Automotive News NADA Show Daily - January 24, 2015 - 36

36 * JANUARY 24, 2015

SATURDAY NADA DAILY

&
QA

JEFF ROSEN

NISSAN NATIONAL DEALER ADVISORY BOARD

Nissan has the drive, leadership to reach its goals

N

What is the best thing
Nissan did for dealers
in 2014?

issan is on a roll, with rising market share, improved dealer profitability and improved customer
satisfaction. But it has a number of
tough fights ahead.
The manufacturer is pressing for a 10 percent U.S. market share - up from 7 percent
for 2014. It wants to overtake Honda as the
No. 2 import brand in America. Late in the
year, it will introduce a new-generation fullsize Titan pickup, which it hopes can carve
out a meaningful slice of the Detroit-dominated pickup market.
Dealer Jeff Rosen believes Nissan has the
will and the product line to pull it off. A big
part will be dealer body commitment to the
mission, says Rosen, 54, owner of Rosen Nissan in Milwaukee and 2015 chairman of the
Nissan National Dealer Advisory Board. He
spoke with Staff Reporter Lindsay Chappell.

What do you think will be the impact on
the Super Bowl audience? It seems that
one of Nissan's ongoing challenges is
communicating that it's a different
brand than it was a decade ago.
Well, that's why it's important for us to tell
our story. I don't know that we have to talk
about specific product, but we have a great
story of moving forward.
Tell it in a nutshell.
We moved forward with the Altima when
it was redesigned. And more recently, the
new Sentra carried that on. We are a technology and design leader in the business
now. We are a leader among OEMs in mpg.
And our marketing message is focused on
our product and what we're delivering.
The Nissan franchise has gone through
a transformation over the past few
years, hasn't it?
The relationship between dealers and the
manufacturer has changed dramatically.
That has a lot to do with [Nissan North
America Chairman] Jose Munoz. He's very
committed and really in the trenches with
us. I have a great relationship with him, and
if I send him an email, I get an email right
back. He's very concerned. And the No. 1
topic we have in our meetings is profitability
within the dealer body, return on sales, and
obviously that's gone in the right direction.
And if there are issues, we definitely talk
those out like adults, and we have conference calls if we need them. But we don't run
away from anything. We stay on top of
what's going on in the market. And I think
it's kudos to him in terms of engagement.
When we first met him back in April 2013,
we really didn't know what to expect. He
came here from the Mexico operations,
where he did a phenomenal job. But we just
didn't know what to expect. And since then,
through all the conversations we've had and
the dealer meetings and the ways we've enhanced the dealer advisory board structure,
everybody's engaged.
But Jose and Fred Diaz [Nissan North
America senior vice president for sales, marketing and operations] get the credit for mak-

●●●

ing that happen. They're committed to making this work, getting to the 10 percent market share, and making sure the dealer body is
profitable. We have great return on sales, and
our franchise value keeps increasing.
As Nissan shoots for 10 percent market
share in the U.S., where do you think
that growth will come from?
It will come from more people discovering
Nissan products. The new products will take
us to a higher level. We're reaching the point
now where the Rogue can compete successfully with the Honda CR-V and the Toyota
RAV4. The Sentra is up 40 percent [over 2013
levels], and it's moving into an area to compete effectively with Civic and Corolla. I believe the new Titan will definitely add sales.
And our Maxima has gotten kind of old in
the tooth - the new one is a magnificent vehicle that will help us.
When I started in the car business with Nissan back in 1989, the Maxima was our flagship
car. And I believe this new model coming out
will get back to the stature it had before. The
same will be true for the new Murano.
You envision bigger sales for the Murano, the Maxima, the Titan - all larger
vehicles. Is the U.S. market relaxing a
little bit from where it was in 2009 and
2010, and so there's a new opportunity
for bigger vehicles?
I hope so. Our current Maxima needs to
move up a little. It's really competing in the
Altima segment. And it needs to be differentiated from the Altima. The Murano really
needs to differentiate itself from the
Pathfinder.
Is the Murano upscale enough to be
sold as a prestige vehicle?
I think it is. It looks great. Prestige is good
for us. People want something they enjoy
driving and feel comfortable in, and the new
Murano captures that. The looks will bring
people into the showroom. Driving it will
make them want to own it. It'll be a winner.
Your family dealership group also includes Honda. Talk about Nissan's battle
to outsell Honda.
It's not going to be easy. Honda has very
loyal customers. Every day, you have to keep
fighting. You've got to keep pushing, and
you've got to make sure the quality is there.
You've got to make sure your captive finance is on board, and you've got to make
sure your dealer body is engaged. If they can
get all those pieces of it going, the customers
will come.
What did Nissan do to make its captive
finance arm perform better in 2014?

"

AUTOMOTIVE NEWS
Do you think Nissan
can outsell Honda after
all these years, as
Nissan intends?
JEFF ROSEN

When you talk to
people at Nissan, they
are really engaged.
They're engaged in
getting the right car
into the right region, to
the right place at the
right time. And they
have a larger model mix
than Honda. Honda
doesn't have a Titan
pickup, and they don't
have as many products
as Nissan does, so that
gives Nissan an
opportunity.

"

Q. What will be the big news for Nissan
in 2015?
A. The big mantra is really product, and the
new Murano, followed by the Maxima and
then the Titan later this year, is a big opportunity for incremental sales.
And we are returning to the Super Bowl for
the first time since the 1990s. That will be a
great event for us and an opportunity to tell
the story of what we've been doing. I haven't
seen the actual commercial, but I've heard
it's phenomenal and really tells the story.

They put a new focus on quality by bringing in
global partners from around the world to
come in and make sure that our launches go
perfectly. And we're already seeing that pay
off on the NV200 launch, the Rogue launch
and everything going forward. And second,
they've really created a great collaboration
between dealers and the executives. Every
meeting we have is focused on dealer
profitability and return on sales and
improving the franchise.

They've set it up to perform well. And I can
tell you they're listening to the dealer body
because I sit on NMAC's dealer subcommittee. They are genuinely trying to do everything they can for the buyer and the dealer
F&I department to put deals together. Since I
became a Nissan dealer 26 years ago, I've
never seen better cohesiveness with NMAC
and the manufacturer than today. That's due
to the efforts of Jose Munoz and NMAC President Mark Kaczynski. We have monthly
calls with them. They participate in our subcommittees and present at our meetings.
The bottom line is that dealers are getting
funded. The captive has added staff and improved the opportunity to get deals financed. You get instant callbacks from the
buyers. They have good relationships with
F&I departments. It's working.
How big of a deal will the new Titan be?
It seems impossible to crack a segment
so dominated by Detroit.
Well, it's not going to be easy. But a lot of
Nissan dealers have been craving this for a
long time. I think if we can just get those

truck customers into the showroom, we'll
have a great shot at selling them.
But it's also going to take a dealer body
that knows how to sell trucks. These are different customers than those who come in to
buy Sentras and Versas. It's a whole different market, similar to what we're doing now
with the NV commercial vehicles. We're going up against an established market with a
great customer base. And it takes welltrained salespeople who know how to talk to
truck owners and service departments that
are in tune with truck owners and can work
on diesel engines and so forth.
The Nissan dealer body is setting up a subcommittee to address this. We're getting good
dealers who have other brands and already
know how to sell trucks, and we're going to try
and get them to share their best practices. We
want to learn how to get those customers into
the showroom and sell them trucks.
It's a whole different mindset. You have to
really know the product because you get
these guys in there, and if it's a novice salesperson or somebody who just doesn't know
trucks, you're going to lose that customer
really quickly. That's where the domestics
have a great edge, and I think that's where
we have to really jump on board.
Nissan is really focused on this right now.
We can't take the new Titan for granted. It's
probably going to be our biggest launch and
a phenomenal opportunity to gain market
share because right now, we have virtually
no big truck sales. If it's done right, if the
quality is there, if we have great marketing
behind it, then we can move the Titan.
What kind of marketing will it take?
It's going to need to be marketing on traditional TV. It's going to take digital. But also
word-of-mouth and full engagement from
the dealer body.
But the most important thing will be to get
the customers in the showroom.
What other segment does Nissan need
to get into?
The crossover is the hottest segment right
now. We're doing great with the Rogue. Our
only issue there is availability. People want
more. And beyond that, we could use a
smaller crossover. A lot of the OEMs are
looking at that right now.
Smaller than the Rogue?
Yes.
Smaller than the Juke?
The Juke's really in a gray area. It's really a
car. It's sort of a sports car crossover. I'm envisioning something that's clearly a crossover
- something even underneath the Versa.
And also, if gas stays low, maybe something else like the Armada.
The more product we have, the better. We
could always use more product. But our focus has to remain on the core models -
Rogue, Sentra, Altima. c



Automotive News NADA Show Daily - January 24, 2015

Table of Contents for the Digital Edition of Automotive News NADA Show Daily - January 24, 2015

Automotive News NADA Show Daily - January 24, 2015 - Intro
Automotive News NADA Show Daily - January 24, 2015 - CT1
Automotive News NADA Show Daily - January 24, 2015 - CT2
Automotive News NADA Show Daily - January 24, 2015 - 1
Automotive News NADA Show Daily - January 24, 2015 - 2
Automotive News NADA Show Daily - January 24, 2015 - 3
Automotive News NADA Show Daily - January 24, 2015 - 4
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Automotive News NADA Show Daily - January 24, 2015 - 7
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Automotive News NADA Show Daily - January 24, 2015 - 15
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Automotive News NADA Show Daily - January 24, 2015 - 18
Automotive News NADA Show Daily - January 24, 2015 - 19
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Automotive News NADA Show Daily - January 24, 2015 - 21
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Automotive News NADA Show Daily - January 24, 2015 - 27
Automotive News NADA Show Daily - January 24, 2015 - 28
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Automotive News NADA Show Daily - January 24, 2015 - 32
Automotive News NADA Show Daily - January 24, 2015 - 33
Automotive News NADA Show Daily - January 24, 2015 - 34
Automotive News NADA Show Daily - January 24, 2015 - 35
Automotive News NADA Show Daily - January 24, 2015 - 36
Automotive News NADA Show Daily - January 24, 2015 - 37
Automotive News NADA Show Daily - January 24, 2015 - 38
Automotive News NADA Show Daily - January 24, 2015 - 39
Automotive News NADA Show Daily - January 24, 2015 - 40
Automotive News NADA Show Daily - January 24, 2015 - 41
Automotive News NADA Show Daily - January 24, 2015 - 42
Automotive News NADA Show Daily - January 24, 2015 - 43
Automotive News NADA Show Daily - January 24, 2015 - 44
Automotive News NADA Show Daily - January 24, 2015 - 45
Automotive News NADA Show Daily - January 24, 2015 - 46
Automotive News NADA Show Daily - January 24, 2015 - 47
Automotive News NADA Show Daily - January 24, 2015 - 48
Automotive News NADA Show Daily - January 24, 2015 - 49
Automotive News NADA Show Daily - January 24, 2015 - 50
Automotive News NADA Show Daily - January 24, 2015 - 51
Automotive News NADA Show Daily - January 24, 2015 - 52
Automotive News NADA Show Daily - January 24, 2015 - 53
Automotive News NADA Show Daily - January 24, 2015 - 54
Automotive News NADA Show Daily - January 24, 2015 - 55
Automotive News NADA Show Daily - January 24, 2015 - 56
Automotive News NADA Show Daily - January 24, 2015 - 57
Automotive News NADA Show Daily - January 24, 2015 - 58
Automotive News NADA Show Daily - January 24, 2015 - 59
Automotive News NADA Show Daily - January 24, 2015 - 60
Automotive News NADA Show Daily - January 24, 2015 - 61
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Automotive News NADA Show Daily - January 24, 2015 - 70
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