2010 - Orange County Automobile Dealers Association OCADA

SUMMER 2010
Volume 50, Issue 2
Making a
Difference
DEALERS TAKE ON
WASHINGTON – AND WIN!
THE OFFICIAL PUBLICATION OF THE ORANGE COUNTY AUTOMOBILE DEALERS A SSOCIATION
OC Dealer is a publication of Media
Communications Group and is the of ficial
publica t ion of Or ange Coun t y Au tomobile
Dealers Association. OC Dealer is published 4
times per year by Media Communications Group.
The statements and opinions expressed herein
are those of the individual authors and do not
necessarily represent the views of OC Dealer,
or its publisher Media Communications Group.
Any legal advice should be regarded as general
information. It is strongly recommended that one
contact an attorney for counsel regarding specific
circumstances. Likewise, the appearance of
advertisers does not constitute an endorsement
of the products or services featured by Media
Communications Group.
12
19
OCADA 46TH ANNUAL GOLF TOURNAMENT
THE PSYCHOLOGY OF CLOSING
4 Calendar of Events
6 President’s Message
8 2010 OCADA-PAC Honor Roll
9 OCADA in the District
11 Get to Know Your Legislator:
22
MEMBER SPOTLIGHT
Visit us Online!
Congressman Ken Calvert
12 OCADA 46th Annual Golf Tournament
15 The Big Auto Show Blast
17 Orange County Auto Theft Task Force
18 An Update from Capitol Hill
www.OCADA.org
By Congressman John Campbell
19 The Psychology of Closing
By Steve Richards
21 OCADA Welcomes Our New Associate Members
22 Member Spotlight: OC Motorsports
OC DEALER is a Publication of the
Orange County Automobile Dealers
Association
3737 Birch St., Suite 220
Newport Beach, CA 92660
www.ocada.org
Phone: 949-428-5050
Fax: 949-428-5054
SUMMER 2010 3
Board of
Directors
PRESIDENT
John Patterson
Huntington Beach Mazda
OC Hyundai
Tustin Mazda
VICE PRESIDENT
Tim Mullahey
Mullahey Chevrolet
Fullerton Kia
Calendar of Events
September 14
September 21-22
October 6
October 7-10
Northwood Golf Tournament
Monarch Beach Golf Links, Dana Point
NADA Washington Conference
Washington D.C.
Steve Richards Sales Training Seminar
Justifying the Price
National University, Costa Mesa
Orange County Auto Show
Anaheim Convention Center, Anaheim
TREASURER
George Heidler
Suzuki Depot/Kia Depot/
Tom’s Truck Center
IMMEDIATE PAST
PRESIDENT
Paul Lunsford
South Coast Toyota
EXECUTIVE
DIRECTOR/SECRETARY
John Sackrison
Orange County Automobile
Dealers Association
DIRECTORS
Paul Conant
Norm Reeves Honda Huntington Beach
Tuesday, September 14, 2010
Registration at 10:00 am
Tee Off Time: 12:30 pm
Supporting students at the
Northwood University/Cerritos College Program Center
Mike D’Amato
Tustin Lexus
Questions:
Bruce Sedlezky (714)227-2074 - [email protected]
Warren Mault (989)837-4349 [email protected]
Jon Gray
Orange Coast Chrysler Jeep Dodge
Register online at http://www.northwood.edu/alumni
Matt Gunderson
Audi Mission Viejo
Infiniti of Mission Viejo
Bruce Hamlin
Guaranty Chevrolet
4
1257+:22'81,9(56,7<
20th Annual Scholarship Golf Tournament
Monarch Beach Golf Links
Dana Point, CA
OC Dealer WWW.OCADA.ORG
PRESIDENT’S
MESSAGE
Thank You, Thank You,
Thank You!
W
e have a lot of individuals to
thank who’s collective efforts
have exempted auto dealers
from the proposed Consumer Financial
Protection Bureau. This monumental
victory came largely against powerful
adversaries, such as the Current Administration, the Military, big banks
and consumer advocates. The monetary
value of this historic victory to consumers and to dealers is difficult to assess,
but without it much would have been
lost. Orange County played a big role in
this win and we should all be proud of
our Association and their ability to focus
on our collective power.
6
OC Dealer WWW.OCADA.ORG
First, thank you to every dealer who
called and e-mailed their Senators and
members of Congress, and special thanks
to those who made the trip to Washington.
Your voices were heard and turned what
would have been a regulatory nightmare
into a reasonable exemption.
Thank you to Congressman John
Campbell for his leadership in authoring
and passing the dealer exemption
amendment in the House. His ability to
educate his fellow members of Congress
on this issue made all the difference
and was the important first step to this
legislative success.
John Patterson
Finally, thank you to all of our Orange
County Congressional Representatives,
both Republican and Democrat, who
supported the dealers position on this
issue. This victory is the result of years
of working with our elected officials,
building relationships and educating
them on our industry.
While this legislative success is a
monumental win, we know there will
be other challenges and we will continue
to prepare to protect your interests. Q
Sincerely,
John Patterson
2010 OCADA-PAC Honor Roll
Chairman’s Club
Norris Bishton
Jim Graham
Dick Hsu
John Patterson
Jim Speck
Dave Conant
Jon Gray
Paul Lunsford
Bill Piercey
Jeff Voechting
Don Crevier
Bruce Hamlin
Bob Miller
RJ Romero
David Wilson
AJ D’ Amato
Dennis Hardin
Tim Mullahey
Trey Selman
Tom Winterling
Mike D’ Amato
Roberta Hardin
John Oh
Damon Shelly
Tom Ferruzzo
George Heidler
Woody Oklejas
David Simpson
President’s Club
David DeLillo
Leonard Renick
Join the OCADA-PAC Honor Roll and make your contribution today!
8
OC Dealer WWW.OCADA.ORG
in the District
Congressman John Campbell Luncheon
Orange County Dealers met with Congressman John Campbell to discuss current legislative issues affecting the Automotive Industry.
Pictured left to right: John Sackrison, OCADA; Al Parajeckas, Crevier BMW; Craig Whetter, Wilson Automotive Group; Mark Parkinson, Tustin Buick
Hummer GMC; Mike D’Amato, Tustin Lexus; Paul Conant, Norm Reeves Honda Huntington Beach; Linda Rose Mongell, Tustin Buick Hummer GMC;
Congressman John Campbell; Dick Hsu, DCH Tustin Acura; George Heidler, Suzuki & Kia Depot; Steve Coleman, Saab of Santa Ana; Cliff Allen, Allen
Cadillac GMC Truck & Hyundai; Kevin Jones, Saab of Santa Ana; Jared Hardin, Hardin Hyundai; Michael Westbrook, Commonwealth Volkswagen/Audi;
Romulo De Vera, Saab of Santa Ana.
Congresswoman Loretta Sanchez Luncheon
Orange County Dealers met with Congresswoman Loretta Sanchez at an OCADA Legislative Lunch to discuss current legislative issues affecting the
Automotive Industry.
Pictured left to right top row: Jamie Bishton, Noarus Auto Group; Paul Conant, Norm Reeves Honda Huntington Beach; John Sackrison, OCADA;
Congresswoman Loretta Sanchez; Jon Gray, Orange Coast Chrysler Jeep Dodge; John Patterson, OC Hyundai; George Heidler, Suzuki / Kia Depot;
Dennis Hardin, Hardin Buick GMC; Jared Hardin, Hardin Hyundai
Bottom Row: Paul Lunsford, South Coast Toyota; Vikki Murphy, Wilson Automotive Group; Frank Romano, Wilson Automotive Group; Bruce Hamlin,
Guaranty Chevrolet; Steve Coleman, Saab of Santa Ana; Al Parajeckas, Crevier BMW
SUMMER 2010 9
GET TO KNOW YOUR LEGISLATOR:
CONGRESSMAN KEN CALVERT
44th Congressional
District:
Orange County Cities: Coto de Caza,
Las Flores, Ladera Ranch, San Clemente,
San Juan Capistrano, Trabuco Canyon
Riverside Cities: Riverside, Corona,
Norco, Eastvale
Congressional
Committees:
Rep. Calvert serves on the House
Committee on Appropriations and is a
member of the Subcommittees on Energy
and Water; Interior and the Environment;
and Homeland Security. Rep. Calvert is also
the Ranking Member of the House Select
Intelligence Oversight Panel of the House
Committee on Appropriations (SIOP).
Personal:
Rep. Ca lver t l ives i n Corona,
California, has two brothers and is the
proud uncle of two nephews who live in
Oregon. Rep. Calvert is also the partowner of office dog Cali who comes to
work everyday on Capitol Hill and lives
in Washington, D.C.
Quote:
“Freedom is never more than one
generation away from extinction. We
didn’t pass it to our children in the
bloodstream. It must be fought for,
protected, and handed on for them to do
the same.” – President Ronald Reagan
Biography:
Ken Calvert, a lifelong resident of
Riverside County and 17-year small
business owner in the restaurant
and real estate industries, represents
the 44th Congressional District of
California. Ken attended local schools
and graduated from San Diego State
University in 1975 with a Bachelors
Degree in Economics.
Rep. Calvert was first elected to
Congress in 1992 and over the years has
worked diligently on behalf of the 44th
Congressional District of California.
Previously, he has served as Chairman
of the Subcommittees on Energy and
Minerals; Water and Power; and Science
and Technology. Some of his many
accomplishments include the passage
of vital water supply legislation for the
west; legislation that created the E-verify
program, the only tool available to
employers to check the legal status of new
employees; and a five year reauthorization
of NASA that incorporated a new vision for
space exploration. Over the years he has
worked with local and county officials to
obtain federal funding for transportation
projects; March Air Reserve Base; research
into the grapevine killing Pierce’s Disease
scourging California’s wine industry; the
prevention of beach erosion in Orange
County; and the expansion of the San
Clemente beach trail.
District Office Contact
Information:
Address: 2611 Antonio Parkway,
Suite 300
Las Flores, CA 92688
Phone: 949-888-8498
Fax: 949-888-8524
Website: www.calvert.house.gov
Visit us online!
www.ocada.org
SUMMER 2010 11
OCADA 46th Annual Golf Tournament
T
his year’s 46th Annual OCADA Golf Tournament was the best one yet!
Players and guests enjoyed a beautiful day of golf on the Mesa Verde
Golf Course, while enjoying the many exciting activities and contests
on the holes provided by the sponsors. One of the favorites this year was
the addition of the Million Dollar Shoot Out! This year’s winning scramble
team was from Crevier BMW with a score of 58.
The evening festivities continued with dinner, awards and over
$9,000 in raffle prizes given away. OCADA Executive Director, John
Sackrison thanked the many dealer and associate members who
participate and sponsor this great event. A special tribute was given to
Golf Chairman, Al Parajeckas, for his involvement and leadership as the
Chairman for the past 20 years. Al always keeps the crowd laughing as
he announces the tournament winners and gives away raffle and cash
prizes. It was a great day had by all!
12 OC Dealer WWW.OCADA.ORG
A ORG
2010 Golf Winners
Scramble – Associate/Guest Flight
3rd Place .................................................................... 62
Jeff Richardson, Glenn Quintos, Frank Romano, Brandon Burrows
2nd Place ........................................................... 62 Card-off
Jodi Meade/Lyle Hutson, Ray Biggerstaff, Ray Biggerstaff Jr.
Dennis Frankeberger
1st Place ...........................................................................57
Ben Goleman, Colin Wilcox, Ben Coleman, Wayne Thuna
Scramble – Dealer Flight
3rd Place ......................................................................... 63
Art Riddle, Diane Nelson, Dave Williams, Dennis McEllis
2nd Place ...........................................................63 Card-off
Kevin Orr, Alan Wiesner, Mitch Donath, Derrick Sukow
1st Place ...........................................................................58
Al Parajeckas, Mike Lake, Scott Bell
Longest Drive - Dealer .................................................. Jon Gray
Longest Drive - Associate/Guest ...........................Fred Kimball
Longest Drive – Ladies.............................................. Jodi Meade
Straightest Drive - Dealer .........................................Mike Ponzi
Straightest Drive - Associate/Guest ...................... Colin Wilcox
Closest to the Pin – Dealer ............................ Mike Ponzi (1’9”)
Closest to the Pin – Associate/Guest ...... Mark Osmers (9’11”)
SUMMER 2010 13
THE BIG AUTO SHOW BLAST
Give your customers free Orange County Auto Show Tickets and a
One-Year Subscription to Motor Trend Magazine
Show your customers how much you appreciate them by providing them
free tickets to the OC Auto Show and a free one year subscription to Motor
Trend, compliments of your dealership. OCADA will be able to provide
you with a turnkey system to deliver the free email tickets to your existing
customer email database.
This is a great opportunity to thank your customers and the OC Auto Show
is the perfect place for them to go and get motivated to buy a new vehicle
from your dealership.
The entire program is free to dealer members. Over 50 dealerships
participated last year and over 8000 complimentary tickets were given away.
3 EASY STEPS
™ Call OCADA @ 949-428-5050
š Receive sample graphics, text and a unique ticket code.
› Send tickets via email to your customers.
SUMMER 2010 15
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1.
Orange County
O
Auto Theft Task Force
n June 24th the OCADA proudly sponsored the Annual Orange County Auto Theft Taskforce Officer of the Year
Awards. The event recognizes police officers with the most stolen vehicle recoveries from each city culminating with
awards for the top 5 officers in the county. Combined, this task force of officers recovered 204 vehicles in 2009. Their
combined efforts resulted in a 16% drop in vehicle theft during 2009.
This year’s award recipients were:
1. Officer Kevin Flanagan, Anaheim P.D.
2. Officer Pedro Montez, Buena Park P.D.
3. Officer Tyler Ray, Orange P.D. (tie)
4. Officer Daniel McCarthy, Westminster P.D. (tie)
5. Deputy Trent Hoffman, Orange County
Sheriff’s
Department
In addition to sponsoring the event, OCADA
presented charitable contributions to the top five
officers’ favorite charities.
Article.
Q
The top 5 Officers in Orange County receiving their awards at the Orange County
Auto Taskforce Officer of the Year awards ceremony.
REACH YOUR TARGET
AUDIENCE AFFORDABLY
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get results with
Dani Gorden, Project Manager
509-301-4858
[email protected]
SUMMER 2010 17
AN UPDATE FROM CAPITOL HILL
BY
CONGRESSMAN JOHN CAMPBELL
Too Big to Fail
I
t now appears that FinReg is the generally accepted shorthand name for
the financial regulatory reform bill
that the President has signed into law.
I opposed this bill because it will not
solve the problems that led to the 2008
financial crisis and it will make consumer
and small business credit more difficult
to get and more expensive. Therefore, it
will be another addition to the list of bills
(health care, cap and trade, stimulus, etc.)
which will increase taxes, lower growth,
and destroy even more private sector jobs
in this country. The bill has 4 basic elements which I will describe briefly below.
When all of this becomes apparent during the next 12 months, remember that
this is the piece of legislation driving it.
• Derivatives regulation: I support
much of this effort, unfortunately
however, the bill fails to create
sufficient exceptions for end users
of derivatives (such as farmers),
who do not use derivatives as an
investment, but rather as a “hedge”
to insure against market volatility in
an non-financial product or material
they actually use in their given daily
businesses. So, the unnecessary
parts of this section would make it
more expensive for end users to do
business. That means less growth and
fewer jobs.
• Too Big to Fail: There will still
be ‘too big to fail,’ as this bill more or
less perpetuates the current system
and its risks. According to the bill,
18 OC Dealer WWW.OCADA.ORG
the financial industry (including
institutions that are not too big to
fail) will be self-funding their bail-out
fund, instead of taxpayers (Good!); but
there will still be incentive for banks to
take big risks knowing that there is an
“insurance” fund to “save” the system.
Enormous business is only somewhat
better for society than enormous
government. If you are that big, you
ought to have restrictions and reserve
requirements that make your collapse
nearly impossible. Such requirements
will impact return on investment for
such huge entities. So, if you don’t
want to meet those requirements,
then a company can choose to break
themselves up. In my opinion, this
bill does not adequately address the
underlying problem of systemic risk.
• Fannie Mae and Freddie Mac: Of
course, the bill does not deal with
the single biggest contributor to the
financial meltdown, the structure and
excesses of Fannie Mae and Freddie
Mac. These entities continue as
subsidiaries of the federal government
and are unaffected by the bill. Heaven
forbid we put additional regulations
or restrictions on a government entity.
• So-called Consumer Protections: The
elements in this bill euphemistically
labeled as “consumer protections”
are actually the worst parts of it.
Consumer and small business loans
will be even harder to get and more
expensive. Also, get ready for your
bank to tell you that your ‘small
balance’ checking account is no longer
free. The new regulatory burden and
substantial new taxes on banks will
make many checking and even savings
accounts and loans unprofitable for
banks. So, they will either just stop
them or charge you more.
However, I was successful in my
efforts to include language which
excluded auto dealers from falling
under the authority of the so-called
‘Consumer Financial Protection Agency’,
thereby helping preserve dealer-assisted
financing as an affordable option for
car buyers. My amendment faced stiff
opposition by the White House, the
Department of Treasury, along with a
variety of other groups. But because of the
strong grassroots efforts by dealers and
dealership employees, the amendment
garnered strong bipartisan support in
both the House and the Senate to exclude
dealerships from the proposed regulatory
agency created by the bill. Although the
dealer exclusion was included in the
final text of the legislation, the means for
financing the purchases of automobiles,
such as captive finance companies and
banks, will still be covered under the new
regulatory authority, which may in turn
have downstream effects for those of you
in automobile dealerships. Q
I remain respectfully,
Congressman John Campbell
The Psychology
of Closing
Trust Based Closing – The Customer’s
Road to the Purchase
BY
STEVE RICHARDS
Negotiating for a vehicle can and should be a smoother process. But it
normally isn’t, for any of the parties involved. It can be a significantly
more pleasant process, yielding more sales and this can be accomplished
by the use of truth, logic, mathematics, and a flexible game plan.
H
owever, there are ingrained impediments. No longer do we have the
luxury of offering up concessions
without a logical explanation of why
the numbers are what they are. In other
words, when the customer says no, we
must artfully work back to a closing
opportunity. Without this, credibility
is at stake. No credibility, no sale, or at
best a sale with a little profit. We see it
every day in the showrooms of America.
Sharpies with different colors, smiley
faces, and the “back and forth.” Archaic
words and tactics like “if I could would
you” and “peeling the customer off the
ceiling.” When analyzed closely, it seems
the idea of starting everyone out at MSRP
or MSRP plus addendum is actually a
brilliant ploy for snaring that customer
who has a 700 Beacon score and a 70 IQ.
If a store is in a market where there is a
preponderance of such folks, the idea of
trying to “knock everyone’s head off” is
brilliant. However, if your market has
but few of these folks, it doesn’t seem to
make much sense to anger and alienate
your customer, and make the sales consultant out to be a buffoon in the process!
However, that’s exactly what happens
all too frequently. Sales people hate the
process because they are made to look
foolish and buffoonish. The prospect
is often insulted, but they can quickly
exit and continue their adventure at
their next stop. The sales consultant, a
decent and normal person in his previous life, is stuck wondering why he’s so
maltreated and broke! Only the retail
automotive industry could survive a sales
process that creates such high levels of
discomfort for the two primary players;
the customer and the sales person!
The “vicious” cycle of the typical
automotive closing process quite likely
grows out of the widespread human
tendency to take an exaggerated view
of the other party’s perceived hostility
or unreasonable behavior. Although
often based on misperceptions, the
customer’s hostility creates a selffulfilling prophecy as does the sales
consultant or managers’ attitude,
evidenced by the retail cultural belief
that “buyers are liars.” Consequently,
we have the trustless negotiation or
justification cycle, perpetuated by the
training virtually all sales consultants
and managers receive or have received
in the past. Compounding the problem
is the manner in wh ich the most
“popular” retail sales processes are
worked and by the “advice” virtually
all customers get from the so called
“how to buy a car experts.”
The “tr ustless” cycle has been
perpetuating itself for years and, with
few exceptions, exists in most stores
today. Is there alternative way of doing
business that is not just another “sales
idea of the month?” Yes, by adopting
a different attitude and subsequent
behavior, you can produce actions that
result in more immediate sales. This is
nothing revolutionary; it takes existing
automotive selling processes, refines
PSYCHOLOGY OF CLOSING
– continued on page 20
SUMMER 2010 19
PSYCHOLOGY OF CLOSING
– continued from page 19
them and modifies the behavior of
the sales team members. Adopting
this way requires abolishing many of
the words, strategies, and techniques
taught by most “industry experts.” For
often it is what they teach that turns
consumers looking for transportation,
into angry, antagonistic, “shopping
monsters” who have become quite
skilled at grinding automotive sales
teams.
That change is needed is evidenced
by the fact the traditional “road to the
sale” behaviors exhibited by most sales
consultants (which are usually trained
behaviors) often infuriate even those that
do buy! The buying public suffers through
telephone calls to dealers that yield
nothing but questions about “who they
are” and “how they can reached,” instead
of obtaining information, which was the
reason they called in the first place! They
use the Internet to play dealers against
each other, and then have to finally
make the dreaded trip to the dealership
in order to meet someone face-to-face so
they can take delivery of a product they
have to own. An unpublished statistic,
but evidence of our process failure, lies
in the fact one of the primary reasons a
customer buys from any given store is
exasperation. They are just plain sick
and tired of the ordeal we have become
so adept at creating (obviously there
are exceptions). The good news is the
consumer has no alternative, yet. They
must drive to survive in our society, so
they must purchase a new vehicle from
a franchised automobile dealer. Is it any
wonder they don’t want to pay for this
experience? There is a better way, and it
is trust-based!
The Customer’s Road to
the Purchase
1. They buy the sales person and their
decision is based on two overriding
factors; trust and credibility. If you
don’t follow the trust formula, no
sale; if you’re not credible, no sale.
Appearance, your ability to meet
and greet professionally, and your
qualification skills are all critical
elements of selling yourself. When
the prospect buys you, the purchase
process continues.
2. Your prospects must be comfortable
with your business, your dealership. If
you don’t know how to show off and
sell your store, or you’ve been led to
believe you do this towards the end
of the sales process, no sale.
3. The vehicle is what your prospect
came to see. However, your product
knowledge, vehicle presentation
skills, and propensity to create a
dynamic test drive experience are
all wasted if you haven’t taken the
time to make sure you’ve assisted
the prospect in choosing the correct
vehicle.
4. I n or d e r t o c on s u m m a t e t he
transaction, money must change hands!
This is the essence of selling in the
RedZone. You must have the skills
to justify the financial aspects of the
sale whether it is by price, discount,
trade value, purchase payments, lease
payments, or financing terms.
20 OC Dealer WWW.OCADA.ORG
5. You must overcome the most prevalent fear the prospect
possesses, the fear of making a mistake. The mistakes they
fear vary from prospect to prospect, but the mistake they
fear is always one or more of the following:
a. Some fear purchasing the wrong product, a product
which will not satisfy their needs or fit within their
financial comfort zone.
b. Some fear making a purchase from a business that
will not provide them with a satisfactory ownership
experience.
c. Some fear being “taken” financially, others want to be
satisfied they’ve paid a fair price; no one wants to feel
they’ve paid more than necessary.
d. Most don’t want to buy from the wrong person.
If your prospect says no, or they offer up a stall (thinking
about it, shopping some more) they’ve made a decision and
that decision, in all likelihood, is to purchase elsewhere. Every
objection you hear from a prospect can be traced to one of the
aforementioned issues. Q
The Steve Richard’s sales training seminars at OCADA offer an alternative. Whether
it’s the initial presentation of the offer-to-purchase, handling objections or stalls,
responding to an internet inquiry, answering, incoming sales call, or closing the sale,
the seminars offer the opportunity to all the attendees to learn how to engage the
prospect using intelligent conversation to raise closing ratios, create more gross
profit, and provide the customer a much better experience during the part of the
sales process they usually find agonizing and tedious.
Welcomes Our New Associate Members
OC Motorsports
OC Motorsports is Orange County’s premier location for customized automotive
products and accessories. Whether it’s tires, wheels, suspension, performance
upgrades or off road products, OC Motorsports is your one stop shop for all
your customized automotive needs.
Contact Jon Gray at 714-546-1936
What do your customers think and say
when your dealership name is
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Managing Partner:
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(949) 244-4712
[email protected]
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SUMMER 2010 21
member
OC MOTORSPORTS
A
fter consolidating his Chrysler Jeep
Dodge store through Chryslers
“Project Genesis” plan, Jon Gray
found himself with a 15,000sq. ft. empty
facility on Harbor Blvd. in Costa Mesa
during a volatile market. Jon decided to
fulfill a consumer need by creating OC
Motorsports, a motorsports facility that
offers every type of after-market services
all under one roof.
OC Motorsports has quickly become
Orange County’s premier location for
after-market products and services.
From mild to wild, from a simple spark
plug to complete off-road fabrication OC Motorsports does it all. “While other
shops can only offer certain segments of
accessories, we provide the convenience
of one-stop shopping with the cost
savings of providing these services all
in one location. It’s a win for everyone!”
said Jon Gray.
“Th is has been a lot of f un to
combine a passion with a business plan
and put together a great team to pull
it all together. I was lucky to have Dan
Fresh (Store Manager and past Baja
500/1000 winner) lead the team. He
has the knowledge to make sure you
get exactly what you are looking for
and he’s a great guy to boot.”
By providing the efficiencies of all
motorsport services under one roof,
Gray’s customers have grown not just
by numbers, but in different segments
including other dealerships. Whether
it’s a Ford F150, Toyota Tundra, Range
Rover, Jeep, or whatever you want to
accessorize - OC Motorsports is here for
you. Gray said, “Being a dealer myself,
I understand what dealers are looking
for – turnkey top quality work, quick
turnaround, and something to attract
attention on your lot which provides
additional profit to your store. I have
wrestled with the challenge of creating
a head turning vehicle to put out on the
frontline of my lot the sales department
and customers are fi red up about. At
OC Motorsports we have been able to
fine tune what does and does not work
and where you can get the most return
on your investment.”
OC Motorsports celebrated its 1st
year anniversary in June, Gray shares,
“This has truly been a blast.” Visit them
at their website www.ocmotorsports.
com or call them at 714-546-1936. Q
Vehicle modifications
include:
• 4” Procomp lift/MX-6 shocks
• 17” Method Race Wheels
• 35” BF Goodrich KM2 Tires
• Smittybilt front and rear
bumpers
• Smittybilt side bars
• Milemarker winch
• Rugged ridge headlight and
taillight guards
• Mopar Fuel door
• Hella Black magic lights
22 OC Dealer WWW.OCADA.ORG
Insurance
Risk Management
Call
800-435-8842
Darin Haag
Regional Sales Manager
We can help you get covered.
Louis Pingtella
General Manager
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