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Cultivating The Middle

It is mid-September and Pontiac's all-new G6 midsize sedan is nestled in a field surrounded by towering cornstalks for a media event in Grass Lake, MI. Like the importance of the fall harvest to farmers, the success of the G6 which will add a coupe and convertible next year is vital to Pontiac's survival. The truck-less brand withered for years as demand grew for pickups and SUVs, and it was left

By Brian Corbett • Nov. 1, 2004

‘Workload Manager’ May Make Telematics Safer

DETROIT – The president of the United States suddenly drops by your office for an impromptu chat. Your cell phone rings. Do you answer it? For many people, the answer is yes, says Paul Green, a research professor at the Human Factors Div. of the University of Michigan Transportation Research Institute. “Are you expecting to talk to someone more important?” jokes Green. For whatever reason, the ringing

By Drew Winter • Oct. 19, 2004

Integrated Circuit Reduces Power Management Complexity

DETROIT AMI Semiconductor (AMIS) says it can reduce the need for other power-management components by providing a medium-current single chip that does it all. The integrated mixed-signal specialist is launching the AMIS-70050, an “octal high-side driver” integrated circuit it claims will drive virtually any load in microcontroller-based automotive and industrial control applications. This chip solution

By Alisa Priddle • Oct. 19, 2004

Keeping Score of Goals

Let's continue our discussion focusing on the parts department and the balanced scorecard developed by Keith Ely of Dixon Hughes Dealership Consulting Group. As discussed last month, there are four key areas in the balanced scorecard: Financial Customer Internal Innovation/Learning Last month, we covered the concepts of the scorecard along with the first of the four key areas. Now let's cover the

By Don Ray • Oct. 1, 2004

Who’s Sale Is It, Anyway?

It's mine! No, it's mine! I talked to them first! This could well be an exchange between the sales and Internet departments at dealerships. The debate stems from how to define an Internet sale. As recently as a year ago, the answer was simple. Historically, all phone and walk-in traffic were the domain of the showroom staff while the Internet department handled emails and purchase requests. But today,

By Cliff Banks • Oct. 1, 2004

It’s All About Trust

To declare cruise control as a ubiquitous feature on cars today is no understatement. Ward's data indicates 86% of new cars and 87% of new light trucks sold in the U.S. last year incorporated the simple mechanism that locks a vehicle into a desired speed on long hauls, whether uphill or down. That's up from 35% in 1977. But like most mechatronic automotive technology, this rudimentary device is evolving

By Tom Murphy • Oct. 1, 2004

Indian SUV Maker Has Global Ambitions

PARIS Mahindra & Mahindra Ltd., one of India’s major domestic makers of SUVs and pickup trucks, will enter new European markets before the end of the year as it eyes the U.S. and China. Mahindra is displaying some of its models here at the Paris auto show that began Sept. 23. The company in India holds a combined 73% share of the utility and van segment and 27% of the tractor market. It currently

By William Diem • Sept. 30, 2004

MG Rover Expects Approval for Shanghai Auto JV by Year-End

PARIS – MG Rover expects to have China’s approval by the end of the year for a relationship with Shanghai Automotive Industry Corp. that would help the Chinese auto maker begin exports and allow the small U.K. auto maker to enter China. “We get access into the Chinese market, and Shanghai gets away from licensed manufacturing,” says an MG Rover spokesman, who declines to reveal the direction of the

By William Diem • Sept. 24, 2004

Aston Martin Bridges 500-hp Gap With ’05 Vanquish S

PARIS The U.K.’s top performance auto maker unveils the fastest Aston Martin yet at the Paris auto show today. Aston Martin Lagonda Ltd. rolls out the 520-hp Vanquish S as a mid-cycle upgrade to its flagship Vanquish 2+2 coupe. The Vanquish S includes a slight styling makeover, boasts a hefty $255,000 price tag and replaces the 3-year-old, 460-hp $234,000 Vanquish in the auto maker’s growing lineup.

By John D. Stoll • Sept. 23, 2004

AOL, Autobytel Plug into Hot Hispanic Car Market

AOL Latino, a Spanish-language Internet service provider for U.S. Hispanics, and Autobytel are launching a new channel called Automviles (Automobiles in Spanish). This new channel provides AOL Latino members with comprehensive Spanish language car-search and comparison tools. Once buyers have made their choices, they can submit a request to receive a price quote from a local Autobytel dealer. According

Sept. 1, 2004

AAM Opens New Detroit Headquarters

American Axle & Mfg. Inc. officially opens its new $40 million 250,000 sq.-ft. (23,225 sq.-m) headquarters in Detroit with a ceremony that includes city and state dignitaries. The 7-story headquarters is directly next door to AAM's Detroit Gear & Axle manufacturing plant and is located on a former brownfield site. Staff began occupying the new building in July 2003. American Axle's journey to prosperity

Sept. 1, 2004

Dealership Fights Used-Car Lots with Ahl Under 10

Looking for ways to reduce wholesale losses and sell more used cars? Consider what Joe Parent did this year as used-car manager for the Tom Ahl Automotive Group in Lima, OH. A couple of independent lots had opened down the street. They were stealing some sales from us, says Parent. So the Ahl Group set up a nearby budget lot called Ahl Under 10. We wanted to capitalize on Tom's strong reputation in

By Cliff Banks • Sept. 1, 2004

Dual Phase Leads Revival

After years of losing ground in automotive applications to aluminum, composites and other materials, steel is winning business back with lighter and higher-strength grades. The principal driver is Dual Phase steel, a relatively new high-strength steel with properties that can be for different strength levels and processing methods. Dual Phase clearly is leading the way, says Jody Shaw, U.S. Steel

By Brian Corbett and Alisa Priddle • Sept. 1, 2004

Shoot for 30-Day Turns

Determining the number of times that inventory is sold during the year provides some measure of its liquidity and the ability of the company to convert inventories to cash quickly if that were to become necessary. When turnover is slow, it may indicate that inventories are not a liquid asset and suggest they should be excluded from that category for analytical purposes. On the other hand, when turnover

By Tony Noland • Sept. 1, 2004

‘05 Pickup Pumps Iron

NASHVILLE Pickup trucks are such a big part of Americana that it seems odd to hear a designer of one speak with an English accent. Britain has produced plenty of car designers, but so few pickup designers that you likely could fit them all in the bed of a Dodge Dakota and still have room for a few bags of cement. Yet the chief designer of the '05 Dakota is British-born Cliff Wilkins, who has worked

By Steve Finlay • Sept. 1, 2004

Let the Customer Do It

For years, some dealership staffers have filled out or helped fill out customers' credit statements, believing this validates the information provided to lenders. In many cases, the credit statement is filled out by either the salesperson or finance manager, who use this time to build rapport and get to know the customer. Although many dealerships may still do this, it's not a wise practice. Sales

By REBECCA D. CHERNEK • Sept. 1, 2004

SSR’s Halo Effect Spurs Truck Sales

TRAVERSE CITY, MI – Through the end of June, General Motors Corp. has sold 7,100 Chevrolet SSR roadsters, which may not sound like big sales for the world’s largest auto maker. But the sporty retro-truck can claim responsibility for three times as many Chevy pickups rolling out of showrooms by the end of the year, because enchanted consumers walked through the door to at least ogle the SSR, according

By Tom Murphy • Aug. 5, 2004

Alcan Bumper Deliveries Delayed Until September

TRAVERSE CITY, MI Startup of aluminum bumper beam production at Alcan Inc.’s new plant in Novi, MI, has been pushed back a few months for an unspecified vehicle program that has been delayed. Alcan celebrated the opening of the Novi facility in April, which will manufacture advanced bumper beam assemblies for a pair of North American-built vehicles for a European auto maker. (See related story: Alcan:

By Alisa Priddle • Aug. 4, 2004

Half-Price Gas in Traverse, Sort Of

TRAVERSE CITY, MI Mark White stopped at a gas station here recently and was pleasantly surprised to find a fill-up of his aluminum-bodied XJ sedan cost less than half what he is accustomed to paying. Before you run out and try to get the name and address of the station from him, you should know this: White, senior body structures manager for Jaguar and Land Rover vehicles, paid $39 and is a native

By Drew Winter • Aug. 3, 2004

Calculate When to Hire

Conventional management wisdom suggests that calculating monthly sales per parts employee is the method for determining when another employee should be hired. But there's another, better way to figure that. Conversations with folks at one store suggest a monthly figure of $32,000 to $33,000 for sales per parts employee. Other sources may recommend slightly higher sales and gross figures, and your

By GARY NAPLES • Aug. 1, 2004

Cupholders Sell Cars

Cupholders could be a defining factor in how people choose the next car they buy, according to a survey by Autobytel, the automotive shopping and research website. Of the 890 consumers polled by Autobytel, 64% say they currently use their cupholders daily, up from 46% in 2002. More importantly, 39% say they would consider a different make of car to get the cupholder, up from 27% of shoppers who were

Aug. 1, 2004

Leaders Nurture Leaders

Let's continue from last month's column on my journey down the leadership trail. It may help yours. I learned that there is no short cut to developing leadership. Leaders are not born that way. It takes hard work and more. To me the key ingredients of leadership are: Honesty Vision Consistency Desire Smart (not just hard) work Communication There is no order of importance; they are all essential.

By Don Ray • Aug. 1, 2004

Would Dracula Drive It?

Cross Lander USA thinks America's SUV market is ready for something with a little Eastern European flavor. The Miami-based importer signed a contract last year with Romania's ARO SA (Auto Romania) allowing it to build U.S.-bound 4-wheel-drive SUVs, based on an aged military vehicle design, at its Campulung, Romania, plant. The plan is to sell the vehicles at a rate of up to 6,000 units annually in

By John D. Stoll • Aug. 1, 2004

Lots of Mustang Sallys

While only 4% of female motorists consider themselves severe drivers, 41% actually are, according to findings in the new study by the Automotive Aftermarket Industry Assn. (AAIA) Vehicle Maintenance & The Female Motorist, an analysis of the attitudes and perceptions that influence women's behavior regarding vehicle maintenance and repair, asked female drivers to self-classify whether they were or

Aug. 1, 2004

Art of SellingCigars!

My wife and I were on a mission. Christmas was coming up. The mad dash to buy the perfect gifts was on. One of our gifts was for a friend who lives out of state and happens to be a police officer. Cigars my wife said, he likes cigars! Now the hunt was on. How was I to know that a search for cigars would lead us to the best salesperson we would meet all year? My wife and I are both non smokers. I have

By MARK TEWART • July 1, 2004