Intune Magazine, Volume 19, Issue 2, 2004 Edition

VOLUME 19 • ISSUE 2 • 2004
WHAT’S HAPPENING IN AND AROUND ACDelco
Be Aware!
ACDelco embraces awareness
campaign for National Car Care Month
V O L U M E
8
PHOTOGRAPHY BY MARILU LOPEZ-FRETTS / DIGITAL IMAGING BY FLYING FISH STUDIOS
16
20
22
MANAGER TESTIMONIAL
dustry in recent years. As we head into April — the
Dennis Kurc scans the globe in
search of quality thermal and fuel
pump suppliers
newly designated National Car Care Month
PRODUCT SPOTLIGHT
COVER STORY
tance of proper car care has become one
of the top initiatives in the automotive in-
(NCCM) — ACDelco plans to demonstrate that we
not only support this initiative, we’re encouraging
our entire distribution family to support it as well.
ACDelco embraces the Car Care
building relationships with consumers.
Council — a nonprofit organization that
While there’s no guarantee consumers
educates motorists about the benefits of
will make a return visit, free inspections
REGIONAL ROUNDUP
proper vehicle maintenance — and its
give independent shops a chance to gen-
ACDelco accounts in upstate New
York host a Car Care Fair
“Be Car Care Aware”™ campaign as it
erate a feeling of trust among consumers
strives to bring about a change in atti-
in a no-pressure situation, possibly gain-
FEATURE
tude toward vehicle maintenance. In its
ing a new account in the process.
ACDelco hosts a “Let’s Talk” Car
Care Clinic at Mott Community
College (MCC) in Flint, Mich.
inaugural year, this consumer education
As you read about what some of your
campaign achieved unprecedented collab-
peers have done to support the “Be Car Care
oration and support, not only from ACDelco
Aware” campaign, consider scheduling a
but from the aftermarket as a whole.
clinic yourself. Even if you can’t sponsor an
TSS UPDATE
ALL MAKES/ALL MODELS
TSS UPDATE
The ACDelco Direct Mail Program
28
2 0 0 4
ACDelco celebrates April’s
National Car Care Month by
getting “Car Care Aware”
ACDelco batteries power more than
just vehicles
26
•
ducating consumers about the impor-
E
With an enhanced agreement with
Enterprise Rent-A-Car, ACDelco
offers TSS members more savings
24
2
ACDelco introduces new Race For
Performance promotion; California
hosts Spanish OBD II seminar
IN THE NEWS
A close look at ACDelco’s clutch
and air conditioning product lines
10
I S S U E
JANINE MENLOVE
6
•
Commentary
contents
3
1 9
IHRA
ACDelco’s IHRA involvement
heads north
As you’ll read in this issue, the possibili-
event in April, consider hosting one another
ties for ACDelco Warehouse Distributors
month. Together we can prove to consum-
(WDs), Independent Service Centers (ISCs)
ers that no one knows better than ACDelco
and Total Service Support (TSS) accounts to
that car care is important year-round.
tie in to the Council’s consumer marketing,
public relations and advertising efforts are
limitless. NCCM-related events, such as
vehicle inspection lanes or car care clinics,
Sally Thelen
are excellent ways to reinforce the impor-
ACDelco Representative on the Car Care
tance of regular maintenance and repair while
Council’s Women’s Board
PUBLISHING STAFF
MANAGING DIRECTOR Rick LaFave • ASSOCIATE PUBLISHER Angelo Acord • ACCOUNT MANAGER Emily Whitall
SENIOR EDITOR Angela Sienko • ART DIRECTOR Aaran Charles • STAFF WRITER Lori Noll
COPY EDITOR CeAnne Leonard • PRODUCTION/CIRCULATION Carolyn Brooks • PROJECT COORDINATOR Matt Wehrman
Visit our Web site at acdelco.com
INTUNE is published for ACDelco, General Motors Corp., by Campbell-Ewald Publishing, 30400 Van Dyke, Warren,
INTUNE ADVISORY BOARD
MI 48093, e-mail: intune@campbell-ewald.com. General Motors is an equal-opportunity employer. Manuscripts
DIRECTOR, ACDelco MARKETING Nancy McLean
and photographs are submitted at the sender’s risk. Please enclose a self-addressed, stamped envelope for return
ADVERTISING MANAGER John Zamzow
of material. Submission of letters implies the right to edit and publish. Copyright © 2004 CAMPBELL-EWALD
ADVERTISING SPECIALIST Amy Bertsch
PUBLISHING. ALL RIGHTS RESERVED.
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3
in the news
A Winning Promotion
here’s no mistaking ACDelco’s com-
Team Competition is a sales and training
with prizes revised on a regular basis.
petitive streak, both on the racetrack
incentive that rewards teams of Ware-
There are also year- end prizes for teams
and in the aftermarket arena — or its team
house Distributor (WD) and Alliance Job-
that achieve the $ 500 - per- bay purchase
spirit, for that matter. And a brand-new
ber Program (AJP) salespeople and their
level for the year. The promotion runs
sales incentive program reflects a little
counterpeople for increasing their monthly
through Dec. 31, 2004.
bit of both.
sales. What’s more, participants can earn
WD team members can earn additional
additional prizes for completing specified
opportunities to spin for prizes by complet-
ACDelco training courses.
ing ACDelco training during the 2004 cal-
T
ACDelco’s 2004 Race For Performance
Don’t Forget!
endar year. Eligible classes include a va-
are important to us,” says Bill Fitzgerald,
riety of ACDelco correspondence courses
ACDelco sales promotion manager. “This is
as well as ACDelco Parts Professional and
If you are an ACDelco Total Service
an opportunity to recognize them — and to
Selling Skills seminars.
Support (TSS) account, you can earn
give every single member of their team an
®
Double Exclusively YOURS Points
opportunity to win.”
Prizes are awarded to team members
that complete five courses, with additional
based on incremental purchases of
Prizes will be awarded to enrolled teams
prizes for completing 10 courses and the
ACDelco parts over the same period
that increase their monthly ACDelco sales
National Institute for Automotive Excel-
last year.
by an incremental 20% over 2003 and whose
lence (ASE) Automotive Parts Specialist
Exclusively YOURS Points will be
Total Service Support (TSS) accounts meet
P2 Certification.
awarded on a quarterly basis. They can
the $500-per-bay/per month required pur-
be redeemed for goods and services
chase level.
from participating retailers such as
®
®
Bass Pro Shops , Eddie Bauer , Pottery
®
4
“The sales teams that represent ACDelco
Each month, teams that qualify earn
“spins” on an online wheel to determine
“By taking full advantage of the training
ACDelco provides,” says Fitzgerald, “the sales
teams can increase their product knowledge
and further boost their performance.”
Barn, The Sharper Image and Wil-
their prizes — valued at between $ 50
For additional information about the Race
liams-Sonoma.
and $150 per team member. Every team
For Performance Team Competition, log on
For more information, contact your
member wins the same prize, such as
to the consumer Web site acdelco.com and
local ACDelco sales representative. •
ACDelco Exclusively YOURS ® Points,
select the TechConnect button. •
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Spanish Seminar Draws Technicians
I
n conjunction with Warehouse Distributor (WD) Cal-State Auto Parts, ACDelco
recently hosted a highly successful OBD II
seminar taught entirely in Spanish.
The seminar, which was the first of its
kind in Southern California for the organization, was aimed at growing awareness
for the ACDelco brand within the Spanishspeaking community.
More than 35 attendees were on
hand as ACDelco instructor Carlos Leon
discussed the importance of OBD II,
emphasizing current vehicle emissions
rules and regulations mandated by the
U.S. government.
“About two out of every three of our
More than 35 people attended the Spanish ACDelco OBD II seminar conducted by Cal-State
Auto Parts in San Diego.
San Diego-area customers are bilingual,
Escalante says he expected about 20
first language for most of them,” Escalante
with one in four speaking no English at
participants, but was pleasantly surprised
adds. “The impressive turnout demonstrates
all,” says Saul Escalante, ACDelco district
by the turnout.
that Spanish-speaking technicians are eager
sales manger, Western Region. “The class
“Many of our bilingual technicians told us
to learn about what ACDelco has to offer.”
helped us to better reach our Spanish-
that, while they speak English, they weren’t
Additional Spanish-only technical semi-
speaking customers, letting them know
comfortable attending the seminar until we
nars are being planned throughout Southern
we value their business.”
introduced the Spanish version, which is the
California for the remainder of the year. •
For more information about
ACDelco products or programs,
call your ACDelco Regional Office
listed below:
United States:
Western Region (Los Angeles):
805-373-9600
South Central Region (Dallas):
972-541-5471
North Central Region (Chicago):
630-961-6750
Northeast Region (New York): 914-251-5160
Southeast Region (Atlanta): 404-257-3777
Canada:
In Canada, call: 1-800-461-8606
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5
manager testimonial
B Y A M Y LY N N S M I T H
The World’s Best
Product manager uses global
resources to enrich ACDelco’s
thermal and fuel pump
portfolios
F
inding the best aftermarket automotive parts for
“All Makes/All Models” means searching the globe for
suppliers that live up to your high standards for quality
at a reasonable price. But Independent Service Centers (ISCs) and
Warehouse Distributors (WDs) don’t have to rack up frequent flier miles in
pursuit of their ideal inventory. Dennis Kurc and ACDelco are already hard at
work, tracking down the right parts for every job.
Kurc, who was named ACDelco product
manager for thermal and fuel pumps in
According to Kurc, it isn’t always easy
August 2003, has a background in inter-
finding suppliers that live up to ACDelco’s
national marketing. With recent
exacting requirements. But, unlike some
experience developing product
of its competitors, ACDelco won’t com-
lines for ACDelco in the Asian Pacific Region, he brings an international knowledge
base to the North American marketplace.
ACDelco Compressors (top of page)
incorporate the latest designs in manufacturing. ACDelco Accumulators/Driers
(above) are leak- and pressure-tested
under the most stringent controls.
6
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It takes all kinds
promise on quality.
“It’s not just about procuring a part at
the lowest price,” explains Kurc. “We look
“I have a pretty good global view of
at the cost as well as the quality and the
certain product lines — including air con-
fit and the applications — all those things
ditioning, water pumps and fuel pumps
that go beyond just buying a part.”
— because I know who the global suppli-
Consider water pumps, which Kurc says
ers are,” explains Kurc. “Even more impor-
are only as good as their bearings and seals.
tant, I know which ones are good, reliable
ACDelco insists that all of its water pumps
suppliers and which ones aren’t.”
use coated seals and long-life bearings.
“If you sacrifice for price, you’re buying
tain the high level of quality required to
lower quality seals and bearings,” says
make a vehicle run properly,” he says.
Kurc. “They might look the same as ours
“There are a few players in the world
but they won’t last as long, which is what
that can match our high standards for
makes ACDelco water pumps better.”
fuel pumps.”
This same commitment to excel-
Designed with the latest technologi-
lence extends to the rest of ACDelco’s
cal advancements, ACDelco fuel pumps
comprehensive heating and cooling
are engineered to current manufacturer
lineup, which features “All Makes/All
specifications and produce minimal noise
Models” coverage for more than 30 do-
and vibration.
mestic and foreign vehicle manufactur-
With 85% “All Makes/All Models” cov-
ers from Acura to Volvo. In addition to
erage, ACDelco’s fuel pump product line
a full line of air conditioning parts (see
offers applications for GM, Ford, Chrysler
related story on page 9), ACDelco offers
and many Asian import vehicles. Consid-
radiators and other components such
ered an industry leader, the ACDelco fuel
as radiator caps, thermostats and belts
pump product line continues expanding,
and hoses.
with more coverage for European models
Across ACDelco’s spectrum of heat-
in the works.
ing and cooling products, Kurc and his
“We’re always looking to improve our
product teams are dedicated to continu-
portfolio — our coverage, our quality,
ally expanding coverage, while maintain-
our fit and performance, and our pric-
ing the quality ISCs know they can de-
ing — in both thermal and
pend on to keep things running smoothly
fuel pumps,” Kurc says. “By
under the hood.
forming and developing part-
Before a part is added to any ACDelco
nerships with key suppliers
product line, it is stringently tested for fit
worldwide, we’re uniquely
and performance. Although Kurc and his
positioned to continually
team remain vigilant about pricing, only
improve our product of-
parts that meet rigorous engineering and
ferings. And that’s where I
performance specifications can bear the
think the big advantage is
ACDelco name.
with ACDelco.” •
A higher standard
Kurc and the product teams he works
with are equally passionate about fit
and performance when it comes to fuel
pumps. “Our number-one goal is to main-
ACDelco evaporator cores, which
are a part of ACDelco’s air conditioning product portfolio, are
treated and tested to ensure leakfree operation.
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7
p r o d uct spotlight
BY
LORI
M.
N O L L
Comprehensive
and Convenient
ACDelco’s clutch offering helps
accounts shift sales into high gear
With the ACDelco Clutch Kit, ACDelco customers can stock one box rather than several loose parts for clutch repairs.
and every time,” Johnson says.
What’s more, they come with a 12month, unlimited-mile warranty for parts,
C
onvenience, coverage and quality are just a few of the rea-
excluding labor.
About 70% of ACDelco’s clutch sales
sons why stocking ACDelco clutches is a profitable move for
are for non-GM applications. Overall, the
Warehouse Distributors (WDs), Independent Service Centers
line covers models from 1955 to 2002 with
(ISCs) and Total Service Support (TSS) accounts alike. On the mar-
plans in place to introduce more applications for 2003 models later this year.
ket for just more than a year, the product line’s impressive benefits
already speak for themselves.
Johnson says a stand-alone sell sheet,
which can be used in conjunction with
sales promotion, offers counter persons
Its main offering is a comprehensive
rate parts,” says Joe Johnson, product
ACDelco Clutch Kit facts at a glance
six-piece kit that comes packaged in
analyst, ACDelco Clutch Kits. “Plus,
and can serve as a mailer targeted at ISC
one box. Unlike many competitors,
ACDelco WDs can stock one box rather
customers. WDs can order free sell sheets
whose clutch offerings may only con-
than several loose parts, which means
via the Electronic Parts Information Cen-
tain some of the necessary replacement
ISCs and TSS accounts can turn to one
ter (EPIC). They can be found under the
parts, ACDelco offers a kit that includes
vendor for all their clutch needs.”
Point-of-Sale Materials portion of the
Marketing Tools feature.
a cover, disc, clutch release bearing, pi-
He adds that ACDelco Clutch Kits
lot bushing/bearing (where applicable),
contain new — not rebuilt — compo-
“Quality is definitely our biggest com-
alignment tool and a grease packet.
nents that meet the latest manufacturer
petitive differentiation with this line, and
“Technicians have everything they
specifications. “The kits always include
the sell sheet sends a clear brand mes-
need to replace a clutch in one kit, elimi-
the same dependable parts, manufac-
sage that there is no substitute for what
nating time wasted tracking down sepa-
tured with the same high quality each
we have to offer,” Johnson says. •
8
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No Sweat
One Cool Lineup
ACDelco makes bringing in
air conditioning business a breeze
O
ffering more than 90% coverage — and
more than 9,000 “All Makes/All Models”
part numbers — ACDelco’s comprehensive
air conditioning product line includes:
• New and remanufactured compressors
ACDelco product manager, thermal and
• Condensers
fuel pumps. “And we not only have qual-
• Blower motors
ity products at a competitive price, but
• Hose assemblies
of air-conditioning season
they’re also fully catalogued and backed
• Fan clutches
without breaking a sweat — pro-
by all the support ACDelco provides its
• Water outlets
customers, such as product training and
• New and remanufactured heater and air
I
ndependent Service Centers
(ISCs) can meet the demands
vided they stock up early on the
right parts to take care of all their
marketing materials.”
Every part in ACDelco’s air conditioning
conditioning controls
• Vehicle care R134a refrigerant
line adheres to ACDelco’s stringent engi-
• R134a retrofit components
neering standards, which mirror the original
• Evaporators
If they want to bring in their share of
manufacturer’s specifications. Dependable
• Accumulators/driers
the rapidly approaching air condition-
and durable, ACDelco’s air conditioning
• Compressor clutches
ing season’s maintenance and repair
components maintain a comfortable tem-
• Fittings
business, ISCs have to be prepared to
perature inside the vehicle — and keep
• Valves
service any vehicle a consumer might
things running smoothly under the hood.
• Switches
customers’ needs.
• Relays
drive. Fortunately, there’s only one name
With summer approaching, Kurc urges
ISCs need to know when it comes to air
ISCs and Warehouse Distributors (WDs)
• Refrigerant oils
conditioning parts: ACDelco.
to place their orders early, especially for
• Seals and gaskets
The ACDelco air conditioning product
parts in high demand such as compres-
• Orifice tubes
line offers applications for nearly every ve-
sors. “You don’t want to be caught short
hicle on the road today. With the addition
if availability is limited later in the sea-
of 1,000 part numbers in the first quarter of
son,” Kurc says. “Customers are going to
2004, the product line features more than
need air conditioning service, and you
9,000 “All Makes/All Models” part numbers
want to be ready to han-
and exceeds 90% coverage. This coverage
dle their business.” •
includes applications for GM, Ford, Chrysler
and most European models — from Audi to
Volvo — with a significantly expanded selection of applications for Japanese models
among the new part numbers.
“We feel we have a portfolio of air
The ACDelco air
conditioning line, part of
ACDelco’s overall heating and cooling product
system, features more
than 9,000 ”All Makes/All
Models” part numbers.
conditioning products that’s next to none
in terms of coverage,” says Dennis Kurc,
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9
c ov er s t ory
BY
LORI
M .
NOLL
• PH OTO
IM AG IN G
BY
F LY I N G
F ISH
STU D IO S
ACDelco rallies
around National
Car Care Month
Comprehensive
Car Care
N
ever before has car care played such a substantial role in
the automotive aftermarket. Today, the Car Care Council’s “Be Car Care Aware”™ campaign is an industry-
wide initiative that’s receiving national media attention and
widespread endorsement from almost every automotive organization in the aftermarket — ACDelco included.
continued on page 12
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11
National Car Care events, such as vehicle check lane promotions (pictured here) are
excellent ways for ACDelco customers to reinforce the importance of regular vehicle
maintenance to consumers.
continued from page 11
through their NCCM participation,” says
Sally Thelen, ACDelco sales admin-
Thelen, who also serves on the Car Care
istrator and ACDelco’s representative
Council’s Executive Board and chairs its
on the Car Care Council’s Women’s
subcommittee on consumer education.
Board, says National Car Care Month
(NCCM) events, such as vehicle check
Education
lanes, provide excellent opportunities
The Car Care Council’s consumer edu-
for the organization and its customers
cation campaign has played a large
to reinforce the importance of regular
part in reaching hundreds of millions
maintenance and repair while building
of motorists with messages about the
relationships with consumers.
benefits of regular vehicle care, mainte-
“We’re continuing to educate our
12
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nance and repair.
Warehouse Distributors (WDs), Inde-
The campaign, created to capture
pendent Service Centers (ISCs) and
part of the estimated $62 billion in annual
Total Service Support (TSS) accounts
unperformed maintenance, has achieved
about how to best plan events of their
unprecedented collaboration and support
own, stressing the relationship-build-
from aftermarket industry companies and
ing opportunities that can be leveraged
organizations, such as ACDelco.
Awareness
brings with it tremendous opportuni-
strated that, through strategic marketing
Although 2003 was a transitional year
ties for ACDelco WDs, ISCs and TSS
and public relations consumer outreach,
for the Car Care Council, with NCCM
accounts to tie into the Car Care
g and
moving from both April and October to
Council’s consumer marketing, public
an be
a single event during April, the “Be Car
relations and advertising initiatives.
s and
Care Aware” campaign has helped garner
care,”
increased attention for the initiative.
“’Be Car Care Aware’ has demon-
“During April, consumers will be
hearing and seeing a barrage of industry
rmar-
“Moving NCCM only to April made
messages reminding them about the
pres-
more sense,” White says. “With warm
benefits of taking better care of their
ations
weather and vacations on the hori-
vehicles,” White says. “Vehicle care
ctor.
zon, motorists are more eager to have
will be on their minds, more than at any
erfect
their vehicles inspected and repairs or
other time of the year.”
olve-
services performed as they prepare for
aches
Automotive repair shops can even
include the “Be Car Care Aware” logo
spring or summer road trips.”
cited
Though April is the official rallying
on collateral material, documentation
g and
point, every month is car care month,
and advertising, including Web ads. The
cam-
as far as the Council — and ACDelco —
logo, its usage guidelines, and other
g the
are concerned.
information and materials are available at
www.carcare.org.
The drive toward better car care
continued on page 14
“We’re continuing to edu-
cate our WDs, ISCs and
TSS accounts about how to
best plan events of their
own, stressing the relationship-building opportunities that can be leveraged
The “Be Car Care Aware”campaign was
created to capture the estimated $62
billion in annual unperformed vehicle
maintenance.
through their NCCM
PHOTOGRAPHY MARILU LOPEZ-FRETTS
participation.”
Sally Thelen
ACDelco sales administrator
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13
“It’s reassuring
for the public to see so
many TSS shops —
they know wherever
they go, they can rely
on ACDelco and us to
take care of them.”
continued from page 13
educational and non-sales oriented.
ACDelco will have national radio
“The most successful and memorable
presence throughout April, including
events are those that involve the com-
Hispanic-focused spots, to help promote
munity,” Thelen says. “An ISC or TSS
awareness for NCCM and its surrounding
account and an ACDelco WD working
events. Co-op versions will be available
with a local radio station, classic car club,
as well.
local MADD chapter, or other groups and
“Our WDs and TSS accounts are
agencies can draw motorists to a loca-
sure to see increased sales and service
tion for vehicle care and safety education
through their involvement in the celebra-
and fun.”
Jeff Phillips
tions, including hosting or joining in a
She adds that women should be a key
J & J Automotive
vehicle inspection event, sending out
target audience, as they influence about
service reminders or putting up signage,”
70% to 80% of the decisions about when
ACDelco’s Thelen says.
and where vehicle maintenance and
Car Care Council data shows that
businesses that participate in NCCM
repair is performed. (See related cover
story in Intune, Vol. 18, Issue 6, 2003.)
activities, especially free vehicle inspec-
“Entry-level drivers are another great
tion events, see an immediate increase
target for NCCM efforts,” Thelen says.
in business, even though the events are
“Oftentimes they are the demographic
Typical maintenance performed at vehicle inspection lanes includes checking fluid
levels, tire pressure, belts and hoses, lights and other system components.
14
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PHOTOGRAPHY MARILU LOPEZ-FRETTS
The car care event in upstate New York stressed
the importance of proper automobile care.
that has vehicles in the most need of
chance to know us on a personal level
reinforces that wherever they go, they can
maintenance and repair. Targeting NCCM
and see us working together to take care
rely on ACDelco to take care of them.”
messages to youth at the local level gen-
of them,” says Jeff Phillips, owner of J & J
Like the SSRSOUNY initiative, A-Line
erally is most effective.”
Automotive, a TSS account in Syracuse,
Auto Parts, an Austin, Texas-based
N.Y., and a member of the SSRSOUNY
ACDelco Jobber with 14 locations across
board of directors.
the state, hosted a car care event they
Proof positive
hope will become a yearly affair.
One such example of a real community
Phillips estimates the fair attracted
effort came last October when the Ser-
close to 2,000 consumers, who enjoyed
The event, held in conjunction with
vice Station and Repair Shop Operators
quality car shows, exhibit booths and
ACDelco, the Car Care Council and the
of Upstate New York (SSRSOUNY), a non-
other displays in addition to vehicle
Texas Independent Automotive Associa-
profit trade association, hosted its first
inspections. Given the success of the
tion (TIAA), stressed the importance of
annual Car Care Fair.
inaugural event, everyone involved
proper automotive care.
The
effort,
which
emphasized
consumer relations and information
agrees they plan to be part of the 2004
Car Care Fair.
As part of the initiative, vehicle check
lanes were set up to perform inspections
sharing, included involvement from
“We’re in competition with other ISCs,
and to teach motorists how to avoid vehi-
ACDelco; United Auto Supply, an area
but we also have the same goal in mind:
cle problems by maintaining fluid levels,
ACDelco WD, and nine TSS ISCs. (See
taking care of the consumer,” Phillips says.
tire pressure, belts and hoses, lights, and
complete story on page 16.)
“I think it’s reassuring for the public to see
other system components.
“With this event, consumers got the
so many TSS shops working together. It
continued on back page
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15
r e g io n a l roundup
P H OTO G R A P H Y
BY
BY
AM Y
M A R I L U
LY N N
1
S M ITH
LO P E Z - F R E T T S
A Fair
to Remember
Car care event leaves a lasting
impression on consumers
Last October, the Service Station
says. “By meeting us outside our shops
and Repair Shop Operators of Upstate
— where they didn’t feel like we were
New York (SSRSOUNY) hosted its fi rst
trying to sell them something — consum-
merry-go-rounds, but this
annual Car Care Fair, where consumers
ers got a chance to know us as human
fair was all about giving custom-
could learn about vehicle maintenance
beings and to see us working together to
and care. A team effort that included
take care of them.”
T
here may not have been
any Ferris wheels or
ers a great ride.
16
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the involvement of ACDelco, an area
Warehouse Distributor (WD) and nine
In the public eye
Total Service Support (TSS) accounts,
Held in October at the Central New York
the event emphasized consumer rela-
Regional Market in Syracuse — which
tions and information sharing.
draws crowds of shoppers every week-
“Our goal as an organization is to
end — the Car Care Fair attracted as
educate our local industry and the pub-
many as 2,000 consumers, Phillips esti-
lic,” says Jeff Phillips, owner of J & J
mates. The event featured nearly 200
Automotive, a TSS account in Syracuse
quality show cars, plus exhibit booths
and a member of the Board of Directors
and other displays.
of SSRSOUNY. “So we got out there and
Early on in the event-planning stages,
showed them what we’re all about,” he
SSRSOUNY called upon United Auto
Supply, an ACDelco WD headquartered in
Syracuse, for assistance.
2
“We’re very involved with the association, which does a great job for all
the independent service centers in this
market,” says Chip Raven, United Auto
Supply general manager. “We’re always
more than happy to help them help
our customers.”
ACDelco was equally pleased to
oblige when asked to support the event.
ACDelco and another aftermarket supplier each sponsored a vehicle inspection lane manned by trained technicians
— which, in ACDelco’s case, came from
the nine participating TSS accounts.
“We knew a competitive supplier was
involved and we welcome the competi-
3
tion,” says Kelly Grinnell, who was market area manager for upstate New York at
the time of the event and is now ACDelco
portfolio team product development
manager, electrical systems. “The TSS
technicians who worked our lane looked
like an extremely professional team in
their ACDelco uniforms.”
“To be honest with you, I think we
clobbered the competition,” says Lou Cannata Sr., owner of Lou’s Car Care Center in
Baldwinsville, N.Y., one of the participating
TSS facilities. “With the uniforms and the
ACDelco name displayed everywhere, I
4
5
think people were very impressed.”
Strength in numbers
What’s more, putting on a united front
demonstrated to the public that ACDelco
and its TSS Independent Service Centers (ISCs) are a team, working together
toward a shared objective.
“As independent service centers,
continued on page 18
1. Jake McKeen, age five, and his grandfather
Herb, walked through the classic car show at
the fair. 2. Megan Gregory of Baldwinsville
receives a prize from Castle Packs Power’s
Doug Babcock after she spun the roulette wheel.
3. The signage announcing the CNY Car Care
event. 4. Todd Goldsmith from Big 4 Tire Sales &
Service checks the tire’s pressure and air while
a “crash test dummy” (5) entertains the crowd.
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17
continued from page 17
Participating TSS Shops
Big 4 Tire Sales & Service
East Syracuse, N.Y.
“Our focus was to direct the public
we’re in competition but we also have
back to those TSS businesses,” says
the same goal in mind: taking care of the
Raven. “We had good response with the
consumer,” says Phillips. “And I think it’s
coupon returns after the event, so we
reassuring for the public to see so many
accomplished what we set out to do.”
TSS shops — so they know wherever
Cantech Automotive
North Syracuse, N.Y.
Daniels Car Care Center
Nedrow, N.Y.
Ford & Bryant Car Care
Specialists
Liverpool, N.Y.
J & J Automotive
Syracuse, N.Y.
John Fehlman & Son Auto
Syracuse, N.Y.
Lou’s Car Care Center
Baldwinsville, N.Y.
Marks Service Center
Central Square, N.Y.
Perry’s Automotive Sales &
Service, Solvay, N.Y.
they go, they can rely on ACDelco and us
A really good show
to take care of them.”
TSS ISCs that were part of the Car Care
When consumers drove through the
Fair had the option of setting up a booth,
lanes, technicians inspected their vehi-
and many took advantage of the chance
cles including headlights, belts and brake
to promote themselves to the public.
lights, checking for basic maintenance
“I think our customers felt a sense of
items. No major diagnostic or repair
unity because the TSS Program brought
work was performed, but every car that
them together for the Car Care Fair,”
went through received a coupon for 25%
says Jim Ranalli, president of United
off ACDelco belts and hoses. Each coupon
Auto Supply. “Only TSS accounts were
featured the names of all the TSS accounts
invited to participate, which made
that participated in the Car Care Fair.
them feel special.”
There was also an ACDelco booth
Plus, says Raven, their customers rec-
where visitors could try their luck at a
ognized the opportunity as a value-added
football toss to win a free oil change at
benefit of the TSS Program. “Some of them
one of the participating TSS locations,
said to me, ‘You can read in the brochure
a program that was put together by
what TSS does for you, but this is one of
ACDelco and United Auto Supply.
the extras you don’t read about,’” he
New York State Trooper Jim Simpson talks about air bag safety using United Auto Supply’s Larry
Stirpe as an example.
18
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1
2
3
4
5
explains. “They don’t know exactly how
event, everyone involved agrees they
much is available through the TSS Pro-
plan to be part of the 2004 Car Care Fair.
gram until they experience it.”
“It’s good customer service,” says Can-
Heavily publicized through every
nata. “It gives us a chance to meet new
medium in the local market, including
customers and help them out with their
local radio stations WSEN and WFBL,
questions — and, hopefully, get some
the Car Care Fair also featured a safety
new business.”
1. Fair attendee Dan Sapochetti got the
chance to check out a 1928 Ford “A”Classic
car named “Pumpkin”on display at the CNY
Car Care event. 2. Frank Coville from Big 4
Tire completes a 27-point vehicle inspection
sheet. 3. Mike Stone, of J & J Automotive,
goes over a vehicle checklist with consumer
Sylvia Martinez. 4. An overview of the maintenance area. 5. Technicians inspect a Jeep
Cherokee in the service area.
exhibit sponsored by the State Police,
Most important, says Grinnell,
plus a car wash and raffle to raise money
it’s an opportunity to build trusting
interests of the consumer in mind
for a children’s charity.
relationships with consumers. “When
— which we did — that’s when an
you’re sincere and you put the best
event like this is a true success.” •
Given the success of the inaugural
intune
19
fe at u r e
BY
AMY
LY N N
S M I T H •P H O T O G R A P H Y
BY
CAROL
GOULD
Women’s Studies
Car care clinic gives women
an education in vehicle maintenance
I
t’s been said that it’s a man’s
world. But during a recent
ACDelco car care clinic, it was
the women who ruled.
ACDelco’s “Let’s Talk”Car Care
Clinic targeted female motorists. Inset: ACDelco’s Susan
Christophersen (right) talks shop
with a class participant.
Last December, ACDelco designed
and hosted a “Let’s Talk” Car Care Clinic
The two-hour clinic was supported by
at Mott Community College (MCC) in
five area ACDelco Total Service Support
Flint, Mich. The objective was to educate
(TSS) accounts, which volunteered to
female students about the maintenance
participate. Following Christophersen’s
required to keep their vehicles running
presentation on car maintenance basics
smoothly and safely. Perhaps even more
from a woman’s perspective, representa-
important, the clinic set out to make
tives from the five accounts walked
women feel more comfortable about the
attendees through an on-car checklist of
vehicle service experience as a whole.
routine maintenance tasks.
“Maybe they’ve been talked down to
“My wife encouraged me to participate
in the past, or they’ve been talked over
because there are a lot of simple things
with too much high-tech language, but
women could do for themselves if someone
many women have had unpleasant expe-
just took the time to explain it to them,”
riences,” explains Susan Christophersen,
says Billy Hagon, manager and owner of
ACDelco manager of product service and
Chet’s Auto Service in Flint. “This knowl-
training development. “So we decided a
edge can be empowering when women
better approach to educating women
bring their car to a service center.”
about vehicle maintenance might be to
just talk to them woman-to-woman.”
20
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Ladies’ night
Gary Drago, owner of Drago’s Automotive Center in Flint, adds that the
women at the clinic were very inquisi-
mary reason for participating in the clinic
tive. “Just because some women don’t
— an event that was originally conceived
understand cars doesn’t mean they can’t
by committee members of the Mott Com-
learn,” he says. “They just need an oppor-
munity College Women in Education.
tunity to be educated on the subject.”
This foundation, which provides nonaca-
Approximately 20 attendees gained
hands-on experience with simple tasks
demic support to female students, asked
ACDelco to put on the clinic.
(such as checking fluid levels and replac-
“I volunteered because I want to help the
ing headlight bulbs) by going over a
community,” says Drago. “A lot of these stu-
vehicle with a TSS technician. For example,
dents don’t have much money, so they can’t
the women learned to use the tire pres-
afford to have a major vehicle failure — es-
sure gauge they received in their packet of
pecially if it could have been prevented
handouts from ACDelco and MCC.
through regular maintenance.”
“Once the students got familiar with the
Although ACDelco sponsors car care
cars, they didn’t want to stop learning about
clinics periodically (see related stories
them,” says Christophersen. “They really ran
on pages 10 and 16) this was especially
the technicians through their paces.”
effective because it was held in conjunc-
At the end of the clinic, attendees
tion with a college.
Among the lessons taught at the “Let’s Talk”
Car Care Clinic: how to properly use a tire
gauge to measure tire pressure.
received a coupon for a free car inspection,
“There’s a tremendous amount of
courtesy of an ACDelco TSS Independent
underperformed maintenance out there,
tophersen. “And it’s another opportunity
Service Center (ISC), with a list of the partici-
and car care clinics can educate consum-
for promoting the business and helping
pating service center locations on the back.
ers on avoiding potentially costly repairs
customers be more satisfied with their
“This was not only a clinic — it was
or dangerous breakdowns,” says Chris-
parts and service experience.” •
also a referral program,” says Christophersen. “We didn’t want this to be just
a one-time event. We wanted to refer the
students to reliable, honest service cen-
According to ACDelco’s Susan Christophersen, once the women at the
“Let’s Talk”Car Care Clinic got familiar with the cars, they didn’t want to
stop learning about them.
ters where they’ll feel comfortable taking
their vehicles in the future.”
Good word of mouth
According to Christophersen, research
indicates that women prioritize honesty
and trust over location or price when
it comes to selecting a vehicle service
center. So by simply living up to the
TSS commitment to excellence, ISCs
can attract more business from women
— which represent roughly 60% of the
average ISC’s customers.
But everyone involved agrees that
bringing in more business wasn’t their pri-
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21
t s s u p d a te
BY
KEVIN
KNAPP
The Price Is Right
Uniform low rate for rental cars offered
to TSS account customers
member is recognized and that each
customer of the TSS location is offered the
preferred rate.
A
s the result of an enhanced agreement with Enterprise Rent-
“We’ve developed a more robust way
to identify the consumer as an ACDelco
A-Car, ACDelco can now offer its Total Service Support (TSS)
customer,” says Robert R. Pagliaro,
accounts a nationwide common pricing structure. With the
national marketing manager for Enter-
new agreement, TSS accounts can pass along additional cost savings
prise Rent-A-Car. “For the TSS participant, the uniform national rate structure
to their customers should they need to rent a car while waiting for
is hassle-free and will provide better
theirs to be repaired.
value to the end user.”
When a customer needs to rent a car,
ACDelco has leveraged the purchas-
Koganov says Enterprise Rent-A-Car
TSS participants simply call the Enter-
ing power of the TSS network to deliver
makes a good partner for the TSS Pro-
prise Rent-A-Car Reservation Center at
a price advantage to the group. The
gram, with 4,800 branches across the
1-800-363-0923. An operator will assist
move is aimed squarely at helping to
country, representing a fleet of over a
them in locating the closest Enterprise
strengthen consumer loyalty which will
half-million vehicles.
Rent-A-Car branch. In order to receive
enhance the shop’s bottom line.
“A key benefit that members get with
the discounts, callers must provide a
“This represents one more way we’re
Enterprise Rent-A-Car is delivery of the
TSS national discount number, which
working to attract business to the TSS
car right to the shop, which is a real
is ADX5921.
locations and to help create satisfied
time- and effort-saver,” Koganov says.
consumers who not only
Pagliaro says he considers the
Enterprise Rent-A-Car
enhanced plan a “win-win” situation for
has also bolstered
everyone involved, and that his company
shop, but also rec-
its confirmation
is aggressively promoting awareness of
ommend it to their
process to make
the plan throughout Enterprise Rent-A-
come back to the
sure
friends,” says Leo
every
TSS
“We’ve been in the automobile
Koganov, ACDelco TSS
replacement industry for over 40 years,
Program coordinator.
When TSS members call Enterprise
Rent-A-Car’s dedicated 800 number
and reference the ACDelco identification number, they can reserve a vehicle
for a customer at the preferred rate. The
upgraded rate structure took effect on
Dec. 1, 2003.
22
intune
Car and ACDelco.
uniform national
rate structure is hasslefree and will provide better
value to the end user.”
“... the
Robert Pagliaro
and we have an infrastructure built to
serve the same clients as those of TSS
locations,” says Pagliaro. “With an Enterprise location within 15 miles of 90% of
the U.S. population, we’re uniquely positioned to provide a high level of service
to TSS members.” •
Enterprise Rent-A-Car makes a good partner for the ACDelco TSS
Program because it has 4,800 branches across the country, representing a
fleet of over a half-million vehicles.
intune
23
a ll makes/ all mod el s
BY
LO R I
M .
N O L L
1
The Epitome of
All Makes/All Models
A.R.C. Manufacturing takes the ‘All
Makes’ term to heart with its innovative
use of ACDelco batteries
W
hile batteries aren’t the only “All Makes/All Models” product line ACDelco offers, they do go one step further than
the rest in that they can be used for more than just auto-
motive applications. And A.R.C. Manufacturing, a leading maker and distributor of battery-powered dent removal equipment, can attest to that.
Similar to how ACDelco systems and parts come standard on various vehicle makes
and models, all A.R.C. product lines come equipped with ACDelco 31-901CT batteries.
The company, headquartered in Airway Heights, Wa., primarily sells its industrial
portable welders and dent-pulling machines to automotive aftermarket technicians who
rely on the equipment to repair vehicle dents and dings. General Motors and Honda
have placed A.R.C.’s industrial dent pullers and resistance spot welding machines on or
near their assembly lines. Ford is in the process of testing the equipment.
24
intune
more than 2,000 batteries in the last three
wall outlet,” he adds.
What’s more, the battery-powered
machines are completely portable.
years from his ACDelco representative,
“Two technicians could lift an A.R.C.
Denny Thompson, the battery truck sales
unit onto the back of a truck, weld on a
manager at Direct Automotive Distribut-
tractor for four to six hours in the middle of
ing in Spokane, Wa.
a field and not worry about power,” Fuchs
“I conducted extensive testing before
says. “It’s not practical to have an electri-
deciding to equip my entire product
cian install outlets every four feet in the
lineup with ACDelco batteries,” Fuchs
shop so you can plug in your welder, which
says. “ACDelco batteries had all the
is why we made ours totally portable.”
qualities I was looking for — brand-name
He adds that technicians can use
recognition, durability and dependabil-
any 110-volt wall outlet to recharge the
ity.” And since ACDelco’s 31-901CT is a
battery as an automatic charger brings
calcium battery, it has a larger reservoir
them back to full power. So whether in
and doesn’t gas as much or sulfate out
the shop or in the field, A.R.C. customers
like a lead acid battery.
can count on ACDelco batteries to deliver
Fuchs says the industrial batterypowered welders and dent pullers, used
3
all the performance needed for as long as
it’s needed.
by his more than 7,000 customers world-
“Equipping our units with ACDelco
wide, offer a more constant energy source
batteries enables us to offer our customers
than the average 220–240-volt wall outlet,
powerful, mobile and affordable products
producing a more consistent weld.
where space and cost constraints are criti-
“ACDelco batteries have helped make
cal in the purchase decision,” Fuchs says.
A.R.C.’s resistance spot welder the only
“When I tell my customers they’re buying
one of its kind on the market that can put
equipment powered by ACDelco batteries,
out 9,000 amps plugged into a 110-volt
they know they’re getting the best.” •
2
GETTY IMAGES / DEAN DAVIS 3
Mike Fuchs, owner of A.R.C. Manufacturing, estimates that he has purchased
Photos 1 and 2: Mike
Fuchs, owner of A.R.C.
Manufacturing, uses a 1050
U.S. Ultra Spot spot welder,
which is powered by four
ACDelco 31-901CT batteries.
3. ACDelco batteries (31901CT) help make A.R.C.’s
resistance spot welder the
only one of its kind on the
market that can put out 9,000
amps plugged into a 110-volt
wall outlet.
intune
25
t s s up d a te
BY
M ARI E
M .
ALLE N
It’s in the Mail
ACDelco Direct Mail Program
is right on target
W
hether the goal is to generate new customers, retain
existing customers or reward existing customers through
referrals, ACDelco and Michigan-based marketing commu-
nications firm RJ Conlin, have developed a direct way for Total Service
Support (TSS) Program participants to reach the customers they want.
The ACDelco TSS Direct Mail Pro-
the shops bottom line,” Koganov says.
gram offers flexible options that can be
The ACDelco Direct Mail Program com-
customized to fit the TSS shops’ overall
prises four specific features giving TSS
marketing strategy and budget.
accounts the flexibility to customize the
According to Leo Koganov, TSS Coor-
program according to their needs.
dinator for ACDelco, the best thing about
26
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the program is that it offers flexibility.
Custom Postcards Program
“Like any business, TSS shops have a
TSS accounts can target a particular seg-
limited pool of promotional or advertising
ment of consumers — and they can do it
funds and the decision on how to allocate
with a personal touch. The high-quality
those funds has a tremendous impact on
postcards are oversized (5.5" x 8.5") and
feature a picture of the TSS shop on the
are no minimum quantities, contracts or
front with two coupons on the back. TSS
set-up fees.
accounts designate the coupons they
sible 11 options. A mailing list can be
ACDelco Valued Customer Referral Program
developed based on TSS-selected criteria,
The ACDelco Valued Customer
such as distance from the service center
Referral Program, which is the
or the age of the vehicle.
newest element of the Direct
want to use, selecting two from a pos-
The coupons include such items as
Mail Program, reaches a very
free service offers, discounts for general
specific customer group as
service work or promotions for seasonal
it is based on customer rec-
services. Once TSS accounts choose the
ommendations. Using the
coupons they want to feature, RJ Conlin
ACDelco Valued Customer
follows through with the mailing. There is
Referral Program allows TSS
a minimum order of 500 pieces, but spe-
shops to reward loyal cus-
cial TSS group rates are available.
tomers for referring their
friends and family to their
Shopwise Coupon
Insert Program
service center. What’s
This is a more economical solution for
implement.
service centers that want to reach a
continued on page 28
more, it’s very simple to
broader group of consumers. Shopwise is
a shared mail insert and is administered
by ADVO, the nation’s largest mailer. TSS
accounts who choose this feature can
reach a large base of potential customers
with saturation mailings in an economical fashion.
ACDelco Moving Targets
Program
Newly relocated residents represent
an outstanding source of new business. TSS accounts can deliver to these
potential customers a personalized letter
and gift certificate for a free oil change
or other service. The Moving Targets
Program is completely flexible. There
intune
27
continued from page 27
Targets. For his investment, he reaches
two ZIP codes in his service area, which
High hopes for Valued Customer and Moving Targets
equals approximately 100 homes. For as
Three times a year, John Krieger, Presi-
specific audience. “And,” Weyer says, “I
dent of Star Sales and Service, a Ware-
basically do nothing. RJ Conlin does all
house Distributor (WD) in Bay City,
the work and I get all the benefits.”
little as $1.28 per piece, he’s reaching a
The ACDelco Direct Mail
Program comprises four
specific features, giving TSS
accounts the flexibility
to customize the program
according to their needs.
Mich., brings his TSS customers to-
Although Weyer freely admits some
gether to review ACDelco’s advertising
customers only come in for the free oil
and marketing programs. He’s optimis-
change coupon they received in the
really helps to give new residents in the
tic that the ACDelco Valued Customer
mailing, he’s gained approximately 10
area the incentive to come in and see
Referral Program will be benefi cial to
to 12 new customers since he began
the shop,” Rudolph says. “We get a very
his TSS accounts.
using the program. “It brings custom-
good return on our investment. In fact, in
“Getting the consumer in the door
ers in and spreads the word about my
just one week, I got three new customers
is the hardest part of the battle,” Krieger
shop to the new residents in the area,”
thanks to the program. And they are the
says, “If I can help my customers do that,
Weyer says. “What’s more, it’s inex-
type of customer we want to service.”
then we all benefit from the increased
pensive and really works.”
He offers this advice to other TSS
That’s what Jeff Rudolph, owner of
shop owners interested in participating
That’s what Skip Weyer, Owner of H&D
Anacortes Automotive in Anacortes,
in the ACDelco TSS Direct Mail Program:
Automotive in Danbury, Conn., is hoping
Wash., is hoping for as well. Like Weyer,
“No matter what feature you choose, it’s
for, too. He was introduced to the Moving
he spends approximately $120 per month
an inexpensive way to target a specific
Targets Program by his supplying Job-
on the Moving Targets Program and has
group of consumers and the benefits
ber, Danbury-based Levine Automotive.
seen nearly an 8% to 10% increase in his
really do beat the cost.”
After six months of using Moving Targets,
business since he started using the fea-
Weyer is pleased with the results.
ture four months ago.
sales and customer loyalty.”
For more information about the
ACDelco TSS Direct Mail Program,
“The return of the program far out-
“The most beneficial thing about the
contact RJ Conlin directly at 1-800-
weighs the cost,” says Weyer, who spends
Moving Targets Program is the letter. It’s
246-9177 or visit them online at
approximately $128 a month for Moving
written specifically to suit your shop and
www.rjconlin.com/direct. •
28
intune
m o to r s p orts
BY
M ARI E
M .
ALL EN
Onward
and Upward
ACDelco expands its
IHRA involvement
in Canada
D
rag racing fans are not unique to the United States: ACDelco
learned that quickly as it forged into Canadian territory two
years ago by sponsoring the first annual IHRA ACDelco Cana-
dian Nationals at Toronto Motorsports Park in Cayuga, Ontario.
In 2002, ACDelco hosted some 700 Warehouse Distributors (WDs) and Independent Service Center (ISC) Total Service Support (TSS) customers at the ACDelco
Canadian Nationals. In 2003, that number nearly doubled to 1,300. This year,
continued on page 30
intune
29
continued from page 29
sponsor is,” says Corey
ACDelco looks forward to even more
Graham, national sales
customer participation as it plans to
and marketing manager,
sponsor the 3rd annual ACDelco Cana-
ACDelco Canada. “We plan
dian Nationals July 27–Aug. 1, 2004.
on displaying ample signage fea-
“Enthusiasm for the International Hot
Rod Association continues to grow and
turing the ACDelco logo throughout
the venue.”
attract a lot of sportsmen racers in Can-
ACDelco Canada has made it simple
ada,” says Tom Paci, ACDelco assistant
for its WDs to get to this year’s race.
motorsports manager. “Sponsoring the
With a qualifying order, WDs can earn
ACDelco Canadian Nationals garners a
race packages that include one Saturday
good deal of attention for ACDelco — the
reserved grandstand seat, one ACDelco
IHRA and ACDelco have a lot of the same
hospitality pass with meals and snacks,
demographics, meaning the people who
one ACDelco event hat and seat cushion,
attend IHRA races are likely to be famil-
a credential holder and one set of ear
iar with the ACDelco brand.”
plugs. WDs can use the kits for themselves, or as a sales incentive for their
Building on past experience
TSS customers.
Familiar or not, all who attend the 2004
ACDelco Canadian Nationals will leave
Universal appeal
with the ACDelco logo burned in their
ACDelco’s involvement in the IHRA has
memory. “When our customers show up
been a positive one — both in Canada
at the Toronto Motorsports Park in July,
and the United States. This will be
there will be no mistaking who the title
ACDelco’s eighth season sponsoring “Fuel
Injection Wizard” Harold Martin and his
Pro Mod Pontiac Grand Am in the IHRA.
And last year, ACDelco served as the title
“Enthusiasm for the International
Hot Rod Association continues to
grow and attract a lot of sportsmen
racers in Canada.”
Tom Paci
ACDelco assistant motorsports manager
sponsor for three of the 12 IHRA scheduled events. In addition to the ACDelco
Canadian Nationals, ACDelco hosted the
ACDelco U.S. Open of Drag Racing in Cordova, Ill., and the Third Annual ACDelco
Nationals in Richmond, Va.
The Fourth Annual ACDelco Nationals
is set to take place May 21-23, 2004, at
the Virginia Motorsports Park.
For more information about ACDelco’s
IHRA involvement, log on to the consumer Web site at acdelco.com. •
30
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cover story
continued from page 15
After each inspection was complete,
“In some cases, new cars and trucks
another month that’s more convenient,”
participating Automotive Service Excel-
are about one-third the value of a house,
Thelen says. “Vehicle maintenance is
lence (ASE) volunteers reviewed any dis-
so the question shouldn’t be ‘why should
important year-round.” •
crepancies with the motorist and offered
motorists maintain their vehicles,’ it’s
information about proper vehicle mainte-
‘why wouldn’t they’,” Filbert says.
nance and repair.
Thelen adds that taking an active
Kurt Filbert, A-Line Auto Parts mar-
role in helping consumers maintain their
keting manager, says these types of
vehicle is the best way for them to avoid
events are great prospecting tools for
costly repairs later.
ACDelco’s WDs, Jobbers, ISCs and TSS
accounts alike.
Intune Magazine
P.O. Box 3730
Highland Park, MI 48203
Change Service Requested
ADV-PU-0002-04
“If you can’t host a clinic or event
in April, consider scheduling one for
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U.S. POSTAGE
PAID
DETROIT, MI
PERMIT NO. 2621