MDD 20 Group All Star Awards - GM Dealer Development
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MDD 20 Group All Star Awards - GM Dealer Development
2011 Volume 12, No. 2 October MDD 20 Group All Star Awards What’s Inside: Upcoming Events 2 MDAC NEWS 2 2012 MDD Winter 20 Group Meetings 2 MDAC Regional Council Meetings 2 MH Buyout 2 2011 GM Minority Dealer Advisory Council 3 MDAC Key Contacts 4 2011 MDD Summer Business Meeting 5 Incentives Management 6 Ally Wallet Wise 6 Let Us Know 7 Personnel Announcements 7 Welcome New Dealers 7 PCM – Helping to Generate Real Results 7 GM Minority Dealer Development (MDD) recognizes top ranking MDD 20 group dealers at the Winter MDD Business Meeting. The annual Awards are a tradition among the dealer 20 group members as they vie for leadership in dealership performance. Dealers qualify for the awards based on profitability ($NPBBT) as of November 30 year-to-date and active participation in the MDD 20 groups. In all cases, the dealer must be profitable through 11 months calendar year-to-date to qualify for an award Listed below are the Award categories and the metrics used for the 20 group Awards. Please contact your NCM moderator with any questions. Group Champion Awards Asset Management This metric is an indicator of the dealership’s ability to manage the assets that have critical impact on the monthly cash flow of the company. These assets include: New and Pre-Owned Inventories, Parts Inventories, and all Accounts Receivable. This metric measures “efficient turns” of the assets which help improve total dealership cash flow and profitability. This key metric will be a total of the excesses to the total amount of the dealership’s assets. Outstanding dealers operate at 50% or less excess to total. Net to Gross The Net to Gross metric indicates a dealer’s ability to effectively manage the profitability of the entire dealership. Those dealers who achieve 30% Net to Gross performance numbers operate at the highest levels of total dealership performance and profitability. Personnel Productivity – Gross per Employee This metric, Gross per Employee, focuses attention on the operational effectiveness of the human resources within the dealership in each department. It is an important indicator of a department’s ability to perform at the levels of production necessary to maintain maximum departmental profit levels, and more importantly, total dealership profit expectations. 10,000 Gross per Employee is an industry standard for outstanding dealers. Overall Awards Most Improved In addition to the Group Champion Awards, the Most Improved dealer among all of the 20 groups for each of the Award categories (Asset Management, Net to Gross, Personnel Productivity – Gross per Employee) is recognized. Rookie of the Year The Rookie of the Year award is given to a first-time dealer who has reflected good business acumen in his/her first of year operation. Fast Start Dealer www.gmdealerdevelopment.com This award recognizes a newly appointed GM dealer (formerly non-GM dealer) who has demonstrated solid business acumen in his/her first year of operation. MDAC NEWS Upcoming Events Please join the Minority Dealer Advisory Council (MDAC) in welcoming Bill Lynch, dealer principal, Lynch Chevrolet Cadillac, Auburn, AL, to the Council. Bill replaces Cary Wilson, Ron Carter Autoland, Alvin, TX who elected to resign his dealer representative seat on the MDAC. Bill Lynch fills Cary Wilson’s remaining term of office. Thank you Cary Wilson for your service on the Council. November 17 MDAC Conference Call 2:30 PM ET December 7 Senior Oversight Board (Detroit) MDAC Caucus MDAC Face-to-Face Meeting December 8 MDAC Face-to-Face Meeting (Detroit) CEO/MDAC Meeting February 2-3 MDD 20 Group Meetings Caesars Palace, Las Vegas, NV February 3-6 NADA Convention Las Vegas, NV 2012 MDAC and Regions Establish Regional Council Meetings MDD Winter 20 Group Meetings Mark Your Calendar! The MDAC and the GM regional teams are meeting bi-annually to discuss and help develop regional strategies for growing minority dealer representation. Here’s a schedule of the dates: Region Meeting Date Northeast. . . . . . . . . . . . . September 15, 2011* North Central. . . . . . . . . . October 27, 2011 South Central. . . . . . . . . . November 2, 2011 West . . . . . . . . . . . . . . . . . November 11, 2011 Southeast. . . . . . . . . . . . . March 3, 2012 Join us on February 2-3, 2012 at Caesars Palace in Las Vegas, NV for the MDD 20 Group Sessions. Make the most of your trip to Las Vegas by leveraging your attendance at both the MDD Winter Business Meeting and the annual NADA Convention. MDD has reserved a block of sleeping rooms at Caesars Palace. Look for the link to register once the web site is live in late October. *Meeting held MH Buyout Monir (Lou) Sobh Milton Chevrolet, Inc., Milton, FL 2 2011 gm minority dealer advisory council Term 2010-2012 (Continuing Representatives) Term: 2011-2013 (New Representatives) Wayne Abbs (Native American) Southeast Region Wayne Neal Chevrolet 123 S. Elm Street Commerce, GA 30529 (706) 335-3196 • (706) 335-2341 – FAX (706) 215-1647 – Cell [email protected] Sergeant-At-Arms Kim Borcherding (Native American) North Central Region Borcherding Buick-GMC 9737 Kings Auto Mall Road Cincinnati, OH 45249-8243 (513) 677-9200 • (513) 239-2020 – FAX (513) 885-3627 – Cell [email protected] Vice-Chair Robert Brogden (African American) South Central Region Robert Brogden Auto Plaza 1500 E. Santa Fe Olathe, KS 66061-3643 (913) 782-1500 • (913) 782-8946 – FAX (913) 530-7503 – Cell [email protected] Michael Bates (African American) Northeast Region Westborough Buick-GMC 88 Turnpike Road Westborough, MA 01581-2802 (508) 366-8787 • (508) 366-5987 – FAX (313) 550-9776 – Cell [email protected] Martin Cumba (Hispanic) Northeast Region Sun Chevrolet 2939 Washington Rd. McMurray, PA 15317-3204 (412) 344-8000 • (724) 941-5182 – FAX (724) 288-8465 – Cell [email protected] Greg Cole (Asian) Southeast & Western* Regions Athens Chevrolet, Inc. 4110 Atlanta Highway Bogart, GA 30622 (706) 549-3512 • (706) 543-1527 – FAX (706) 254-4007 – Cell [email protected] Ivette Dominguez (Hispanic) Western Region Alpine Buick-GMC 8120 W. Tufts Ave. Denver, CO 80123-1890 (303) 932-8000 • (303) 933-2445 – FAX (303) 919-1989 – Cell [email protected] David Ferraez (Hispanic) Northeast Region Green Brook Buick-GMC 101 Rt. 22 East Green Brook, NJ 08812 (732) 752-3000 • (732) 752-8286 – FAX (908) 334-9348 – Cell [email protected] Bill Lynch (Asian) Southeast Region Lynch Chevrolet-Cadillac 823 Opelika Road Auburn, AL 36830-4021 (334) 821-9001 • (904) 384-7611 – FAX (904) 545-9023 – Cell [email protected] Todd Ingersoll (Hispanic) Northeast Region Ingersoll Auto of Danbury 84 Federal Road Danbury, CT 06810 (203) 730-5766 • (203)-730-5770 – FAX (203) 868-1278 – Cell [email protected] Pamela Rodgers (African-American) North Central Region Rodgers Chevrolet, Inc. 23755 Allen Road Woodhaven, MI 48183-3394 (734) 676-9600 • (734) 676-2876 – FAX (313) 702-8985 – Cell [email protected] Mack Johnson (African American) North Central Region Mack Buick-GMC 500 Auto Mall Drive Ann Arbor, MI 48103 (734) 769-3991 • (734) 769-4991 – FAX (734) 260-7336 – Cell [email protected] Secretary Andrew Ferguson** (African-American) Southeast Region Cadillac-Saab of Orange Park 7999 Blanding Blvd. Jacksonville, FL 32244 (904) 778-7700 • (904)899-6876 – FAX (478) 397-6037 – Cell [email protected] * Cole Chevrolet, Pocatello, ID ** GMMDA Chairman, non-elected representative 3 Co-Chair September 2011 MDAC Key Contacts Please take a few moments to review the MDAC Key Contacts. Your MDAC dealer representatives regularly communicate with their Regional Directors of Business Operations. This link supports ongoing communication for the benefit of the Minority Dealer Portfolio. For more information, please contact your respective representatives. GM REGIONS REGION Directors of Business Operations Regional MDAC Contacts North Central Robin Sutton 630-961-6350 [email protected] Mike Mozingo 203-790-3826 [email protected] Tim Hudgens 678-240-9919 [email protected] Jay Allen 469-417-7004 [email protected] Dale Sullivan 805-373-9692 [email protected] Northeast Southeast South Central Western Mack Johnson 734-769-3991 [email protected] Martin Cumba 412-344-8000 [email protected] Wayne Abbs 706-335-3196 [email protected] Robert Brogden 913-782-1500 [email protected] Ivette Dominguez 303-919-1989 [email protected] Regional Support For Dealer Development The following individuals support diversity activities in their respective regions. Feel free to contact them with your questions and/ or concerns. REGION Contacts North Central Tim Jones 630-961-6863 [email protected] Michael Garrick 203-790-3803 [email protected] Valerie Weaver 678-240-9918 [email protected] Yvette Guyton 469-417-7056 [email protected] Ruby Henderson 805-373-8476 [email protected] Northeast Southeast South Central Western 4 5 Incentives Management Are You Compliant or at Risk of Losing Thousands? Sherralyn Peterson Automotive Incentive Specialist With sales audits on the rise, where do you stand relative to incentive compliance? The answer to this question could make or break your dealership’s success. Dealers are often surprised by the amount of charge-backs that are discovered during the audit process. I’ve seen charge-back amounts ranging from $200,000-$1,500,000! A significant amount of these charge-backs could have been prevented with proper Internal Controls and regular Compliance Reviews. Incentive compliance requires robust efforts on dealerships to know all the rules, keep up with changes, and have processes/tools in place to administer incentives and be compliant. Here are five critical areas that dealers should be aware of: • Misreporting of Deliveries. Incorrect delivery data is an issue and violation that can cost a dealership thousands of dollars. Be sure your staff knows GM’s definition of a valid delivery date and ensure correct customer information is reported. • Improper Disclosure of Incentives. Incentives not properly disclosed and acknowledged by customers will be debited (considered as not passed in the sales transaction). Add-ons are to be treated in the same manner. • Program Abuse. Incentives offered to customers without proof of eligibility and valid, supporting documentation, as required. Such documentation must be in each deal jacket. • Excessive Doc Fees. For all related GM employees/suppliers discounted sales, GM has a new position on the maximum allowable amount. Any excessive amounts can cause the debit of the dealer allowance and employee value allowance. Also, be sure you know your state doc fee laws. • Exported vehicles and Sales to Brokers. Both are violations and can put unsuspecting dealerships at considerable risks. Adequate processes, management oversight and proper customer documents can help protect your dealership. These are just a few of many compliance actions/reviews that should take place within your dealership. Any thought that no one will ever audit your dealership for incentive compliance is a bad assumption and a dangerous practice. New and better tracking technologies are introduced every year, making incentive abuse and out-of-line conditions more easily detected by manufacturers. Incentives aren’t going away anytime soon, so protect your dealership and your hard-earned money by being proactive, prepared and compliant. It can save you thousands of dollars. Independent Automotive Incentive Specialist Sherralyn Peterson leverages her former 28 years of GM Financial and Audit expertise to help GM dealers maximize profits and minimize risks. You can reach Sherralyn by email at [email protected] or via phone at 312.310.8380. For further details visit www.sherralynpeterson.com. Ally Financial provides financial literacy program to consumers Ally Wallet Wise offers online and in-person sessions on budgeting, credit and banking personal finance. Wallet Wise offers community-based, in-person sessions, as well as online courses through www.allywalletwise.com. Both options are available at no cost to consumers. For more information, visit www.allywalletwise.com, e-mail [email protected], or contact Beth Coggins at 313-656-6964 / Brian Lazar 909-731-3429. Issues such as credit, household budgets, banking and investing, and buying or insuring a car can be challenging. That’s where Ally Wallet Wise can help. Ally Financial offers a financial literacy program to help take the mystery out of these important topics and provide answers that can help consumers make good decisions about their money. Ally Wallet Wise is a free financial education program that teaches consumers the basics of 6 Welcome New Dealers Let Us Know . . . Emir Abinion Fox Valley Buick GMC, Saint Charles, IL David R. Billion Billion Chevrolet of Dell Rapids, Dell Rapids, SC Ray Fregia, Jr. Courtesy Buick GMC, Crystal Lake, IL Steven Hyatt Love Buick GMC, Columbia, SC Tina Jou John Keating Chevrolet, Crosby, TX Bernardo Moreno Beachwood Buick GMC, Beachwood, OH As a current General Motors dealer, Dealer Development would like to gage your interest in acquiring another GM dealership opportunity. We survey our dealers annually to help us build a prospective candidate list and to help GM match investment levels with possible opportunities If you are interested in being placed on the active list for potential dealership upgrades or additional dealerships, please e-mail Rick White, Dealer Operations and Candidate Manager at [email protected]. Please include the following information with your request: ✔ Interest in an upgrade ✔ Interest in adding another GM opportunity (MDI/MDO) ✔ Motors Holding Support: Yes No Don’t Know Any requests for an upgrade will be evaluated. Please note that GM considers a number of factors when considering a dealer’s request for an upgrade/adding another opportunity, including available investment funds, geographic flexibility and other information the dealer or the region may provide. PCM – Helping to Generate Real Results Profit Correction Meetings PCM) focus on developing profitability improvement strategies directly with your dealership staff. Minority Dealer Development has partnered with NCM Associates to deliver in-dealership work sessions that help identify operational solutions and opportunities for helping grow profitability. Best of all, these sessions take place with the people closest to the issues and responsible for getting the results--your management staff. Robert Turner Robert Turner, owner operator of J K Chevrolet in Nederland, Texas, is excited about the PCM program. “At first I was skeptical, but I changed my mind quickly! Working with NCM and my managers, we learned to identify even more dealership opportunities for generating profits. I strongly encourage my fellow dealers to find out more about the program.” To learn more about PCM, contact your regional Dealer Development liaison. Personnel Announcements Tim Hudgens, is the Regional Director of Business Operations for the Southeast Region, replacing Martin Raymond who retired in July. Robin Sutton is the Regional Director of Business Operations, North Central Region, replacing Tim Hudgens. INFORM is published by GM Minority Dealer Development (MDD) for the GM minority dealer network. For information about MDD, contact: Marina Shoemaker, director, GM Dealer Development 313.667.5899 [email protected] If you have comments about the INFORM, contact: Joann Terski, staff assistant, GM Minority Dealer Development 313.667.6170 [email protected] 7 The INFORM newsletter can also be found at www.gmdealerdevelopment.com Design: Poly Tech Graphics