Diversity News - Dealer Candidate Development Program

Spotlight Topics
James Davis is the owner
of Gulfgate Dodge
Chrysler Jeep Ram, in
Houston, TX. Learn more
about James and his
operations...
Pg. 4
FCA to offer free college
education to dealership
employees. Deal with
Strayer University to be
paid for by FCA,
participating dealers,
potentially cover
118,000…
Pg. 6
NAMAD, Northwood
University and NADA
Partner to create the
NextGen Competition.
The winner receives full
tuition scholarship to
NADA School
Pg. 7
Timely Dealer
Diversity News
NEWSLETTER | Volume 5
Contents
April U.S. sales rise 6 percent; best April sales since 2007
FCA US LLC today reported U.S. sales of
189,027 units, a 6 percent increase
compared with sales in April 2014
(178,652 units), and the group’s best April
sales since 2007.
The Chrysler, Jeep® and Ram Truck
brands each posted year-over-year sales
gains in April compared with the same
month a year ago. The Chrysler brand’s
26 percent increase was the largest sales
gain of any FCA US brand during the
month. The group extended its streak of
year-over-year sales gains to 61
consecutive months.
“We launched the spring selling season
with nine vehicle sales records and a 6
percent year-over-year increase that
extends our sales streak to 61
consecutive months of sales gains,” Reid
Bigland, Head of U.S. Sales, said. “Our
all-new Jeep Renegade small SUV is off
to an exceptional start with more than
4,200 units sold in its first full month in
the market helping to propel our Jeep
brand to its best monthly sales ever.”
Nine FCA US vehicles set records in the
month of April, including the Dodge
Challenger, which posted its best
monthly sales ever. Challenger sales
were up 32 percent in April compared
with the same month a year ago.
Likewise, the all-new Jeep Cherokee had
its best monthly sales ever last month
with its 27 percent increase.
Continued on pg. 2
1
April Sales Recap............................1
Motor Citizens .................................2
Owners Support Plus ......................3
Dealer Spotlight (James Davis) .......4
Facilities and Branding……………..4
Top Ten Minority Dealers…………..5
Degrees@Work..........……………...6
Upcoming Events ...................... …..7
NAMAD NextGen Competition
Chrysler Capital
Dealer Experience
Welcome to first edition of
the FCA Diversity News
2.0!
- Marcus Foreman
Network Diversity &
Dealer Development
NEWSLETTER | Volume 5
Continued from pg. 1
The Jeep Wrangler, Jeep Patriot,
Chrysler 200, Dodge Dart, Dodge
Journey, Ram pickup truck and Ram
ProMaster each recorded their best April
sales ever.
The 200 mid-size sedan achieved its
record with a 348 percent year-over-year
increase, the largest percentage increase
of any FCA US vehicle in April.
FCA US finished the month of April with a
78-day supply of inventory (567,761
units). U.S. industry sales figures for April
are internally projected at an estimated
17.0 million units seasonally adjusted
annual rate.
Chrysler brand
Chrysler brand sales increased 26
percent, the brand’s best April sales
since 2013 and its 10th consecutive
month of year-over-year sales gains.
Sales of the Chrysler 200 were up 348
percent in April, the mid-size sedan’s
best ever sales in the month of April and
the largest year-over-year percentage
gain of any FCA US vehicle in the month.
It was the eight consecutive month that
the 200 logged record sales, including its
all-time sales record in March of this
year.
Jeep® brand
Jeep brand sales were up 20 percent,
the brand’s best monthly sales ever and
its 19th consecutive month of year-overyear sales gains. The Jeep brand has set
a sales record in each month dating back
to November 2013. Three Jeep brand
vehicles set records in April. The
Cherokee’s 27 percent increase resulted
in its best monthly sales ever. The
Wrangler and Patriot each logged their
best ever sales in the month of April.
With its 27 percent year-over-year
increase, the new Cherokee had the
largest sales percentage gain of any
Jeep model for the month. The all-new
Jeep Renegade, the most capable small
sport-utility vehicle (SUV), recorded
4,214 units sold in its first full month of
sales.
Ram Truck brand
Ram Truck brand sales, which include
the Ram pickup truck, Ram ProMaster,
Ram ProMaster City, and Ram Cargo
Van, were up 4 percent, the brand’s best
April sales since 2005. Sales of the Ram
ProMaster increased 43 percent, the fullsize van’s best April sales since the
vehicle was launched in October 2013.
Sales of the Ram ProMaster City, which
went on sale in January, continued to
ramp up as greater volumes of the
compact van arrived at Ram dealerships.
Sales of the Ram pickup truck were up 3
percent in April, the pickup’s best ever
sales in the month of April.
Fiat brand
Sales of the Fiat 500L were flat in April,
compared with the same month a year
ago. Fiat brand sales, which include the
Fiat 500 and 500L, were down 13 percent
in April. Just in time for the spring and
summer top-down driving season, the Fiat
brand introduced in April the new Fiat 500
1957 Edition Cabrio. This new addition to
the Fiat brand product lineup offers
vintage Italian styling with open-air driving
excitement, starting at $24,700 U.S.
MSRP.
Dodge brand
Sales of the Challenger were up 32
percent in April, the muscle car’s best
monthly sales ever. The Dart posted its
best ever sales in the month of April.
Sales of the Dart were up 42 percent, the
largest percentage sales gain of any
Dodge brand vehicle in April. The Charger
posted a 12 percent increase for its best
April sales in seven years. Dodge brand
sales were down 16 percent in April,
compared with the same month a year
ago, due in large part to model
changeover at the Windsor (Ontario)
Assembly Plant, where the Dodge Grand
Caravan and Chrysler Town & Country are
built.
Motor Citizens
“Constructing a better world must go hand in hand with achieving business objectives - a
better world, not just for today, but for those who will follow.” – Sergio Marchionne
When it comes to “doing good” in the community, dealers like you have a proud record of
caring, community involvement, and helping others in need.
With the newly expanded FCA Motor Citizens program, our dealer network can share our
collective ideas and actions to make sure dealership employees’ time and talents have
even more impact – and to successfully strengthen communities and impact social
issues facing all of us.
What is the Motor Citizens Program?
An in-house volunteer initiative, Motor Citizens provides dealerships across the country
with easy-to-use information and resources designed to help dealers increase their
efforts in community involvement – without forcing “one-size-fits-all” solutions. The
program offers dealer principals and their management team with a way in which they
can volunteer their employees’ time with charitable agencies of their choice, while a new
internet portal accessible via DealerCONNECT gives dealership personnel the
opportunity to view and post non-profit events and the volunteer opportunities associated
with them.
Continued on pg. 3
2
NEWSLETTER | Volume 5
Continued from pg. 2

Group volunteer efforts demonstrate to the community that
your dealership cares about the local economy and its
citizens

The Motor Citizens website provides you with new
volunteer opportunities and ideas, as well as a view of how
giving and involved we are as a dealer network, and a
company
Motor Citizens
What’s in it for my dealership?
As many of our dealers know, “doing good” also happens to be
good business. Organizations who commit to group volunteering
efforts often reap the benefits of their labor:

A study out of Boston College’s Center for Corporate
Citizenship showed that 84 percent of company
executives reported bottom-line benefits after they began
a volunteer program at their company

Group volunteer efforts provide visibility and standing
within the community that might not otherwise exist
For a complete listing of events or to add an event of your own, go to
the My Dealership tab of DealerCONNECT, and follow Volunteer
Events to the Motor Citizens Dealer Volunteerism website link. Be
sure to watch for additional information about Motor Citizens –
because “doing good” truly is good business.
An increasing number of Sales Consultants are finally getting the message – that the use of Owner Support Plus (OS+) Full throughout the
sales process can make a huge difference in the customer’s overall experience, and ultimately, in CEI performance!
Designed to make the new vehicle delivery process more personalized and efficient, OS+ Full improves
the customer’s purchasing experience and drives customer loyalty to the company’s products.
Leveraging the high-tech animations, videos and product information, OS+ Full
enables sales professionals to share product information more easily with their new
customer via both computer and tablet devices. Two Sales Consultants at Golling
Chrysler Jeep Dodge Ram in Bloomfield, MI, say that their elevated use of the
tool definitely contributes to a better customer experience.
Golling’s Heath Weishuhn used OS+ 506 times in 2014, and says he uses the
tool for a multitude of reasons including preliminary paperwork completion,
supplying prospective customers with VIN-specific information, links and videos, and
looking up trailer towing ratings.
3
NEWSLETTER | Volume 5
Due to the capricious nature of the steel
industry, Mr. Davis thought his ability to
communicate would offer him greater
potential in the auto industry.
Beginning as a salesman at a local auto
dealership, Mr. Davis advanced to General
Manager within two years. Chrysler
Corporation noted his abilities and recruited
him for their dealer training program. He
was awarded the Gulfgate Dodge
dealership in October of 2002. He now
sells all brands under FCA’s umbrellaDodge, Chrysler, Jeep and Ram. Mr. Davis
employs over 100 employees.
James Davis – Dealer Spotlight
The importance of education and having
direction is personified by James Davis,
President of Gulfgate Dodge Chrysler Jeep.
It is a reflection of his upbringing by hard
working parents who emphasized dedication
of purpose and a value system based upon
religious principles.
Following graduation from North Carolina
A&T University with a degree in Industrial
Technology, Mr. Davis worked for U.S. Steel
for three years as a Production Supervisor.
Mr. Davis is listed as #23 on the 2014 Black
Enterprise 100s list of Automobile dealers.
He currently serves on the board of Career
and Recovery Resources Inc., and is Vice
President of the Chrysler Minority Dealer
Association. Recently he was a recipient of
th
the 8 Annual Jackie Robinson “MVDBP”
(Most Valuable Diverse Business Partner)
Award by the Houston Astros and Major
League Baseball for his support,
contributions, character and commitment to
excellence.
instilled by both family and school
influences. Having played school sports,
he notes that his teams won not because
of better talent, but better preparation and
positive attitude instilled by outstanding
coaches.
He points out that his wife Marla Davis of
whom he has been married to for 26 years
is a major factor in his success, has a
similar value system and positive life
outlook which they are instilling in their
three daughters, one of whom is an
engineer and two enrolled in college at
this time.
Mr. Davis is a member of:
Pearland Chamber of Commerce
Greater Houston Black Chamber of
Commerce
CMDA – Chrysler Minority Dealer
Association
NAMAD – National Association of Minority
Dealers Association
NADA – National Automobile Association
HADA – Houston Automobile Association
Mr. Davis carries with him principles
key component of the retail experience. The facility is more than
just a place to sell and service vehicles; it is a place to engage the
excitement of our brands.
Facility and Branding
The goal of Chrysler’s Millennium Facility is to visually
communicate the quality of the product while providing your
customers with an enjoyable, comfortable experience. The
distinctive features of the Millennium Facility create a unique
automotive retail experience that encourages customers to use all
of the dealership’s services.
For more information on facilities and branding please visit our
Chrysler Dodge Jeep Ram dealer facility website at
www.chryslerfacilities.com
Performance Chrysler Dodge Jeep Ram in La Vista, NE recently
built a beautiful 36,000 sq. ft. facility. Both interior and exterior
features were elegantly designed. Mr. Tyrone Williams, Dealer
Principal, said “Employees and customers both love the facility
and all the “state of the art” technology and amenities, including
high speed Wi-Fi access, a 96-inch high definition monitor that
displays product information, a Coffee/Latte/Cappuccino machine,
fireplace, customer, children’s and quiet lounges,” Customers can
enjoy the nice cozy, warm and inviting waiting area and the
tastefully done café.
Your Chrysler Dodge Jeep Ram dealership facility represents a
4
NEWSLETTER | Volume 5
TOP 10 FCA U.S. LLC
Ethnic Minority Dealers
(April 2015)
Top 10 CDJR
Ethnic Minority Dealers
Rank
Top 10 ALFA ROMEO & FIAT
Ethnic Minority Dealers
1
2
ALFA ROMEO AND FIAT OF
BURLINGAME
Congratulations to ALFA ROMEO AND
FIAT OF BURLINGAME for retailing
more than 45 ALFA ROMEO’s and
FIAT’s.
Rank
1
2
3
4
5
6
7
7
8
TYSON MOTOR COMPANY
Dealer Name
Sales
ALFA ROMEO AND
FIAT OF
BURLINGAME
RICK CASE ALFA
ROMEO FIAT
KEARNY MESA FIAT
ALFA ROMEO
ALFA ROMEO AND
FIAT LA
ALFA ROMEO FIAT
OF CORPUS CHRISTI
FIAT OF ONTARIO
NORTHSIDE ALFA
ROMEO FIAT
FIAT OF PUENTE
HILLS
GREENWAY ALFA
ROMEO FIAT OF
EAST
45
4
40
5
31
6
29
24
7
23
8
22
9
22
10
TYSON MOTOR
CORPORATION
ANCIRA CHRYSLER
JEEP DODGE
CHAMPION
CHRYSLER JEEP
DODGE
GREENWAY
CHRYSLER-JEEPDODGE INC.
BLUEBONNET
CHRYSLER DODGE
DAVID STANLEY
DODGE LLC
NORTH STAR
DODGE CHRYSLER
JEEP
OLATHE DODGE
CHRYSLER JEEP
JEEP CHRYSLER
DODGE OF ONTARIO
KENDALL DODGE
CHRYSLER JEEP
RAM
Sales
304
288
251
237
234
218
217
199
195
194
21
9
CHAMPION FIAT
20
10
SAFFORD ALFA
ROMEO FIAT OF
TYSONS
18
Congratulations to Tyson Motor Corp for
retailing 304 CDJR units in the month of
April.
3
Dealer Name
Owners Support +
FCA MINORITY DEALERS
An increasing number of Sales
Consultants are finally getting the
message – that the use of Owner
Support Plus (OS+) Full throughout the
sales process can make a huge
17%
FCA’s Minority Dealers April MTD 2015 retail sales
were up 17% Year-over-Year.
10%
FCA Group
News Update
FCA’s Minority Dealers retail sales were 10% of FCA’s
total Dealer retail sales in April 2015.
To view the latest edition please Click HERE
5
NEWSLETTER | Volume 5
FCA to offer free college
education to dealership
employees
of 40,000. The students take classes
either online or at one of Strayer’s 77
campuses, located in 15 states and the
District of Columbia.
Students working at participating FCA
dealerships will pay no out-of-pocket
costs for tuition, fees or books. Unlike a
similar program announced last year by
Starbucks, students will not need to
advance the money and seek
reimbursement.
Deal with Strayer University to be paid
for by FCA, participating dealers,
potentially covers 118,000
Fiat Chrysler, seeking to curb the
industry’s “dramatic” turnover rate
among dealership employees, said it
will offer “no-cost, no-debt” college
educations to workers at participating
U.S. dealerships.
The cost of the education -- for
individual classes and associate’s,
bachelor’s and master’s degree
programs at Strayer University in
about 40 fields of study -- will be paid
for entirely by FCA and its dealers.
The program, which FCA says is the
first in the automotive industry, is
voluntary for U.S. dealers and will start
today at the 356 dealerships in FCA
US’s southeast region of Florida,
Georgia, the Carolinas, Alabama and
Tennessee.
It will expand to the company’s other
eight U.S. regions in the third quarter,
said John Fox, FCA’s director of dealer
training.
Fox declined to discuss the costs of
the program but said that dealers who
choose to participate will pay a flat
monthly fee, regardless of the number
of their employees who take classes.
Fox said the reason for the move is
simple: “The turnover rate is just
dramatic in this industry, and it impacts
a dealer’s bottom line. We think this
will attract the best talent in the
marketplace.”
How it works
FCA has negotiated the arrangement
with Strayer University, a private, forprofit accredited university based in
Washington, D.C., with an enrollment
FCA has approximately 118,000
employees in its 2,600 dealerships,
including about 18,000 in dealerships in
the southeast region. Any employee of
a participating dealer -- lot attendant,
service tech, sales representative,
general manager -- is eligible to take
classes through the program.
As part of the joint program, Fox said
that FCA will work with Strayer to
incorporate some industry- or dealerrelated course material into class
curriculums where possible. It also will
work with the school to make sure that
a student’s previous college classes,
life experiences or both will transfer
toward a degree from Strayer.
Karl McDonnell, CEO of Strayer
Education, which owns the university,
said it has educational arrangements
with about 300 Fortune 1000
companies, but all are smaller than the
one it has arranged with FCA.
“Part of what we’ve done internally is
stood up an entire dedicated team to
work on this,” McDonnell said. “We
have a team to work with employees to
matriculate them into the university. And
every one of these students will have an
individual success coach” to help them
navigate their educational paths.
McDonnell also declined to discuss the
cost of the arrangement but called it a
“major commitment on the part of [FCA]
to develop their talent.”
About retention
Like many employers, FCA dealers
often complain about the difficulty of
attracting and retaining qualified
employees.
For example, FCA said that roughly half
of its sales force in its dealerships
leaves in any given year. Those
departures cost dealers huge amounts
6
of money in wasted training and make
it harder for customers to develop
relationships with the dealership.
FCA isn't the only automaker wrestling
with this issue. In 2013, the average
dealership had a 66 percent turnover
rate among sales consultants,
according to the National Automobile
Dealers Association's 2014
Dealership Workforce Study.
Turnover was higher at mainstream
brands vs. luxury brands.
“The No. 1 thing dealers tell us is that
the hardest thing they do is attract
talent, develop talent and maintain
talent,” said Al Gardner, the newly
appointed head of FCA’s dealer
network. “What we’ve tried to do here
is give the dealerships a lever that no
one else has.”
Gardner said the typical cost of a fouryear degree at Strayer is between
$42,000 and $50,000, and that the deal
FCA has worked out is much less. He
also declined to lay out the exact cost
structure but said it would be a
significant competitive advantage for
FCA dealers.
“A dealership will look at this price and
say, ‘What does it cost me to replace
the person that just left?’ For the
dealer, it’s an absolute no-brainer,”
Gardner said.
Fox said the program with Strayer -which it calls Degrees@Work -- should
help FCA dealers stand out to
applicants and to those who might not
otherwise have considered a job in the
auto industry.
The opportunity for a no-cost, no-debt
college degree should help attract the
best and brightest employees, Fox
said, and those employees will help
FCA dealers improve customer
interaction and satisfaction scores.
Employees in the program also will be
far less likely to leave the dealership or
the industry, at least until they finish
their degrees, he explained.
“In this industry, it’s all about people
and customer satisfaction,” Fox said.
“There are a number of people out
there that would love to have a college
degree, and they might see that as
unattainable today.”
7
8