Automotive News - March 3, 2008 - (Page 17)

MARCH 3, 2008 • 17 Fraser led UAW with ‘combination of substance, politics and charm’ Ryan Beene rbeene@crain.com Need Salespeople, Tech’s, Managers & Other Employees? The Auto Industry’s #1 Recruiting, Training & Marketing Company Salespeople~BDC~Detailer~Porter~Technician Body Tech~Service Advisor~Service Manager Parts Counter~Parts Manager~Sales Manager Finance Manager~Office Staff~GSM~GM DETROIT — Former UAW President, activist and professor Doug Fraser died Feb. 23 in a suburban Detroit hospital. He was 91. Fraser was UAW president from 1977 to 1983, capping a career with the union that spanned more than four decades. During his presidency, Fraser spearheaded UAW lobbying on Capitol Hill to secure $1.5 billion in federal loan guarantees for Chrysler Corp. in 1979. The loan was instrumental in saving the company from bankruptcy. “He was one of the great labor leaders in the last half of the 20th century,” former Michigan Gov. James Blanchard told the Associated Press. As a member of the U.S. House of Representatives, Blanchard worked with Fraser to help secure Chrysler’s bailout. Said Blanchard: “He had this combination of substance, politics and charm. He was a realist, and he knew that changes had to be made in order to survive.” Fraser was respected among the UAW rank and file for his easygoing, approachable and straightforward manner. No matter whom he met, he asked to be called “Doug.” “Everybody thought he was wonderful,” his wife, Winnie Fraser, told the Detroit Free Press. “He was a good guy, he really was wonderful.” UAW Local 227 in 1944. In 1950, Walter Reuther tapped Fraser to be his administrative assistant. Fraser was named director of the UAW’s Chrysler department in 1962 and worked there until being elected vice president of the UAW in 1970. 800-421-4550 www.clickhereforadvice.com Brian C. Hall, President & CEO ‘Legacy lives on’ “Doug Fraser made a very important contribution to the UAW and the auto industry through creative problem-solving and partnership,” General Motors CEO Rick Wagoner said in a statement. “His passing is a tremendous loss, but his legacy lives on through his innovative thinking, teachings and dedication to the UAW, the U.S. auto industry and the labor movement.” After retiring from the UAW in 1983, Fraser became a professor of labor studies at Wayne State University in Detroit. He continued to work there until a few weeks ago. No official cause of death has been announced, but Fraser had long dealt with emphysema, the AP reported. “I had the opportunity to work with Doug Fraser early in my career and he truly was an exceptional person,” said Bill Ford, executive chairman of Ford Motor Co. “Doug leaves a lasting legacy as one of America’s great labor leaders and a man of integrity and wisdom. Ford Motor Company will always owe Doug a debt of gratitude for the courage he showed during the 1982 contract negotiations in structuring an agreement that helped preserve the U.S. auto industry during tough economic times. He will be greatly missed.” Said Gettelfinger: “He never forgot that we were working for our active and retired members. We will continue to draw encouragement from his life and legacy.” c Q “What should we focus on: selling lots of units at lower grosses or selling fewer units and holding higher gross proﬁts?” 1982 PHOTO That person who told you (and me) that you had to choose either lots of units or more gross was just kidding. You don’t have to sacriﬁce gross for units or units to hold gross. Gross is determined by two things; how you price your vehicles and how you and your salespeople sell them. And no, I didn’t say gross was determined by how the dealership down the street prices theirs or by how much shopping or how informed the consumer is. You don’t miss sales by a few dollars - you miss sales (and gross) by a few words. The only time you have to sacriﬁce gross is if you encourage your salespeople to take shortcuts in the selling process (it takes about 90 minutes on the lot) or if you sell price instead of value or if you have that endless sale-athon. If salespeople are going through prospects as fast as they can, prequalifying and “would you taking” everyone - you’re right gross is history - just like it is if your front windows are painted with Pile ‘Em Deep - Sell ‘Em Cheap You control the gross in your dealership. But right now most managers only control “what’s left of the gross” after the “BIG SALE”, the poor presentations and all the price talk and price closing that goes on out on the lot. There’s a much better and much more proﬁtable way. Come to class and we’ll show you how to sell more cars and hold more gross and have more fun doing it! Call Now! Doug Fraser was respected for his easygoing, approachable and straightforward manner. No matter whom he met, he asked to be called “Doug.” saved Chrysler, Fraser was appointed to the automaker’s board of directors in 1980 — a first for a leader of a major labor union. “It’s a huge loss,” UAW President Ron Gettelfinger said in a statement. “Doug was a friend, mentor and a counselor to so many within the UAW and the larger labor movement. His integrity and enduring commitment to protecting the rights of workers will continue to inspire us.” Fraser was a savvy and pragmatic negotiator, which earned him respect among auto executives. He persuaded UAW workers to grant contract concessions to the Detroit 3 between 1979 and 1982, helping the companies survive a period of tremendous hardship for the American auto industry. Fraser, born in Glasgow, Scotland, in 1916, moved with his family to the United States when he was 6. As a young man, he found work in Chrysler’s DeSoto plant. It was there in the 1930s that Fraser participated in sit-down strikes, where workers refused to leave the factories until management agreed to negotiate for better wages and improvements in often dangerous workplaces. Fraser was elected president of Improved conditions An ardent champion of workers’ rights, Fraser helped win improved working conditions in Detroit 3 factories, as well as health care benefits and uncapped cost-of-living allowances for UAW members through contract negotiations in the 1960s and 1970s. For his efforts that ultimately Doug Fraser: A good man to have known Edward Lapham Former UAW President Doug Fraser, who died Feb. 23 at age 91, is remembered as one of the great labor leaders and industrial visionaries of the last century. He certainly was that. Doug Fraser — the last of the generation of early UAW pioneers tapped by Walter Reuther for leadership roles in the union and society — was also a good guy to know. He had a winning personality that made it easy for him to talk with anyone and endeared him to reporters. And he had a way of drawing you into his vision. Along with his native intellect and hard-won street smarts, Fraser had an easy wit and a Scotsman’s candor. In 1979, during the campaign to secure federal loan guarantees for Chrysler, Fraser called General Motors CEO Thomas Murphy “a horse’s ass” when told that Murphy opposed a federal rescue for Chrysler. The quote got big play in the media. Four years later, during one of the many exit interviews he gave as he was about to retire, Fraser was comment Edward Lapham is executive editor of Automotive News. asked whether there was anything in his career he regretted. The union leader remembered his comment but stopped short of saying he regretted it. Instead, Fraser paused for a moment and got a twinkle in his eye. Then, with a grin, noted that “nobody ever corrected me.” Workers’ causes Doug Fraser, president of the UAW from 1977 to 1983, could have been anything in life. He could have been a captain of industry. He could have been a statesman. That he was a workingman who championed the cause of workers defined him and his values. I met Fraser for the first time in early 1971; it was just long enough to say, “Hello, how do you do?” as I was arriving at the UAW conference center in northern Michigan. Back then, I was a steelworker and a soon-to-graduate student, and he was UAW vice president in charge of the union’s Chrysler department. A few years later, as a reporter, I met Doug Fraser again when I interviewed him at the union’s Solidarity House headquarters in Detroit. Whenever I spoke with him, I was struck by his focus and straightforward approach to serving his union and its members. Through the years, Doug Fraser was a good guy to know. Even after he retired from the UAW, he remained engaged and well-connected, teaching at the College of Urban, Labor and Metropolitan Affairs at Wayne State University in Detroit. History lesson Five years ago, when the legacy costs of pensions and retiree health care became a hot topic, I invited Doug to share his views on the subject. A half-century earlier, he had been part of the UAW bargaining team that had negotiated the pension and health care benefits being criticized, so he had a unique perspective. He didn’t disappoint. In an op-ed piece published Oct. 6, 2003, in Automotive News, Fraser gave a little history lesson that explained the rationale behind what he and his contemporaries had done. He also reasoned that UAW retirees had earned their legacy. You may not have agreed with Doug Fraser’s politics or his socioeconomic view of the world, but you could never question his honesty or determination. At age 91, he still believed as fervently in the same things that he did as a young man taking part in sit-down strikes at Chrysler’s old DeSoto factory. He did what he believed was right. Always. And he lived up to Reuther’s expectations. Doug Fraser was a good guy to have known. You may e-mail Edward Lapham at elapham@crain.com Save Time & Money MANAGEMENT & SALES TRAINING, INC. JOE VERDE P.O. Box 267 San Juan Capistrano, CA 92693-0267 www.joeverde.com/an http://www.clickhereforadvice.com http://www.clickhereforadvice.com http://www.joeverde.com/an http://www.joeverde.com/an

Table of Contents Feed for the Digital Edition of Automotive News - March 3, 2008

Bob Nardeli's new big-idea guy New Kia boss reaches out to restless dealers Scion hits a wall Lithia losses raise caution flag Detroit 3 shun talk of NAFTA do-over Lincoln names new marketing manager Mercedes to launch hybrid sedan in '09 Mazda has new top marketing exec M-B will hit the road with 50-state diesels Pontiac puts big ad bucks into traditional media for G8 Reynolds, ADP diverge on growth strategies Ford plans to cut fleet sales 10% in 2008 Mazda: New models, styling will boost its loyalty rate Run-up to axle strike adds to supplier woes Webasto's fast heater will debut by 2010 Russian plant wants to be world's biggest A Lancer is hatched Chrysler throws out purchasing rulebook Honda sets lofty hybrid goal, with Civic's help Honda: Use of ethanol limited, must be biomass Honda CEO Fukui: No recession in U.S., despite soft sales in spots 550 hp? 620 hp? Is GM crazy? Doug Fraser was a great leader How ironic: Lyons learns caution Well done, Doug Don't let Calif. impose fuel rules on the nation Blame the dealer, not the brand Cutting weight doesn't cut safety When Lutz dumps on global warming ... JM exec Czubay: A taste for hogs, pierogi Doug Fraser: A good man to have known Fraser led UAW with 'combination of substance, politics and charm' Autonet finds success at NADA with wi-fi for cars GM to sell medium-truck business, keep dealer network Web classified ad firms renew marketing to dealers, buyers Chery designs venture's vehicles China venture eyes 20,000 Fiesta hatchback sales Toyota plans crossovers in China Dongfeng, YuAn plan minicars BMW shakes up global marketing, sales ranks Delphi divestiture boosts forging supplier Is Blackhawk purchase bucking a trend? Repair company grows as Detroit 3 struggle BorgWarner unit expands German automakers seek more parts sourced in North America Hyundai picks ArvinMeritor Japan parts firm to build Miss. plant Nissan to increase spending on IT Purchase keeps Tenn. plant open Automakers hit with apartheid claims Mexico sales flat in January Ford prices '09 Flex atop crossover line Hamp rejoins Visteon board RV deliveries decline 3.4% in December Subaru lowers Forester price Personnel Bright future for LED headlight suppliers? Valeo's Morin to Pardus: Learn before you leap German automakers aren't worried about U.S. recession Porsche's Wiedeking: We must retool VW Europe's loud debate over quieter tires Noise level depends on the tires, the road Auto industry robotics spending jumps 43% in 2007 Electronic brakes struggle to get traction Big Texas dealer returns to some domestic brands AutoNation chief sees tough '08, better '09 In downturn, Sonic looks beyond new cars GM promotes service, parts leads for dealerships 10 cool dealership technologies found at NADA Dealers Kia will build transmissions at Georgia plant Gibson leaves DealerTrack board Akebono closing Kentucky plant Feds issue Ford fire warning Magna net income drops VW to use Siemens' software A tale of 2 exhaust systems EU wants CO2 in ads; battle looms Maize malaise stalls ethanol Tata to siesta during Ford's Fiesta Honda moves its American bike offshore Honda will recycle cycle plant Tom LaSorda's multimillion-dollar smile

Automotive News - March 3, 2008

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