2024-2025 ISSUE 2 2025 Chicago Auto Show Dates and Event Highlights
Memberships in: • AUTOCPA Group • The American Institute of Certified Public Accountants • The Illinois CPA Society CERTIFIED PUBLIC ACCOUNTANTS Located in Central Illinois, we serve the entire state. Contact us today to learn how we can help your dealership thrive. Drive Your Dealership Toward Financial Success We specialize in automobile dealers in the following areas: • Dealership valuations • Automobile dealer legal support • Buy-Sells for dealerships • LIFO inventory computations • Financial statement analysis • Corporation Income Tax returns • Personal Income Tax returns • CPA prepared financial statements • Dealer estate planning • Employee theft consulting • Internal control studies and audits • Profit consulting • Training office managers/CFO’s • 401K Audits Serving more than 250 Automobile Dealers throughout the United States (309) 662-8797 Email: woodwardassoc@cpaauto.com Website: www.cpaauto.com 1707 Clearwater Avenue P.O. Box 1584 ·Bloomington, IL 61702
10 ©2025 The Chicago Automobile Trade Association (CATA) | The newsLINK Group LLC. All rights reserved. CATA Up to Speed is published four times per year by The newsLINK Group LLC for CATA and is the official publication for this association. The information contained in this publication is intended to provide general information for review, consideration and education. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of CATA, its board of directors or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. CATA Up to Speed is a collective work, and as such, some articles are submitted by authors who are independent of CATA. While a first-print policy is encouraged, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at (855) 747-4003. CONTENTS 5 Letter from the Chairwoman Don’t Miss the 2025 Chicago Auto Show! By Kelly Webb Roberts, 2025 Chicago Auto Show Chairwoman 6 2025 Chicago Auto Show Dates and Event Highlights 2025 Public Show Dates: Feb. 8-17 at McCormick Place 10 What Drives Her Awards Return to 2025 Chicago Auto Show 14 Chicagoland Dealers Care Program Chicago Automobile Trade Association Donates to Three Local Charities 18 USO Barbecue for the Troops 10-Year Milestone Award Presented to Five Chicagoland Dealers 21 DriveChicago.com Re-Launches Nation’s Only Association-Run Automotive Marketplace 24 5 Things Every General Manager Should Do To Increase Their Service Department Revenue By Dynatron 26 The 2025 Chicago Auto Show Is Here 14 CATA UP TO SPEED 3
Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Brad Bartsch, bradley.w.bartsch@bofa.com Tony Garcia, anton.r.garcia@bofa.com Diana Zamudio, diana.zamudio@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. 5949042 12-23-0324 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA. Anticipate every turn In an industry that’s always evolving, your dealership can rely on our Dealer Financial Services team’s 90 years of experience to see what’s around the corner, forward-thinking insights to prepare you, and technology to keep you ahead of the curve. What would you like the power to do?® Brad Bartsch, bradley.w.bartsch@bofa.com Tony Garcia, anton.r.garcia@bofa.com Diana Zamudio, diana.zamudio@bofa.com business.bofa.com/dealer ©2024 Bank of America Corporation. All rights reserved. 5949042 12-23-0324 Investment products offered by Investment Banking Affiliates: Are Not FDIC Insured Are Not Bank Guaranteed May Lose Value “Bank of America” and “BofA Securities” are the marketing names used by the Global Banking and Global Markets divisions of Bank of America Corporation. Lending, derivatives, other commercial banking activities, and trading in certain financial instruments are performed globally by banking affiliates of Bank of America Corporation, including Bank of America, N.A., Member FDIC. Trading in securities and financial instruments, and strategic advisory, and other investment banking activities, are performed globally by investment banking affiliates of Bank of America Corporation (“Investment Banking Affiliates”), including, in the United States, BofA Securities, Inc., which is a registered broker-dealer and Member of SIPC, and, in other jurisdictions, by locally registered entities. BofA Securities, Inc. is a registered futures commission merchant with the CFTC and a member of the NFA.
The start of the New Year means that the Chicago Auto Show is also here — a yearly tradition for so many in the Chicagoland area. This year, the public show runs Feb. 8-17 at McCormick Place. Ahead of opening to the public, the show will host more than a thousand international and local media for a two‑day media preview on Feb. 6-7, which will feature new car debuts from Subaru, Rivian and Jeep, amongst other recently debuted models from Toyota, Nissan, Hyundai and more. Additionally, the 8th Annual What Drives Her program and awards will take place during the media preview, where one Chicagoland female dealership employee will be recognized as the 2025 Best Retailer Award winner. The First Look for Charity black tie gala will take place on Friday, Feb. 7 and once again provide a glamorous evening on the show floor filled with gourmet food, premium beverages and live music. All proceeds benefit 18 local charities, all of which provide services to our friends and neighbors right here in our backyards. Gala attendees also have the chance to walk away with the keys to one of two brand-new vehicles, a 2025 Chevrolet Equinox EV and a 2025 Hyundai Palisade Calligraphy Night Edition. First Look for Charity is one of the most impactful nights of the year for Chicagoland. It’s an evening where the generosity of our community truly shines as we come together to support 18 incredible organizations that make a difference in so many lives every day. The show continues to focus on bringing new and exciting features for consumers, offering something for everyone. The CATA team has been working hard to make it a successful show with familiar favorites, plus new exhibits and experiences to make it the perfect destination. We are excited to have Stellantis back this year, which includes the return of Camp Jeep, the ultimate indoor off-road driving test. New and exciting elements to the 2025 show include Overlanding Chicago, a specialized space focusing on overlanding vehicles and outdoor lifestyle, as well as the Family Zone, an exciting area on the show floor designed for families and aimed at entertaining children aged 2-16. I would be remiss if I didn’t mention the incredible support that we received from our media partners leading up to and at the Chicago Auto Show. This year, be sure to tune in as there will be dedicated television specials on ABC, CBS and WGN. This year’s show is a testament to the CATA’s commitment to delivering a dynamic and engaging experience for every attendee. Research shows that more than 75% of people who attend the Chicago Auto Show are there to shop. I hope the 2025 Chicago Auto Show is a catalyst for a busy spring car buying season and a successful 2025 for you. I look forward to seeing you at McCormick Place this February! Letter from the Chairwoman Don’t Miss the 2025 Chicago Auto Show! By Kelly Webb Roberts, 2025 Chicago Auto Show Chairwoman CATA UP TO SPEED 5
The 117th edition of the Chicago Auto Show will be held Feb. 8-17 at McCormick Place. Showgoers can once again expect an engaging show with the latest new vehicles, outdoor ride-and-drives and indoor test tracks, including the return of Chicago Drives Electric, a one-stop shop for electric vehicle ride-alongs and education. “The Chicago Auto Show is a cherished winter tradition, and we can’t wait to once again welcome attendees to experience the thrill of the latest technology and safety features of today’s cars, trucks and SUVs,” said Chicago Auto Show Chairwoman Kelly Webb Roberts. “The vehicle offerings on the show floor are more diverse now than ever before. So, whether you’re looking for a sporty sedan, full-sized family car, electrified vehicle, off-roading wheels, luxury ride or something in between, you will certainly find it at the show.” The Chicago Drives Electric indoor EV test track will return, expanding from one track to two and providing attendees the opportunity to get inside the latest EVs to experience the power of electrified vehicles. In addition to the ride-alongs, consumers may visit the EV education hub to learn more about pressing EV topics, including at-home charging, range anxiety, maintenance and associated EV ownership costs. During the 2024 Chicago Auto Show, 71% of attendees who test drove or rode along in an EV at the show cited that their experience improved their opinion of owning an EV, and 53% of attendees who experienced an EV at the show said they were now more likely to purchase an electric vehicle. “Based on the research, we learned that once people experience an EV, they feel more comfortable with the idea of owning one,” said Chicago Auto Show General Manager Jennifer Morand. “We look forward to bringing this popular, educational and hands-on experience back indoors to the Chicago Auto Show. In 2025, attendees will encounter more brands and models added to two EV test 2025 Public Show Dates: Feb. 8-17 at McCormick Place 2025 Chicago Auto Show Dates and Event Highlights 6 CATA UP TO SPEED
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tracks, allowing consumers to cross-shop and experience a wide range of EVs all in one location.” SPECIAL THEMED DAYS AND EVENTS The 2025 show is bringing back special themed days and events, including: • Toyota Miles Per Hour Run on Sunday, Feb. 9: Runners can experience the auto show via a 2.4-mile loop inside McCormick Place before the event doors open to the public. • First Responders & Military Appreciation Day on Tuesday, Feb. 11: Present your badge or military ID for free entry. Guests who accompany first responders or military personnel on this day receive a voucher for $5 off adult admission. • Automotive Career Day on Wednesday, Feb. 12: Students of all ages are encouraged to come learn more about various careers within the automotive industry through a series of presentations and activations. A special $10 ticket price is offered for advanced sales. • Chicago Auto Show Food Drive on Wednesday-Friday, Feb. 12-14: Bring three cans of food for A Safe Haven’s Food Bank and get a $5 voucher off adult admission. • Chicago Friday Night Flights on Friday, Feb. 14: Experience a one‑of‑a‑kind indoor craft beer sampling event, along with full access to the show. INTRODUCING NEW AND EXCITING EXPERIENCES New and exciting experiences at the 2025 show will include: • Overlanding Chicago is a space dedicated to overlanding and outdoor lifestyle. This new area on the show floor is expected to draw a unique crowd of showgoers looking to explore a life outside the urban jungle with their vehicles. With a focus on the overlanding lifestyle, the space will feature manufacturer displays of specialty vehicles, vehicle upfitting vendors, off-road accessories and much more. Plus, there will be a dedicated space focusing on demonstrations, education and specific product features. • Family Zone is an exciting, dedicated area on the show floor designed for families and aimed at entertaining children aged 2-16. This safe and fun environment allows kids to enjoy themselves while being immersed in the auto show experience. • Exclusive VIP Tours of the show floor are led in person by the best and brightest in the automotive industry. Four specialty tours will be offered, allowing guests to find a tour that matches their preferred interests. The 60-minute tours will be focused on family vehicles, SUV and outdoor vehicles, electrified vehicles and auto enthusiasts. VIP tours will only be offered on Friday, Feb. 7, and will include an extended opportunity for an exclusive look at the show floor before it opens to the public. A limited number of tickets for the tours, each offered twice, are available for pre-purchase at ChicagoAutoShow.com. 8 CATA UP TO SPEED
even the chance to win a brand-new 2025 Chevrolet Equinox EV or a 2025 Hyundai Palisade, all while supporting those in need. Tickets and more information for First Look for Charity can be found at FirstLookforCharity.org. TICKETS ON SALE NOW Tickets to the 2025 Chicago Auto Show are currently on sale at ChicagoAutoShow.com. The 2025 show runs from Feb. 8-17 at McCormick Place and opens to the public daily at 10 a.m. Adult ticket prices are $17; seniors ages 62 and older are $12; children ages 4-12 are $12; kids ages 3 and younger are free. Show hours vary by day, so please check the site for details. To purchase tickets or for more information, visit ChicagoAutoShow.com. “The Chicago Auto Show is always designed with consumers at the heart of everything we do,” said Morand. “From hands-on experiences to showcasing the most innovative advancements in the industry, the show is all about connecting people with the technology and vehicles that are shaping the future. This year’s show is a testament to our commitment to delivering a dynamic and engaging experience for every attendee.” FIRST LOOK FOR CHARITY GALA The show’s 2025 Media Preview will be held Feb. 6-7, and its black-tie charity gala, First Look for Charity, will be held the evening of Friday, Feb. 7, at McCormick Place. Since its inception, First Look for Charity has raised more than $63 million for local charities, positively impacting individuals in the Chicagoland community. Attendees can once again expect an evening of gourmet food, beverages, musical entertainment and CATA UP TO SPEED 9
What Drives Her Awards Return to 2025 Chicago Auto Show Chicago Auto Show organizers, in partnership with A Girls Guide to Cars, have announced that the What Drives Her networking event and awards program will return to the show’s Industry Day for the eighth year. What Drives Her was started in 2017 as a way to bring together influential women in the automotive industry and amplify the female leadership and innovation contributions across manufacturing, retailers, media and beyond. “It’s been incredible to see What Drives Her grow over the past seven years, and it has truly become a cornerstone event of the Chicago Auto Show’s Media Preview,” said Chicago Auto Show General Manager Jennifer Morand. “Our show provides the perfect backdrop to celebrate these trailblazing women. The event unites a mix of key media, manufacturers, third-party suppliers, dealers and other industry personnel.” The annual What Drives Her awards recognize and applaud outstanding females and advocates in the industry. Nominations are submitted from individuals within the industry, ranging from auto manufacturers, suppliers, media and dealers. The panel of distinguished jurors are made up of female automotive journalists. The four award categories include: 1. Trailblazer: Employed by an automaker, auto retailer or core automotive supplier; job title no higher than vice president; works primarily in North America; she may be notable for her empowerment of others, her breaking down of barriers that allows others to follow, her pursuit of non-traditional roles or jobs, her leadership, and taking on additional roles such as leading an employee resource group or mentoring program. 2. Best in Craft Automotive Media: A full-time or part‑time North American journalist, content creator, video creator, social or digital media creator with a focus on the automotive industry, she demonstrates general excellence of craft, supports women and her colleagues in the automotive industry or, through voice and narrative, creates more accessible automotive information and more inclusive automotive storytelling. 10 CATA UP TO SPEED
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For more information on the What Drives Her program, scan the QR code. https://www.ChicagoAutoShow.com/news/what-drives-her/ 2024 Best Retailer Award recipient, Gabrielle Abinion efforts to diversify her experience within the Auto Group’s portfolio, Abinion is now the general manager of Fox Valley Volkswagen. She has helped her Volkswagen stores set records in sales, as well as break the record for Service & Parts growth three times in 2023. The 2025 awards will be presented during the 2025 Chicago Auto Show’s Media Preview on Thursday, Feb. 6 at McCormick Place. 3. Automotive Ally: This person offers continual support, coaching, advocacy, education and understanding, helping to create opportunities for others as they build their careers in automotive. This award is open to any executive, leader, manager or other person inside or outside the automotive industry and reflects the impact that this person has on the industry, for both individuals and organizations. 4. Best Retailer: At a local level, the Best Retailer award calls on Chicago Automobile Trade Association dealers to nominate an extraordinary female at Chicagoland and Northwest Indiana dealerships. This person demonstrates a high level of commitment and drive to any task at hand, whether that’s in sales, service, finance or technical support. Nominees must be employed by a Chicago-area dealership. The 2024 recipient was Gabrielle Abinion, general manager, Fox Valley Volkswagen. Abinion has always been driven and passionate following her father’s footsteps in the automotive industry. In 2017, Abinion joined her family’s auto group as an operation manager. This led to an opportunity to become the general manager of Fox Valley Buick GMC. It was at this time that she was introduced to General Motors (GM) Minority Dealer Development program through her Dealer 20 group and is now a member of the GM Dealer Development National Candidate Pool. In 12 CATA UP TO SPEED
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Chicagoland Dealers Care Program Chicago Automobile Trade Association Donates to Three Local Charities The CATA recently donated $1,500 to three separate charitable organizations. The donation came via the CATA’s Chicagoland Dealers Care program in conjunction with donations by Ray Chrysler Dodge Jeep Ram, Raymond Chevrolet of Antioch and Ron Tirapelli Ford. Through Chicagoland Dealers Care, the CATA matches up to $1,500 of a member dealer’s donation to local charitable organizations. Since its inception in 2008, the grassroots Chicagoland Dealers Care program has donated more than $130,000 to local charitable organizations. JEEPS ON THE RUN A $1,500 donation was made to Jeeps on the Run (JOTR) and its mission to support the Marine Toys for Tots Foundation. This donation came in conjunction with Fox Lake-based Ray Chrysler Dodge Jeep Ram. JOTR, a local Jeep enthusiast club, has supported various causes, including St. Baldricks, St. Jude Children’s Research Hospital, breast cancer, heart disease, local food pantries and most notably, Toys for Tots. In existence for 12 years, JOTR has raised more than $2 million in donations for the charities it supports. Ray Chrysler Dodge Jeep Ram has partnered with JOTR for the past five years, donating more than $250,000 to the nonprofit organization. “Jeeps on the Run is the perfect example of when car culture marries with a charity,” said Ray Scarpelli Jr., owner of Ray Chrysler Dodge Jeep Ram and Ray Chevrolet. “We are proud to say that 100% of our donation goes directly to Jeeps on the Run and the charities it supports.” 14 CATA UP TO SPEED
OPEN ARMS MISSION In conjunction with Raymond Chevrolet of Antioch, a $1,500 donation was made to Open Arms Mission. Open Arms Mission, now in its 24th year, services Antioch and Lake Villa Townships. The nonprofit organization assists neighbors with food, daily living necessities and outreach referrals. They serve, on average, 235 local families per week, offering them the opportunity to come once a week. Beyond the food pantry, Open Arms Mission works with families on rental assistance, auto insurance and provides funds for counseling for mental health services. Approximately 65 core volunteers assist families in need each week. Owner of Raymond Chevrolet, Mark Scarpelli, has been involved with Open Arms Mission since its inception. Scarpelli acknowledges that the need continues to grow as he recalls seeing lines wrapped around the Open Arms Mission building. “Car dealers get it,” said Scarpelli. “They are at the heart of their communities, and they want to give back.” Scarpelli was instrumental in establishing the Chicagoland Dealers Care program in 2008 during his time serving on the CATA Board of Directors. In addition to supporting the Open Arms Mission, Scarpelli’s dealership has been donating vehicles to families in need. Scarpelli says, “We don’t turn a blind eye to that ever.” CATA UP TO SPEED 15
COURT APPOINTED SPECIAL ADVOCATE A $1,500 donation was made to Court Appointed Special Advocate (CASA) of River Valley, a nonprofit organization that Ron Tirapelli Ford has long supported. CASA of River Valley’s mission is to draw from community resources to provide and support advocates, whose goal is to reduce the physical, emotional, intellectual and social impacts of abuse and neglect experienced by children involved in the Will and Grundy County Judicial Systems, due to no fault of their own. CASA of River Valley advocates for more than 400 children annually by recruiting and training volunteers to act as the voice of the child, providing needed information to the court and working toward a more restorative juvenile court process. It costs $1,000 per year, per child, with the need continuing to grow as it is estimated that 150 children go underserved each year. “These donations are directly helping child victims in the community,” said Rita Facchina, CASA of River Valley executive director. “They are suffering from trauma that they shouldn’t have to endure as a child, nor did they do anything to deserve it.” The support from Ron Tirapelli Ford to CASA of River Valley stems from Tom Conlin, the dealership’s principal and general manager. Conlin’s neighbor fosters children that have been a part of the CASA organization, allowing him to see firsthand the devastation the children go through and the needs they have. The entire Ron Tirapelli Ford dealership rallies behind the cause, as the dealership offers payroll deductions pretax for employee charitable contributions and is matched by the dealership. Additionally, a $50 donation is made for every car sold, and 2% of every service appointment goes toward charitable giving. For more details on the Chicagoland Dealers Care program, please visit www.ChicagolandDealersCare.com. 16 CATA UP TO SPEED
USO Barbecue for the Troops 10-Year Milestone Award Presented to Five Chicagoland Dealers 18 CATA UP TO SPEED
More than 10 years ago, the CATA and area new-car dealers partnered with the USO to create the Barbecue for the Troops campaign. The program has raised crucial funds in the form of $1.2 million for the USO to support local service members and their families. These funds directly impact more than 300,000 troops and their families annually. This past fall, the CATA recognized the dealers who have participated in the program every year over the last 10 years. Congratulations to the following dealerships that have achieved the 10-Year Milestone Award: • Brilliance Honda • Chevrolet of Homewood • Jennings Chevrolet • Jennings Volkswagen • Oak Lawn Toyota “The Barbecue for the Troops initiative is a perfect example of the vital role that dealers play in their communities,” said CATA President Jennifer Morand. “We look forward to this continued partnership with the USO and express our gratitude to the many dealerships that participate in the program year after year.” CATA UP TO SPEED 19
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DriveChicago.com Re-Launches Nation’s Only Association-Run Automotive Marketplace For more than a decade, DriveChicago.com has been a pivotal platform for aiding the Chicago Automobile Trade Association (CATA) in connecting in-market car shoppers with its dealer members. Recently, through strategic partnerships with Automotive Internet Media (AIM), AutoSales.com and WebBuy Digital Retailing, DriveChicago.com unveiled a completely revamped website, offering a significantly enhanced user experience that directly links shoppers to specific vehicle detail pages on dealer websites. Maintaining its core mission, DriveChicago.com aims to capture in-market car shoppers and seamlessly direct them to CATA member dealers. Complementary to this mission is the advancement of CATA’s marketing initiatives, including BBQ for the Troops, the Chicago Auto Show and Chicago Drives Electric. Leveraging AIM’s digital marketing prowess and WebBuy’s innovative digital retailing platform, the redesigned DriveChicago.com optimizes the search and discovery process, ensuring vehicle shoppers are efficiently guided to CATA-member websites. Building on a decade-long partnership with AIM, DriveChicago.com now employs cutting-edge cloud-based database management and web hosting software. The redesigned site boasts enhanced focus and remarkable speed, delivering vehicle listings instantaneously. Unlike other online shopping portals, DriveChicago.com facilitates a seamless shopping experience, directing users right to the dealer’s doorstep. Upon clicking a vehicle listing, users are instantaneously redirected to the dealership’s website. DriveChicago.com exclusively features the new and used inventory of CATA dealer members, with search results determined solely by user-filter options. There are no priority, sponsored or featured listings — all inventory is displayed based solely on the user’s preferences. This transformation reaffirms DriveChicago.com’s commitment to its users and partners, creating a more efficient, user-centric platform that enhances the car shopping experience. “As a marketing tool for the CATA, DriveChicago.com has always been a significant benefit for CATA dealer CATA UP TO SPEED 21
members, but the new site will step up the delivery of in-market shoppers directly to CATA dealer websites,” said Mark Bilek, general manager of DriveChicago.com. “Utilizing best-in-class marketing and digital retailing tools, DriveChicago.com is perfectly positioned to help CATA member dealers cultivate and capture in-market shoppers.” The engine driving traffic to DriveChicago.com is AIM’s CarClicks digital marketing platform. CarClicks identifies and targets in-market shoppers who have already expressed their intent to purchase, directing them to matching vehicles on DriveChicago.com. By doing so, CarClicks efficiently channels more than 30,000 highly engaged auto shoppers directly to CATA member dealer websites each month — all at a fraction of the cost of traditional digital marketing. More importantly, CarClicks steers online shoppers away from third-party platforms, delivering them directly to individual dealer websites, which traditionally offer the best return on investment (ROI). As consumers increasingly gravitate toward a fully digital car-buying experience, DriveChicago.com and AIM have partnered with WebBuy to deliver an all-in-one retailing solution. The platform guides customers through every step of the process — from trade-in valuation and loan approval to accessories selection and vehicle purchase — in a streamlined, user-friendly format. Designed to be customizable and dealer-focused, WebBuy ensures a convenient experience for buyers while also helping to maximize dealers’ profitability. Combined with the additional traffic generated by AIM, WebBuy maximizes the likelihood of turning DriveChicago.com visitors into qualified leads, helping CATA dealers remain competitive in today’s fast-changing digital marketplace. “DriveChicago.com is setting a new standard for aggregate-inventory sites by putting the power of full online transactions in the hands of local dealerships,” said Steve Zabawa, CEO of WebBuy. “We’re thrilled to partner with them and bring our cutting-edge technology to their platform, helping Chicago dealers thrive in the competitive digital marketplace.” In the coming months, AutoSales Inc. plans to roll out similar vehicle-shopping portals in collaboration with new car dealer associations nationwide. This initiative will provide these associations with a highly effective marketing tool for their members while also serving as a significant revenue-generating opportunity for the associations. (801) 676-9722 sales@thenewslinkgroup.com Boost Your Business by Advertising Here! SCAN THE QR CODE & CONTACT US TODAY! LAUNCH YOUR SALES 22 CATA UP TO SPEED
Truist.com/DealerServices The auto retail industry is more complex than ever. We’re here to help you make the right moves. From adopting AI to navigating economic uncertainty, auto dealers today face unique challenges. Truist Dealer Services knows this industry inside and out—and more importantly, we’re invested in knowing you. Truist Bank, Member FDIC and Equal Housing Lender. © 2024 Truist Financial Corporation. TRUIST, the Truist logo and Truist Purple are service marks of Truist Financial Corporation. All rights reserved.
5 Things Every General Manager Should Do To Increase Their Service Department Revenue By Dynatron Profitability is at the forefront of every general manager’s mind. How profitable is your service department? What can you and your managers do to increase revenue? We’ve found that most general managers and fixed ops directors primarily think about “more” — selling more cars, servicing more cars and selling more parts. What often gets overlooked is the optimization and getting better at selling, marketing and pricing their parts and services. 24 CATA UP TO SPEED
The following list is designed to enable your service department to increase its revenue. 1. CP REPAIR & MAINTENANCE LABOR PRICE OPTIMIZATION There are a few different elements that go into CP repair and maintenance labor price optimization. Both repair and maintenance are closely related, with strategies for both being nearly identical. The ultimate goal should be building client retention through transparent and “perfect pricing.” Know Your Maintenance Mix Frequency LOF and maintenance business is done to develop your customer’s perception of the work you do, the price you charge and, ultimately, the service you provide. If your customer’s perception of you is well developed when a repair comes along, you’re their guy, and they won’t even shop the price. Capitalize on Repair Mix Frequency Repair work is where your dealership has the opportunity to recapture some of the marketing dollars you gave the customer in the form of discounts early in the relationship. Over time, your shop will be able to make up for the discounts that have to be offered for the more competitive services (LOF and maintenance). Getting customers and keeping customers with those LOF services is critical to building the trust and confidence that you do good work for a fair price so that when the repairs are needed, you are the default choice. Perform an Op-Code and Pay Type Analysis Incorrect Op-code usage can cost dealerships $2-$3 in CP ELR alone! On the other hand, proper usage also allows technicians to check order history to confirm that a service they want to offer a customer has not been performed recently. Improper documentation can also create reduced price work, resulting in a lower warranty labor rate increase. Consistent documentation not only creates a better customer experience, but also allows meaningful sales history analysis. Once your dealership has created a set of proper op-codes within your DMS, print out the list and provide it to your technicians as an easy reference guide! 2. CP LABOR COMPLIANCE It is essential that your service department tracks service advisor level price compliance by helping you generate daily labor sales/ELR compliance reports. Every dealership has a way of pricing out labor. Whatever your strategy is, service advisors who aren’t compliant can cause a major loss in profit. In an effort to avoid losing out on a specific job over price, service advisors may offer discounts or even change the price on an RO. This is an understandable tactic; however, once your prices are determined and set, you’ll be surprised by the loyalty your consistency creates. Nearly every dollar in ELR improvement makes it down to your bottom line, so small but consistent changes add up significantly over time. 3. CP PARTS PRICE OPTIMIZATION Oftentimes, when a service department is looking to increase their revenue, the first thoughts lead to selling more to existing customers or increasing traffic to get new ones. However, there is a third option, price optimization, which is usually overlooked. Formulating a strategic pricing strategy can be done by evaluating, identifying and optimizing specific parts to increase revenue. The average dealer sells 1,200 different services. Doing some quick math, suddenly, you are managing and trying to optimize 4,800 different price points. Even if it were possible that you were able to optimize all these price points, they must be reevaluated every quarter to ensure they’re still perfect for retention and profitability. Having access to a robust database will set you up for maximum success. Doing the work to optimize pricing pays off dividends when it comes time for warranty filings. It is equally important to apply price optimization to both parts and labor. Labor is updated on average three times every year, while parts is updated only once every two years! 4. OPTIMIZED SERVICES BENCHMARKING Monitor and improve your ELR by gaining visibility into which and how often your optimized services are being sold with the intent of driving more business to those services. Begin by tracking and identifying the top 5-10 services with your highest margin and encourage your service advisors to increase the sales of those services. Service advisor training is the key to improving each advisor’s up-sell revenue generating potential. 5. WARRANTY LABOR AND PARTS RATE OPTIMIZATION When your dealership does the tips previously mentioned in the months leading up to a warranty submission, you’ll be set up to obtain the maximum potential increase. Points 1-4 are designed to increase your CP, which in turn, optimizes your CP ELR for the submission process. Filing warranty claims isn’t just about going through the motions. Be wary or critical of companies that help you file without assisting you through the other points listed here because you’re leaving money on the table by not getting the maximum possible reimbursement. IN CONCLUSION We hope that you find the tips above useful for increasing the profitability and performance of your service department. With the information provided, any service department can take the steps necessary to work toward increasing profitability! CATA UP TO SPEED 25
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