Automotive News - February 18, 2008 - 55

FEBRUARY 18, 2008 • 55 NADA MAKE MEETINGS Suzuki dealers cheer return of incentives Arlena Sawyers asawyers@crain.com Highlights Reinstated customer incentives More Internet ad spending Year-over-year gain in sales for the first 10 days of February “We spoke to them about it, and they gave it back to us in February,” said Greenblatt. “Any time you have a decrease in rebates, it’s going to hurt the profitability of the dealership. The thing about Suzuki is they are responsive.” Gary Akin, Suzuki’s vice president of sales, says the company backed off SAN FRANCISCO — After stalling in January, sales of Suzuki vehicles are back on track, thanks to the reinstatement of customer incentives that were discontinued at year end, the president of the Suzuki Dealer Advisory Council said after the brand’s make meeting. Roy Greenblatt, owner of three Suzuki stores in New Jersey, said Suzuki had a retail incentive program of $500 per vehicle in December that was known as holiday cash. That ended at the end of the year. Roy Greenblatt: “Any time you have a decrease in rebates, it’s going to hurt the profitability of the dealership.” of market support in January and quickly realized its mistake. He said the incentive amounts are based on the vehicle and region. For example, in the central region, Suzuki is offering $500 on the 2008 SX4 sedan and crossover, $750 on the 2008 Grand Vitara and $2,500 on the 2008 XL-7. Akin said dealers can get additional $250 and $500 coupons for consumers online. The program runs through February, Akin said. “We’re going to gauge the market on a day-by-day basis to see what adjustments we need to make,” he said. “Our 10-day report was much better than what we had in January and better than last February.” Greenblatt said Suzuki executives also told dealers during the meeting that the company would increase Internet advertising. c 30 25 187 8 21 24 100 5 Mitsubishi CEO sets tough U.S. sales goal Kathy Jackson kjackson@crain.com Highlights Dealer profitability Increased sales More marketing dollars 2007. Dealers say they lack marketing dollars. Don Herring, the dealer council chairman, said a new dealer incentive plan announced this month should spur sales. “It’s one of the most aggressive I have seen,” said Herring, owner of three Mitsubishi stores in the Dallas area. “If this new program is a blueprint for the rest of the year, I think our marketing plan will be there.” Dan Kuhnert, Mitsubishi’s sales JOE WILSSENS SAN FRANCISCO — Mitsubishi and its dealers agree the automaker needs to boost its U.S. sales. But can they reach Hiroshi Harunari’s lofty goal? Harunari, CEO of Mitsubishi Motors North America, reiterated to dealers at the make meeting that they should aim for 130,000 sales, a target he set when he took over in January 2006. “That will be hard,” said Ramsay Gillman, a Mitsubishi dealer in Houston. “Mitsubishi is doing better financially, but we’re all extremely concerned with this shrinking market.” Mitsubishi had only 7,226 sales in January, 23.0 percent below January Hiroshi Harunari, left, CEO of Mitsubishi Motors North America, greets Don Herring, chairman of Mitsubishi’s dealer council, before the make meeting. and marketing chief, said dealers can earn as much as $2,000 per car sold under the new program. He said the incentive is the same for each nameplate sold. Under the previous program, the amount of money earned depended on the model of the car. He said dealers can choose to earn their money by selecting a volume-based or objective-based program. “We have to sell more cars, and we have to do it smarter,” Kuhnert said. “Profitability is a big concern.” Kuhnert would not say whether Mitsubishi’s 500-plus dealer body is too large. He said current stores need higher sales. Kuhnert said that at a dealer meeting in March, the company will lay out its current and near-term product lineup. He said Mitsubishi also is looking at initiatives, such as better inventory management, to help shore up dealer profits. c SO, YOU’RE A NUMBERS GUY? 30 years of automotive marketing that sells 25 years management continuity 187 dealers and dealer groups 8 manufacturers - Tier II 21 franchises - Tier III 24-hour campaign turnaround 100 percent results driven 5 minutes to realize you’ve made a great business decision Infiniti stresses profits and customer satisfaction Lindsay Chappell lchappell@crain.com Highlights Enhancements for used-vehicle marketing Gains in sales satisfaction planned for 2008 EX crossover ads coming retailers to purchase portfolios of off-lease vehicles with factory assistance. Igo also wants to improve its customer-handling procedures. He told the group that Infiniti’s performance on J.D. Power and Associates’ Sales Satisfaction Index — which measures the response of vehicle buyers to the sales and service experience at the dealership — fell in 2007, despite Infiniti’s gain in market share. He noted that Infiniti topped Power’s 2003 Customer Satisfaction Index, which measures satisfaction with the dealership service department during SAN FRANCISCO — Infiniti has new products in the pipeline and advertising for the new EX crossover launching this month. Now it wants to turn more attention to improving dealer profits and customer service performance this year, executives told dealers at the make meeting. A key area for boosting profits will be the way Infiniti dealers market certified used vehicles, Mark Igo, Infiniti Division general manager, told dealers. He said Infiniti will improve how it manages its inventory of off-lease vehicles and distributes them to retailers and also how it drives shoppers to the Web to shop for used vehicles. Igo said Infiniti is working with the dealer advisory board on plans that will emerge this year. Dealers said one possibility would be to allow Infiniti the first three years of ownership. “We want to get back to that,” Igo said. The challenge, he warned dealers, is that Infiniti has a younger buyer demographic than other luxury marques. “Younger customers tend to be a little harsher on grading you,” he said as the meeting dispersed. Peter Wilson, owner of Infiniti of Orlando in Orlando, Fla., and chairman of the dealer advisory board, said the new efforts will be tailored to customers who are more technologically advanced and product-savvy. “The people coming into the dealerships already know a great deal about the product and all of the features on it,” Wilson said. “They frequently guide the conversation, and they want a more expansive discussion with us. We need to do a better job of catering to their expectations.” c Nissan exec: New models will boost per-store sales Lindsay Chappell lchappell@crain.com Highlights Search is on for higher dealer profits in 2008 Dealers hear plans for Maxima, GT-R launches New factory execs introduced The committee wants to improve Nissan’s certified used vehicle program and upgrade factory-dealer communication systems. Al Castignetti, named Nissan Division general manager in December, told dealers the flow of new products SAN FRANCISCO — Nissan dealers achieved their sixth-highest profits in history in 2007. But with new models and a rising market share, that’s not so great, company executives told dealers at the make meeting. Boosting dealer profits will be a key concern in 2008, said Saul Rosen, chairman of the Nissan dealer advisory board and owner of Nissan stores in Milwaukee and the Chicago area. He said a dealer profit committee is reviewing various plans. will increase sales per store. In June, Nissan will launch a redesignedMaxima sedan as well as the $70,000 GT-R. “The answer is product,” Castignetti said as the meeting was dispersing. “We’re in a tough market, and customers want to hear about the latest and greatest. We’re lucky to have new products.” Castignetti said 692 dealers have chosen to sell the GT-R. The GT-R agreement requires retailers to buy new service equipment and commit to special sales and service procedures. Castignetti was one of three key ex- ecutives to appear before the annual franchise meeting for the first time in new roles. Castignetti’s boss, Mark McNabb, addressed the group as senior vice president for North American sales and marketing. McNabb has held various Nissan executive titles over the past two decades but returned to the company from Mercedes-Benz shortly after last year’s NADA meeting. Ben Poore also was introduced to the group. Poore became vice president of North American marketing communications late last year. c grahamadv.com The numbers don’t lie. Call Graham today. 800.776.7336
http://grahamadv.com

Automotive News - February 18, 2008

Table of Contents for the Digital Edition of Automotive News - February 18, 2008

Ford cuts equipment combinations on '09s
Lenders shun subprime market
Toyota dealers test satellite service centers
Despite cost, more carmakers use laminated glass
Merger produces turnaround firm
Chrysler would shut to move Plastech work
Jeep accessories: Mo' for Mopar
Auctions: Repos are rising
Automakers face more child safety rules
Supplier Personnel
Family-owned stores could be tough sell for consolidation
What would lineup be with brands under single roof?
Mercedes will pay $9.5 million to settle suit
Beru revamps strategy to boost profits, growth
Jaguar: Dealers take 10,000 customer deposits for XF sedans
Chrysler exec: Performance segment will survive
Mahindra to offer hybrids in U.S.
Mazda ad agency hires VW and Mini creative whiz
Icy weather and perhaps boredom chill roadster sales
GM, Saturn: What's after Reynolds?
Ford: Mid-sized model year for mid-sized cars
Kia's new American boss: Let's boost sales
Rolls gets sporty
Luxury brands push to meet demand in Russia
Dealer is makers' best voice in D.C.
Get real, Kia, Hyundai
Face it, Detroit: Trimming dealers will be expensive
GM has confidence in the Chevy Volt
It's no wonder auto sales are declining
A workable idea: GM dealer buyouts
It's deja vu again with reborn 2CV
Nothing beats face to face
There's a person behind that e-mail
Buying cars online makes perfect sense
Bush seeks to save 2008-11 CAFE rules
Personnel
Lear investor: No regrets about blocking buyout
GM CFO is mum on more aid to Delphi
Dealers
Road to tomorrow is paved with plastics
Council aims to keep Ford current on environmental issues
VW ponders Phaeton's U.S. flop, may try again
McGuffie is Covisint's president
In hydrogen race, Mazda seeks quicker route
Suit seeks to enforce title-washing remedy
Suppliers to the 2008 Buick Enclave
Mercedes, Audi warn dealers: No sales for export
Sykora wants CAFE flexibility
Minority dealers see tough times in 2008 Arlena Sawyers
Toyota goal: Create stress-free store
NADA's Taylor predicts 15.7 million U.S. sales this year
Honda widens support for dealer ad groups
Jay's jabs
Survival 101: Get lean, work harder
Microsoft will test dealership system
Farley wants market-by-market sales strategy
Entertaining the troops
Report: Detroit 3 cutbacks curb rental-fleet sales
Dilts: High interest rates hurt industry
GM asks for dealer assistance on quality
On the Record
Fisker: We're close to making plug-in car
J.D. Power exec: Internet leads are slipping away
Minority auto group nears 2 deals
Garmin makes navigation technology deal
Tenneco wins Ford work
B-P-G focuses on new product push
Volvo offers cash to thin the herd
Cadillac challenges dealers to boost sales
Chevrolet can stay No. 1, if it will fight
GM will push a green marketing message
Saturn is expected to be GM's growth brand
Certified used sales help Honda dealer profits
Hummer counts on pickup to perk sales
Mazda will boost marketing budget, unveil Mazda6
Saab dealers to get new vehicles
Toyota wants even better customer loyalty
Infiniti stresses profits and customer satisfaction
Mitsubishi CEO sets tough U.S. sales goal
Nissan exec: New models will boost per-store sales
Suzuki dealers cheer return of incentives
Ford to boost dealer margins
Jag dealers anxiously await the XF
Ford executives vague about Mercury future
Subaru dealers want diesels, hybrids
Acura upscale shift inspires 'great faith in the future'
BMW readies national loaner-car program
Land Rover: Future upbeat, unclear
VW dealers get vehicles on wish list
Chrysler dealers OK with consolidation plan
Mercedes pushes dealership standards
Porsche shrinks as luxury segment lapses
Large Hyundai dealers get more room to roam
Execs' exit stuns Kia dealers
Ford recalls 180,000 trucks over door part, fuel hose
GM posts massive loss; eyes N.A. profits by 2011
Big-truck sales fall 33.5% in Jan.
WTO rips China's tariffs on imported auto parts
Fiesta will rejoin the party in the U.S.
UAW's Valentine to Delphi: Hands off our pensions
Rx for dealership flux: NFL draft + Mideast bazaar
Toyota gets the boot in Mexico
Nissan triples female managers
Silverado hits a million, rolls on
Automotive News - February 18, 2008 - bellyband1
Automotive News - February 18, 2008 - bellyband2
Automotive News - February 18, 2008 - Toyota dealers test satellite service centers
Automotive News - February 18, 2008 - Despite cost, more carmakers use laminated glass
Automotive News - February 18, 2008 - Supplier Personnel
Automotive News - February 18, 2008 - Beru revamps strategy to boost profits, growth
Automotive News - February 18, 2008 - 5
Automotive News - February 18, 2008 - Icy weather and perhaps boredom chill roadster sales
Automotive News - February 18, 2008 - 7
Automotive News - February 18, 2008 - Rolls gets sporty
Automotive News - February 18, 2008 - 9
Automotive News - February 18, 2008 - Luxury brands push to meet demand in Russia
Automotive News - February 18, 2008 - 11
Automotive News - February 18, 2008 - GM has confidence in the Chevy Volt
Automotive News - February 18, 2008 - 13
Automotive News - February 18, 2008 - Buying cars online makes perfect sense
Automotive News - February 18, 2008 - 15
Automotive News - February 18, 2008 - Personnel
Automotive News - February 18, 2008 - 16a
Automotive News - February 18, 2008 - 16b
Automotive News - February 18, 2008 - Dealers
Automotive News - February 18, 2008 - 18
Automotive News - February 18, 2008 - 19
Automotive News - February 18, 2008 - 20
Automotive News - February 18, 2008 - 21
Automotive News - February 18, 2008 - Council aims to keep Ford current on environmental issues
Automotive News - February 18, 2008 - 23
Automotive News - February 18, 2008 - McGuffie is Covisint's president
Automotive News - February 18, 2008 - 24a
Automotive News - February 18, 2008 - 24b
Automotive News - February 18, 2008 - 25
Automotive News - February 18, 2008 - In hydrogen race, Mazda seeks quicker route
Automotive News - February 18, 2008 - 27
Automotive News - February 18, 2008 - 28
Automotive News - February 18, 2008 - 29
Automotive News - February 18, 2008 - Suppliers to the 2008 Buick Enclave
Automotive News - February 18, 2008 - 31
Automotive News - February 18, 2008 - Sykora wants CAFE flexibility
Automotive News - February 18, 2008 - 33
Automotive News - February 18, 2008 - Toyota goal: Create stress-free store
Automotive News - February 18, 2008 - 35
Automotive News - February 18, 2008 - 36
Automotive News - February 18, 2008 - 37
Automotive News - February 18, 2008 - Jay's jabs
Automotive News - February 18, 2008 - 39
Automotive News - February 18, 2008 - Survival 101: Get lean, work harder
Automotive News - February 18, 2008 - 41
Automotive News - February 18, 2008 - Farley wants market-by-market sales strategy
Automotive News - February 18, 2008 - 43
Automotive News - February 18, 2008 - Entertaining the troops
Automotive News - February 18, 2008 - 45
Automotive News - February 18, 2008 - On the Record
Automotive News - February 18, 2008 - 47
Automotive News - February 18, 2008 - Minority auto group nears 2 deals
Automotive News - February 18, 2008 - Tenneco wins Ford work
Automotive News - February 18, 2008 - 48b
Automotive News - February 18, 2008 - 49
Automotive News - February 18, 2008 - Volvo offers cash to thin the herd
Automotive News - February 18, 2008 - 51
Automotive News - February 18, 2008 - Saturn is expected to be GM's growth brand
Automotive News - February 18, 2008 - 53
Automotive News - February 18, 2008 - Toyota wants even better customer loyalty
Automotive News - February 18, 2008 - Suzuki dealers cheer return of incentives
Automotive News - February 18, 2008 - Subaru dealers want diesels, hybrids
Automotive News - February 18, 2008 - VW dealers get vehicles on wish list
Automotive News - February 18, 2008 - Porsche shrinks as luxury segment lapses
Automotive News - February 18, 2008 - Execs' exit stuns Kia dealers
Automotive News - February 18, 2008 - 60
Automotive News - February 18, 2008 - 61
Automotive News - February 18, 2008 - 62
Automotive News - February 18, 2008 - 63
Automotive News - February 18, 2008 - 64
Automotive News - February 18, 2008 - 65
Automotive News - February 18, 2008 - Big-truck sales fall 33.5% in Jan.
Automotive News - February 18, 2008 - WTO rips China's tariffs on imported auto parts
Automotive News - February 18, 2008 - 68
Automotive News - February 18, 2008 - 69
Automotive News - February 18, 2008 - Silverado hits a million, rolls on
Automotive News - February 18, 2008 - 71
Automotive News - February 18, 2008 - 72
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https://www.nxtbook.com/nxtbooks/crain/an9562116954GLJNP
https://www.nxtbook.com/nxtbooks/crain/an8646191370SXPTR
https://www.nxtbook.com/nxtbooks/crain/an2553897945CBMLM
https://www.nxtbook.com/nxtbooks/crain/an7874364191DFVGJ
https://www.nxtbook.com/nxtbooks/crain/an2521647732WXGHLchinaguide
https://www.nxtbook.com/nxtbooks/crain/an2521647732WXGHL
https://www.nxtbook.com/nxtbooks/crain/an9662797143SVBBH
https://www.nxtbook.com/nxtbooks/crain/an1693342837QGKJT
https://www.nxtbook.com/nxtbooks/crain/an8522639317WXMHY
https://www.nxtbook.com/nxtbooks/crain/an4336881424VBKTR
https://www.nxtbook.com/nxtbooks/crain/an7743361828BMPXF
https://www.nxtbook.com/nxtbooks/crain/an6899231758AZMPO
https://www.nxtbook.com/nxtbooks/crain/an2378941125WBMLK
https://www.nxtbook.com/nxtbooks/crain/an7531598264QPMZH
https://www.nxtbook.com/nxtbooks/crain/an-indexecguide
https://www.nxtbook.com/nxtbooks/crain/an-mediakit08
https://www.nxtbook.com/nxtbooks/crain/an4815162342EKCOL
https://www.nxtbook.com/nxtbooks/crain/an4399251620YTBVL
https://www.nxtbook.com/nxtbooks/crain/an78256198430HGBML
https://www.nxtbook.com/nxtbooks/crain/an4902183244ALEIB
https://www.nxtbook.com/nxtbooks/crain/an011408
https://www.nxtbook.com/nxtbooks/crain/an010708
https://www.nxtbook.com/nxtbooks/crain/an122407
https://www.nxtbook.com/nxtbooks/crain/an121707
https://www.nxtbook.com/nxtbooks/crain/an-demo
https://www.nxtbookmedia.com