARKS – MARK ROGERS We have a busy meeting planned, so let’s get to it Administrative issues Array of Profits CD16 April 2013 Meeting Agenda 2 Let’s take a look at where the money is being left on the table and see if we can’t find some great process on how to collect it from those at the top of page 5 in the following areas: Warranty and Parts/Service/BS/ receivables. You were asked to bring the following detail schedules: Warranty accounts receivable schedule Parts / service / body accounts receivable schedule EFFECTIVE LABOR RATE STUDY I will have the data from the survey sheets that you faxed or emailed over and will dial-in on our exact effective labor rate. Are you charging what you think you are charging? Are there reasons why you are not turning the profit that you want in the service department? What are some of the things that you can do to improve your service operation without driving another single customer to your door? We will take another indepth look at the value of six minutes. When all we have to sell is time, we want it to be valuable. 11:00 a.m. COMPOSITE REVIEW Let’s start with pages B-D. First, we will look at our overall profitability year-overyear on pages B & C. Have your numbers changed drastically year-over-year? Why? Do we know why? Should we know why? Come prepared to talk PROCESS! What process is causing the problem? What process will alleviate the problem? Structuring for a profit means matching revenues with expenses. Some of your operations are not structured for a profit! We will look at the gross, expense, and net profits to determine where you may have opportunities. Page B will give you a look into service department profitability. Page C will show you the parts department and the body shop. Let’s look at the total absorption of the back-end of the dealership as we review page D. COMPOSITE REVIEW, PAGES 31-43 Please review the composite (available on your web site) before the meeting. I will have hard copies available at the meeting. 12:00 Noon LUNCH IS SERVED – CONDESA 9 We will adjourn for lunch, but be back in one hour so we can get going with our afternoon! CD16 April 2013 Meeting Agenda 1:00 p.m. COMPOSITE REVIEW – CONTINUED MEETING CONTINUES WITH BEST PRACTICES BEST PRACTICES – MANAGING THE MORNING SERVICE DRIVE How can you help the Group? How can they assist you? Bring your problems, your problem solving skills, and your solution. What do you do to make this process efficient? BEST PRACTICES – TECHNICIAN RECRUITING How can you help the Group? How can they assist you? Bring your problems, your problem solving skills, and your solution. What do you do to make this process efficient? “SALES TO SERVICE HANDOFF” PROCESS FOLLOW-UP Who has improved their process? How? What did you change? Is it followed? Where are you encountering pushback? 100 percent of the time? Every customer, every time? This may be as important as any process in your dealership!! 4:00 p.m. THE ABSOLUTE BEST IDEA SESSION This is the cornerstone of the 20 Group program. This is where members can really take some concrete ideas back to their stores. The idea for this session must be from the parts or service area of our dealership. It can be an idea to increase sales or gross, or an expense control idea. The idea will be presented by the service manager present. Please bring 20 copies on company letterhead for everyone in the room. You will have five minutes to present your idea to the Group and a few minutes for follow-up questions. Ideas, ideas, ideas! Please present an idea that has a documented record of success. I’m sure you all agree that the idea session is one of the best parts of the meetings. It’s up to all of us to present ideas that everyone can use and experience the same success as the presenter. The price of admission will be $20 with an idea and $50 without one. First and second place will split the pot 60/40. 5:00 p.m. MEETING ADJOURNS 6:00 p.m. MEET IN CHANDELIER BAR FOR A SHORT WALK TO DINNER 6:30 p.m. GROUP DINNER – MASTROS 3 CD16 April 2013 Meeting Agenda 4 Tuesday, April 16th, 2013 , 2010, 2010 7:00 a.m. BREAKFAST IN THE MEETING ROOM – CONDESA 8 COUNTINUE FROM YESTERSDAY 7:30 a.m. TIRES**TIRES***TIRES***TIRES***TIRES***TIRES***TIRES***TIRES***TIRES How aggressive are you going after tire sales? Did you know 70 percent of the people that buy tires from us, return to us for service? Yes, that is correct, 70 percent! Tires need to be a MAJOR focus of our service department. How do your Gross Profit Retention Percentages match up with the Group? Better? Worse? Do you know why? Should you know why? What is it costing you if your gross percentage is below average? Are we stocking tires? Are we selling tires? When are we going to get in the tire business? Do we have Menu Tire Pricing for quick estimates? What is your tire Inventory? MORNING BREAK SET OBJECTIVES FOR THE NEXT MEETING For a few minutes, each dealership will break out and set objectives for the next meeting or for the year. These objectives from the managers will be tracked, so that we can review them at each meeting. There can be more than one objective per manager. Make sure that you state your current position and the goal. Also, tell us where to find it in the composite. BREAK ADMINISTRATIVE TIME 11:30 a.m. Agenda suggestions for the next meeting Turn in roster correction sheets Turn in objective for the next meeting MEETING ADJOURNS Travel Safe! See you in Jackson Hole! IDEA SESSION BALLOT DEALER # DEALER’S NAME GROUP MEETING DATE CD16 April 14-16, 2013 $$$ MONEYMAKING IDEA $$$ YOUR VOTE: DEALER # ____ OBJECTIVE FOR OUR NEXT 20 GROUP MEETING Dealership: 20 Group Code: CD16 - ___ ___ I plan to accomplish the following objective before our next meeting in: Date: August 2013 City: Jackson Hole Objective As shown on composite: Target Date Page _____ Column _____ Line _____ Track your progress each month when you receive your composite, using the boxes below: Results My Action Plan for Achieving This Objective Is As Follows: Signature: Meeting Location: Las Vegas, NV Date: PROBLEM SOLVING SESSION Dealer Name: ______________________________ 20 Group: CD16 - ___ ___ Describe your number one concern below and bring it to the meeting! ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ ______________________________________________________________________________ USED-VEHICLE INFORMATION SHEET (1) (2) (3) (4) (5) Days in Inventory Number of Units Dollar Value Total % Dollars per Unit Wholesale Value 0 – 30 31 – 60 61 – 90 91 – 120 121 days and over Total My Ten Oldest Used Cars Are: Year, Make, Model Days in Stock Inventory Value Totals Average: ________ Average: ________ Source* Mileage Calculation instructions for top portion of worksheet 1. Columns (2) and (3) should be available on your computer system. 2. Column (4) is calculated by dividing the dollar value of each line of column (3) by the total of column (3). 3. Column (5) is calculated by dividing column (3) by column (2) *Source Codes for bottom portion of worksheet A FS T W D S L O = Open Auction = Factory Auction = Trade = Wholesale = Dealer Purchase = Street Purchase = Lease Return = Other USED-VEHICLE FRONT-END GROSS DISTRIBUTION ANALYSIS 20 Group: CD16 - ___ ___ Gross Per Unit Number of Retail Sales Losers $0 - 500 $501 - 1,000 $1,001 - 1,500 $1,501 - 2,000 $2,001 - 2,500 $2,501 - 3,000 $3,001 - 3,500 $3,501 - 4,000 $4,001 - 4,500 $4,500 - 5,000 $5,001 - 5,500 $5,501 - 6,000 $6,000 and over Please complete this form based on the prior two months of retail sales. NADA Repair Order ELR Analysis ______ Dealership: _______________________ Today’s Date: _____________________ Circle One: Total Shop / Service Advisor ____________________________________ Mod Yr. R Make/ O Model # Prepared by: ________________ Mileage Competitiv e Labor Sales Flat Rate Hrs. Sold $24.50 0.7 Maint Labor Sales** Page ______ of RO Date(s): Flat Rate Hrs. Sold Repair Labor Sales Flat Rate Hrs. Sold Effective Labor Rate One Item RO 1365 2010 Car 3,750 1368 2009 Truck 19,502 1369 2007 Van 61,035 1371 2004 Car 75,213 1374 2009 SUV 15,369 1375 2008 Truck 30,569 1378 2006 Van 63,015 1380 2005 Car 90,359 1382 2009 Car 15,163 $9.95 0.3 1 1383 2008 Truck 30,359 $9.95 0.3 1 1386 2008 SUV 41,059 $9.95 0.3 1388 2010 SUV 7,503 $9.95 0.3 1389 2002 Car 120,635 $9.95 0.3 1390 2004 Truck 60,593 1395 2002 SUV 131,408 TOTAL Effective Labor Rate By Category RO Breakdown **Circle menu package sales. $79.50 $9.95 1.5 0.3 1 $110.00 $9.95 2.0 $253.70 4.3 0.3 1 $101.95 $105.50 $220.00 1.9 2 $174.00 2.9 $188.80 3.2 4.0 1 $254.80 4.9 $228.50 3.8 $9.95 0.3 $159.00 3.0 $452.5 7.1 $104.10 3.1 $1030.75 19.3 $1297.50 21.3 ELR-C $33.58 ELR-M $53.41 ELR-RS $60.92 Current Yr. 1 Yr. Old 2 Yrs. Old 3 Yrs. Old Older 2 3 3 1 6 5 O A EFR List total in the box: $55.66 3 NADA Repair Order ELR Analysis ______ Dealership: _______________________ Circle One: Total Shop / Service Advisor ____________________________________ Mod Yr. R Make/ O Model # Prepared by: ________________ Today’s Date: _____________________ Mileage Competitiv e Labor Sales Flat Rate Hrs. Sold Maint. Labor Sales** Page ______ of RO Date(s): Flat Rate Hrs. Sold Repair Labor Sales Flat Rate Hrs. Sold Effective Labor Rate TOTAL Effective Labor Rate By Category RO Breakdown Current Yr. 1 Yr. Old ELR-C 2 Yrs. Old ELR-M 3 Yrs. Old ELR-RS O A EFR Older List total in the box: **Circle menu package sales. One Item RO Examples of Types of Work for Each Category Competitive Examples LOF Rotate or balance tires Coolant flush Battery inspection/Charging system check (not diagnostic) Transmission fluid change A/C check Maintenance Examples Use customer pay only. Formula: Labor Dollars Sold divided by Flat Rate Time Paid = Effective Labor Rate Brakes Shocks/struts Exhaust Alignment Tune up Belts/hoses Light bulbs Evac. & charge A/C Repair Examples Menu Items are 15K, 30K, 60K Factory Recommended Services Engine repair Electrical or any other diagnosis time Transmission/Diff. repair Check engine lights Drivability Computer scans A/C repairs Anything else NADA/ATD 20 Group Program 8400 Westpark Drive McLean, VA 22102-3522 703-821-7220 FAX 703-821-7289 [email protected] www.nada20group.org Automatic Credit Card Billing Authorization NADA has implemented the technology to maintain your credit card information on file, in an encrypted and masked electronic format, and automatically charge your various 20 Group expenses directly to the credit card account you designate for this purpose. To activate this automatic payment option, fill out all of the requested information below and fax it to 703-245-5268. Please select the type(s) of invoices eligible for automatic payments: ___ 20 Group Monthly Dues ___ Additional composites and/or printed electronic composites ___ 20 Group Meeting Expenses I hereby authorize NADA 20 Group to direct charge my share of future 20 Group meeting expenses to the credit card account listed below. I acknowledge that each meeting invoice amount is unique to that particular meeting, which will affect the total amount debited in each occurrence. PLEASE PRINT CLEARLY Dealership: ________________________________________________________________ NADA ID #: ________________________________ Type of Card: (please circle) VISA 20 Group Code: CD16 - __ __ MasterCard American Express Card Number: ____________________________________________________ Expiration Date: _______________________ Name on Card: ____________________________________________________ Cardholder Address: ____________________________________________________ ____________________________________________________ Cardholder Signature: ____________________________________________________ NADA / ATD 20 Group 8400 Westpark Drive MS #35 McLean, Virginia 22102-3591 Telephone: (703) 821-7220 Toll Free: (800) 252-NADA Ext #4 Facsimile: (703) 821-7289 Is Your Roster Information Accurate? Please check the information on the attached roster list and verify its accuracy. If anything needs to be corrected, please note it below and fax it to (703) 883-2382 or turn it in to the moderator at the end of this meeting. Fill in ONLY the items that need to be changed! Thank You! Member Code (required): CD16 - ___ ___ NADA ID #: Roster Item: Should Be: Was: Dealer’s Name: Dealer’s Nickname: Spouse’s Name: Dealership Name: Mailing Address: City, State, Zip: Office Telephone Number: Fax Number: Cell Phone Number: E-mail Address: Web Site (URL) Address: Makes: Name Changes: A membership transferred to an individual other than the one appearing on the current roster must be approved by an authorized representative of this dealership. By signing below, signee agrees he/she is an authorized representative of this dealership, approves the name change, agrees the above individual will participate in the NADA-ATD 20 Group, and has read, understands, and agrees to abide by the NADA-ATD 20 Group Bylaws. (Please contact NADA 20 Group if you need a copy.) Authorized Representative: _____________________________________________ Date: _________ (Please Print) Signature: ___________________________________ Title: __________________________________ NATIONAL AUTOMOBILE DEALERS ASSOCIATION 8400 Westpark Drive, McLean VA 22102-3522 20 Group Consulting Program Roster with Prospects CD16 3/13/2013 ** Indicates Chairman * Indicates Vice Chairman Code ID Consultant: Mark Rogers Nickname (Spouse) Dealer's Name Dealership 02 331174162 Kelly / Phil / (Sandy) Kelly Schrant / Phillip J. Spady Phil Spady Chrysler Dodge 2806 23rd St Columbus, NE 68601-3206 (402) 564-2846 (402) 564-7137 CP DG JP [email protected] [email protected] 03 331134540 Phil Phillip J. Spady Broadway Chrysler Jeep Dodge 2720 Broadway Ave Yankton, SD 57078-4826 (605) 665-8033 (605) 665-7548 (402) 750-3931 CP DG JP [email protected] 04 331033061 Jordan (Emily) Jordan M. Papik Papik Motors Inc PO Box 536 Luverne, MN 56156-0536 (507) 283-9171 (507) 283-9254 (605) 261-3574 BU CD CH CP JP [email protected] 05 331022619 Cody / Martin (Donnita) Cody Swanty / Martin Swanty Martin Swanty Chrysler Dodge Jeep 2640 E Andy Devine Ave Kingman, AZ 86401-4822 (928) 753-3131 (928) 753-3107 (928) 716-2639 CP DG JP [email protected] [email protected] 06 331094394 Jeff Jeffrey M. Reynolds Westgate Chrysler Jeep Dodge 2695 E Main St Plainfield, IN 46168-2710 (317) 839-6554 (317) 838-5102 (317) 345-9509 CP DG JP [email protected] 07 331162025 Craig (Teresa) Craig Lahrman Eastgate Chrysler Jeep 500 N Shadeland Ave Indianapolis, IN 46219-4805 (317) 352-9361 (317) 351-2010 CP DG JP [email protected] 10 331112913 Ryan / Kim Ryan M. Roscia / Kim Jugowicz Dick Huvaere's Richmond Chrysler Dodge Jeep 67567 S Main St Richmond, MI 48062-1925 (586) 727-7577 (586) 727-2240 (810) 602-0720 CP DG JP [email protected] [email protected] 12 * 00100564 Connie / Martin Connie Russell / Martin Swanty Swanty's Chrysler Dodge Jeep 2494 Hwy 95 Bullhead City, AZ 86442-7306 (928) 704-2222 (928) 704-2231 (928) 716-3737 CP DG JP [email protected] 14 331170552 Matt (Jamie) Matthew R. Wilcox Wilcox Automotive 321 19th St SW Forest Lake, MN 55025-1352 (651) 236-6377 (651) 236-6536 (651) 724-8173 CP DG JP RM [email protected] 15 331072655 Richard (Colleen) Richard Bishop Cherokee Chrysler Dodge Jeep 200 Liberty Blvd Canton, GA 30114-2845 (678) 493-1000 (678) 493-1108 (404) 304-7869 CP DG JP [email protected] 17 ** 331010834 Mark / Marti Mark D. Waltermire / Marlene Hollenback 7700 E Sprague Ave Spokane Valley, WA 99212-2997 (509) 924-3250 (509) 924-4567 (509) 220-2803 CP DG JP RM [email protected] [email protected] 18 331178846 Dave (Susan) Dave Meade White's Energy Motors 203 Motor Court Gillette, WY 82718-7657 (307) 687-0499 (307) 682-1245 (307) 267-4810 CP [email protected] 19 00105024 Tim / Tim (Pam) Tim Westrum / Tim Hommer Granger Motors Inc PO Box 57 Granger, IA 50109-0057 (515) 999-2224 (515) 999-2385 (515) 229-5295 CP DG FD JP [email protected] [email protected] 21 331075302 Brian / Jorge (Nan) / (Debbie) Brian I. Kitagawa / Jorge Mahilum Kona Auto Center 76-6353 Kuakini Hwy Kailua Kona, HI 96740-2228 (808) 329-4408 (808) 329-7499 (808) 936-7536 CP DG JP NI [email protected] [email protected] 22 00118044 Brian (Nan) Brian I. Kitagawa Kamaaina Motors 400 E Kawili St Hilo, HI 96720-5045 (808) 935-3741 (808) 969-1712 (808) 936-7536 CP DG JP [email protected] 24 00117327 Mike (Nancy) Michael Berg Holiday Chrysler Dodge Jeep 815 S Rolling Meadows Dr Fond Du Lac, WI 54937-8200 (920) 921-0850 (920) 921-4013 (920) 375-6093 CP DG JP [email protected] 25 00118697 Bob (Sharon) Robert W. Byington Stockton Dodge Inc PO Box 8009 Stockton, CA 95208-0009 (209) 956-1920 (209) 478-8672 (209) 649-8256 DG [email protected] 26 00121799 David (Carla) David J. Pompey Scranton Dodge Chrysler Jeep 1146 Wyoming Ave Scranton, PA 18509-2715 (570) 344-1261 (570) 207-9701 (570) 840-8243 CP DG JP [email protected] 27 331097823 David / David (Karen) / (Carla) David C. Senkow / David J. Pompey Tunkhannock Auto Mart 509 Hunter Hwy Tunkhannock, PA 18657 (570) 836-2266 (570) 836-3150 (570) 840-8243 CP DG JP [email protected] [email protected] Mailing Address Office/Fax/Cell Makes 19 Members 11 331180196 Dan Dan V. Lackey Asheboro Chrysler Dodge Jeep Mazda 1709 E Dixie Dr Asheboro, NC 27203-8818 (336) 625-6123 (336) 625-6697 CP DG 1 Prospect JP MZ DG GL
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