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
wayneabbs@wayneneal.com
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
kborcherding@borcherding.com
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
robertbrodgen@brogdenauto.com
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
westboroughbpg@aol.com
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
mcumba@sunchevy.com
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
gcolechev@aol.com
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
ivette@alpinegmc.com
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
dferraez@aol.com
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
blynch@lynchauto.com
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
sodsow@aol.com
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
pamrodgers@aol.com
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
mackpar@aol.com
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
andrewlferguson@aol.com
* 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
robin.sutton@chevrolet.com
Mike Mozingo
203-790-3826
mike.mozingo@gm.com
Tim Hudgens
678-240-9919
tim.hudgens@gm.com
Jay Allen
469-417-7004
jay.allen@gm.com
Dale Sullivan
805-373-9692
dale.sullivan@gm.com
Northeast
Southeast
South Central
Western
Mack Johnson
734-769-3991
mackpar@aol.com
Martin Cumba
412-344-8000
mcumba@sunchevy.com
Wayne Abbs
706-335-3196
wayneabbs@wayneneal.com
Robert Brogden
913-782-1500
robertbrogden@brogdenauto.com
Ivette Dominguez
303-919-1989
ivette@alpinegmc.com
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
Timothy.1.jones@gm.com
Michael Garrick
203-790-3803
mike.a.garrick@gm.com
Valerie Weaver
678-240-9918
valerie.j.weaver@gm.com
Yvette Guyton
469-417-7056
yvette.guyton@gm.com
Ruby Henderson
805-373-8476
ruby.henderson@gm.com
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
speterson@sherralynpeterson.com 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 walletwise@ally.com, 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
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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 rick.white@gm.com.
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
marina.l.shoemaker@gm.com
If you have comments about the
INFORM, contact:
Joann Terski, staff assistant,
GM Minority Dealer Development
313.667.6170
joann.terski@gm.com
7
The INFORM newsletter can also
be found at
www.gmdealerdevelopment.com
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Poly Tech Graphics