Automotive News - July 14, 2008 - (Page 18)

18 • JULY 14, 2008 Wanted: A few innovative dealers Milestones Shaun Del Grande of the Del Grande Dealer Group opened Capitol Volkswagen in San Jose, Calif. The Shaker family of Family Ford Inc. in Waterbury, Conn., received a 25-year award for Ford from Ford Motor Co. Transitions ■ 50 with Ford The Hare family of Elmer Hare Ford Sales in Marshall, Mo., received a 50-year award for Ford from Ford Motor Co. Pictured, from left, are Matt Hare, general manager; Elmer Hare, founder; and Phillip Hare, president. Tom Lane of Dwayne Lane’s Family of Auto Centers (DodgeChrysler-Jeep-Suzuki-Chevrolet) in Everett and Arlington, Wash., is the new president of the Washington State Auto Dealers Association. Have you discovered a recipe for loyal salespeople or found a way to put some fun into F&I? If you are a franchised new-car dealer and have pioneered a winning strategy in any part of your business, tell us about it. We’re gathering ideas for a special Insight section on Innovative Dealers to be published Oct. 13. Send a note to Insight Editor Karen Faust O’Rourke at korourke@crain.com or call her at 313-446-0386. ■ 35 with Mazda A CUDL conversation with the Finance Director (and life-long employee) of Gunn Honda, San Antonio, Texas. TIM RIVERS ON THE SPGT: Bob Penkhus, right, of Bob Penkhus Mazda in Colorado Springs, Colo., receives a 35-year award for Mazda from David Klan, Mazda North American Operations’ Western regional general manager. AT A GLANCE: Rivers — who’s been Gunn’s moneyman for the last 20 years — talks about getting in the car business right after he got out of his teens. The family-owned dealership now has seven stores with nine different automobile brands. Rivers never loses site of the family aspect either — because when he’s not crunching numbers, he’s busy raising twin daughters. ON THE SPOT: What are annual vehicle sales for Gunn Honda? RIVERS: We hit $133 million in revenue last year and set an all-time record for the company. ON THE SPOT: How many cars is that? RIVERS: We sold 5,750 cars last year, roughly 480 cars a month. ON THE SPOT: If you were to share your own “tricks of the trade,” what would that entail? RIVERS: People buy cars when there’s activity on the lot. So, in order to stimulate activity, you must be aggressive with your pricing. ON THE SPOT: How many of your loans are through CUDL? RIVERS: About 40 percent of our business goes through CUDL. ON THE SPOT: And how long have you used CUDL? RIVERS: I’d to say it has probably been a year and a half, somewhere in that ballpark. ON THE SPOT: What does it mean to you if I said CUDL generated $12 billion in auto loans last year? RIVERS: If someone is doing $12 billion, they’re not going out of business tomorrow. They must be doing something right. ON THE SPOT: Do any of the other lending platforms, such as DealerTrack®, provide your dealership with exposure and advertising opportunities like AutoSMART? RIVERS: No. Only CUDL provides that kind of exposure and opportunity *Interview conducted February 2008. for us. G ■ 25 with Subaru Zak Salah, left, of South Shore Subaru in South Lake Tahoe, Calif., receives a 25-year award for Subaru from Tomohiko Ikeda, CEO of Subaru of America. “With CUDL, we simply fax the contract and we get payment the next day.” Log onto www.CUDL.com/tim to read the entire interview. It’s another On the Spot interview brought to you by ■ 25 with Buick John Di Nardi, left, of Lynn ChevroletBuick in Pontiac, Ill., receives a 25-year award for Buick from Mark Picker, manager of General Motors’ central Illinois and Indiana zone. 877.744.2835 www.cudl.com FAST, FRIENDLY CREDIT UNION FINANCING http://www.CUDL.com/tim http://www.cudl.com http://www.cudl.com

Table of Contents Feed for the Digital Edition of Automotive News - July 14, 2008

Small-car boom misses Chrysler Ford's large rwd car plan is iffy Suppliers: Inflation is looming Hummer H3T price: $31,495 VW may build next Passat in U.S. plant Glut of trucks pulls Prius to U.S. Ford sues U.S. over taxes Restyled Ridgeline Volvo will tighten U.S. dealer network As BMW's chief in N.A., Purves got biggest thrill out of Mini Despite pricey fuel, Jetta diesel in demand Everybody's a critic: How dealers cope with online reviews Hyundai goes big on Genesis lease The shift to automatic: A transmission transition Jaguar-Land Rover dealer: Stand-alone would bankrupt me Chevy christens compact Cruze Fiat, BMW will team up on platforms, parts Revision: Bosch still tops Auto News supplier list GM to build Volts in U.S. for Europe GM ads will push mpg for 90 days A missed opportunity 2008 sales forecast? 14,652,757 Suzuki cuts U.S. work force 8% CAFE standards: Stop whining and get to work Uncertainty is the name of the game Honda dealer rubs salt in a wound Careless driver was to blame for crash Unsafe driving wasn't Ford's fault For doomsayers, business is booming again Best ad slogans have staying power Bird Dog Club creator hunts dealer poachers Dealers How to design a Lamborghini? Passion for speed certainly helps Dressed to kill Check for children Delinquency rate on indirect loans skyrockets Group promotes payment assurance Ford has big plans for small vehicles in North America Mulally pushes Ford toward fuel efficiency Ford brand will draw on European lineup With no new vehicles planned, Mercury's future is bleak Engines promise power plus fuel economy Horbury: We'll keep our vehicle designs fresh Ford aims to move Lincoln upscale Toyota's Lentz: Don't panic over collapse; market will stabilize Personnel Chrysler's car sales sag in June — even more than trucks PG sells majority of auto glass business to private-equity firm Chrysler's Campi makes nice Suit against Ford is reinstated BMW reassesses Mini demand JCI plant cuts shift, work force CAW board endorses local president Purves: Thumbs-up for BMW innovations Current trend in Europe: Electric cars Solid reviews for Ford's new Flex Philosopher has insight for ailing U.S. auto industry The 'B' word brings media deathwatch at GM Chrysler to dealers: Don't panic

Automotive News - July 14, 2008

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