Professional Documents
Culture Documents
M A s s A c h u s E t t s
The official publication of the Massachusetts State Automobile Dealers Association, Inc
Kurt Vonnegut
Burns & Levinson LLP Paul Marshall Harris (617) 345-3854 CCR LLP Alan Oslomowski (508) 926-2200 CVR Scott Herbers (800) 668-2332 DealerTrack Tracey Reyes (516) 734-3600
Downey & Company James Downey (781) 849-3100 Ethos Group, Inc. Drew Spring (617) 694-9761 F & I Resources Jason Bayko (508) 624-4344 Federated Insurance Brett Faustman (317) 607-6653 Gatehouse Media Massachusetts Jay Pelland (508) 626-4334 Greenwood Distributors James Viara (508) 336-5040 Improved Illumination James Feeney (508) 801-9205 Jewett Construction Brian Gallagher (603) 895-2412 Key Bank James Q. Moretti (781) 558-5132 Leader Auto Resources, Inc. John Ackermann (518) 857-8853 Lynnway Auto Auction Bob Brest (781) 596-8500 M & T Bank John Federici (508) 699-3576
Robinson Donovan Madden & Barry, P.C. James F. Martin, Esq. Samet & Company John J. Czyzewski (617) 731-1222
Schlossberg & Associates, LLC Michael ONeil, Esq. (781) 848-5028 Sentry Insurance Company Christine Biechler (715) 346-7488 Shepherd & Goldstein Ron Masiello (508) 757-3311 Sovereign Bank Richard Anderson (401) 432-0749 Southern Auto Auction Tom Munson (860) 292-7500 Target Dealer Services Andrew Boli (508) 564-5050 The Huntington National Bank Elizabeth Donovan (508) 505-7435 TD Bank Michael M. Lefebvre (413) 748-8272
triVIN, inc. Diane Zewalk (860) 448-3177 US Bank Stephen Delaney (617) 603-6607 Zurich American Insurance Company Steven Megee (800) 443-4513
McCarter & English Scott Silverman (617) 345-7077 Mid-State Insurance Agency John Pietro (508) 791-5566
Calendar
WedneSdAy, AUGUST 31 Lynnway Auto Auction, north Billerica, MA Southern Auto Auction, east Windsor, CT WedneSdAy, SepTeMBer 7 Southern Auto Auction, east Windsor, CT Lynnway Auto Auction, Lynn, MA WedneSAy, SepTeMBer 14 Lynnway Auto Auction, north Billerica, MA Southern Auto Auction, east Windsor, CT WedneSdAy, SepTeMBer 21 Lynnway Auto Auction, north Billerica, MA Southern Auto Auction, east Windsor, CT WedneSdAy, SepTeMBer 28 Lynnway Auto Auction, north Billerica, MA Southern Auto Auction, east Windsor, CT WedneSdAy, JAnUAry 11 MSAdA Annual Meeting/new england International Auto Show preview night Gala Boston Convention and exhibition Center
Auto Dealer is published by the Massachusetts State Automobile Dealers Association, Inc. to provide information about the Bay State auto retail industry and news of MSADA and its membership.
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auto
D E A L E R
S TA f f D I R e C T o R y Robert OKoniewski, Esq. executive Vice President rokoniewski@msada.org Jean Fabrizio Director of Administration jfabrizio@msada.org Tricia White Accounting Manager twhite@msada.org Tom Nash editorial Coordinator tnash@msada.org Nicole Ventosi Administrative Assistant/ Scholarship Coordinator nventosi@msada.org Paul Fellows Administrative Assistant/ Membership Coordinator pfellows@msada.org Subscriptions provided annually to Massachusetts member dealers. All address changes should be submitted to: MSADA by e-mail: tnash@msada.org Postmaster: Send address change to: one McKinley Square, Sixth floor Boston, MA 02109 ADVeRTISInG RATeS Inquire for multiple-insertion discounts or full Media Kit. e-mail tnash@msada.org Quarter Page: $450 Half Page: $700 full Page: $1,400 Back Cover: $1,800 Inside front: $1,700 Inside Back: $1,600
The official publication of the Massachusetts State Automobile Dealers Association, Inc
MA s s A c h u s E t t s
TA B l e o f C o n T e n T S
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From the President: Aftershocks, Metaphorical and Real the roUndUP: RTR Hail Mary Going to the 2012 Ballot? QUestion oF the month trUCK Corner: new Standards, new Headaches AUto oUtLooK insUrAnCe: Maintaining a Drug-free Workplace soUnd oFF: Whats Hot, Whats not
16 Cover Story:
Kurt Vonnegut
20 27 29
neWs From Around the horn nAdA UPdAte: Dodd-frank law Takes effect eConomiC UPdAte: The Cost of Political Brinksmanship
AD DIReCToRy: BlumShapiro, 23 The Boston Herald, 32 Improved Illumination, 21 Jewett Automotive Design and Construction, 24 lynnway Auto Auction, 20 nancy Phillips Associates Inc., 23 oConnor & Drew, P.C., 31 Performance Management Group, 25 Southern Auto Auction, 22 Zurich, 2
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s our Association spent the summer fighting back the socalled Right to Repair legislation on Beacon Hill, many of us dealers have been busy focusing on our own battles against inventory shortages. Given the tragedies that have caused them, its simultaneously easy and impossible to understand the situation. As I was preparing for the MSADA Executive Committee Meeting this month, I felt the ground beneath my feet loosen slightly, as if a large truck were rolling by. The effect only lasted a few moments, but turning on the news revealed the entire East Coast had just seen the effects of a 5.9 magnitude earthquake that had originated in Mineral, Virginia. In those few moments, we all saw the briefest glimpse of the sheer terror that befell Japan back in March, which, as we know from the inventory issues, is still recovering from the double disasters of the tsunami and nuclear plant failure that resulted from the destruction of the initial earthquake. Hopefully, by the end of this year, well be up to speed in terms of inventory after production gets back to some semblance of normalcy. Its important; however, to remember that Japan itself is still in the earliest chapters of what will be decades of rebuilding. The media attention on Japan is long gone its up to us to remember to do our part and continue to help in whatever ways we can. The earthquake we felt here was a tangible reminder of that. I will also add that just a few months after the tornado that devastated the Springfield area, many of us who dont live in the vicinity may not be keeping up with the rebuilding there. For any dealers looking to help out somehow within the Commonwealth, I would encourage you to find out ways to contribute.
Media attention on Japan is long gone its up to us to remember to do our part and continue to help in whatever ways we can.
A New Twist
The forces of nature arent the only difficulties the world is facing right now. Unfortunately, what has been the non-stop focus of the news cycle lately is the economy. With the struggling economy, as weve seen, come artificially created struggles we dealers have to face. See Dick Witchers run-down of some of the latest government regulation on our industry on page 11 as one example. In the ongoing Right to Repair fight, weve seen a new twist in what had at this point been history repeating itself:
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MSADA
MSAdA BoArd
Barnstable County
Gary Beard, Dick Beard Chevrolet
Berkshire County
[open]
Bristol County
Shawn oHara, oHara Mazda
Essex County
William Deluca, Woodworth Motors John Hartman, Ira Motor Group
Franklin County proponents pushing the bill through the summer and ultimately coming up short. But, as former Massachusetts Saab dealer Kurt Vonnegut once put it, History is merely a list of surprises. It can only prepare us to be surprised yet again. (See our cover story about the worldrenowned authors time in our industry on Page 16.) So now we are facing a battle over whether Right to Repair is going to be on the ballot, bypassing the legislature entirely. As we continue to fight this bill, regardless of whatever tricks the proponents pull, please remember to be in contact with your legislator to let them know how your business would be affected by its passage. See Robert OKoniewskis column on page 8 for more information about where things stand.
Steven lorenz, Don lorenz, Inc.
Hampden County
Jack Sarat, Jr., Sarat ford
Hampshire County
Bryan Burke, Burke GMC
Middlesex County
James Boyle, Tucks Trucks Chris Connolly Jr., Herb Connolly Motors Scott Dube, Bill Dube Hyundai
Norfolk County
Jack Madden, Jr., Jack Madden ford Charles Tufankjian, Toyota Scion of Braintree
Plymouth County
Scott Shulman, Best Chevrolet
Suffolk County
Robert Boch, expressway Toyota
Worcester County
Joel Baker, Baker Cadillac Steven Sewell, Westboro Mitsubishi
NADA Director
Raymond Ciccolo, Village Auto Group
OFFICERS
President, James G. Boyle Vice President, Scott Dube Treasurer, Jack Madden, Jr. Clerk, Chris Connolly, Jr.
Massachusetts Auto Dealer AUGUST 2011
www.msada.org
the roundup
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As part of the AGs review process, opponents can submit comments regarding the appropriateness of the petition. After discussions with our partners opposing RTR, it was decided that the Alliance would submit comments to the AG, and they did on all four petitions. The Alliance submitted a 53-page brief detailing the reasons why the petitions should not be approved, including violation of the U.S. Constitutions takings clause, non-compliance with the Massachusetts Constitutions relatedness requirement, and infringement upon the rights of free commercial speech. We will know by September 7 as to whether the AG approves or rejects the petitions. The losing party can appeal the decision to the courts. Unless overturned by court action, if rejected by the AG, the initiative petition process stops there. If approved, the Secretary of State would prepare and print blank petitions to be available by September 21. In order to be placed before the Legislature, the petition must contain certified signatures at least equal to 3% of the total vote cast for all candidates for governor, excluding blanks, at the last state election. This means that the initiative petition must be signed by a minimum of 68,911 certified voters. No more than one-quarter of the certified signatures may come from any one county (this number is 17,228). The signatures must be gathered and placed before the local boards of registrars for certification by November 23, 2011. The certified signatures then must be filed with the Secretary of State by December 7, 2011. After the necessary number of signatures have been certified and filed with the Secretary of State, the Secretary transmits the petition(s) to the House for legislative action on the first legislative day of 2012 (January 4, 2012). The petition gets numbered and referred to a committee, which must hold a public hearing on it and issue a report. Any legislative action on the petition must be taken by each branch of the General Court before the first Wednesday in May. The initiative petition may not be amended by the General Court. If the General Court approves the initiative and the Governor signs it or it passes over his veto by a two-thirds vote of both houses, it becomes a law. In a rarely used procedure, after rejecting the proposed initiative, the General Court may formulate a legislative proposal of its own, to be grouped on the ballot with the initiative measure as an alternate choice. If the petition is rejected by the General Court or if the General Court fails to act by the first Wednesday in May, the proposed ballot measure, in an infrequently used process, may be amended by a majority of the ten original signers. Any amendment proposed pursuant to this infrequently used process must be approved by the Attorney General as perfecting in nature; that is, the amendment does not materially change the substance of the measure. The petitioners may force the original or amended petition on the ballot at the next regular state election by submitting a written request to the Secretary by the appropriate deadline for additional petition forms and then collecting the required number of additional certified signatures on these forms. This request should indicate that a majority of the first ten signers wish to obtain additional petition forms. The signatures of an additional 1/2 of 1% of the vote cast for Governor (excluding blanks) at the last state election must be filed with the Secretary of the Commonwealth. This means that the additional signature requirement is 11,485 certified signatures. The same provision applies that no more than 1/4 of these signatures may come from one county; this is 2,871. For an initiative petition for a law to be passed by the electorate, the Constitution requires that at least 30% of the voters who cast ballots in the election must vote in the affirmative on the question, and a majority of the ballots cast on that question must also be affirmative. The Constitution states that a law proposed by an initiative petition takes effect thirty days after the state election, or at such time after the election as may be provided in such law. The courts have not definitively decided whether this means thirty days after the election, or thirty days after the certification of the election results by the Governors Council, which usually occurs in late November or early December. Obviously, the initiative petition process is designed to allow one to go right to the voters and bypass the 200 members of the General Court. The debate shifts venues and becomes a political campaign and not a lobbying effort. It is an expensive undertaking, whether you are the proponents or opponents; it will cost each side $5-10 million, mostly for TV and radio ads. We will keep our member dealers informed of the events as they occur.
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As a benefit of MSADA membership, member dealers can call their Association and seek guidance to answering any type of legal question related to their dealership operations, from franchise law rights to sales tax to human resources, just to name a few. One of the more interesting queries recently was the following:
IS THERE AN EXPIRATION DATE FOR THE SALES TAX ALLOWANCE ON A TRADE-IN WHEN DELIVERY OF THE NEW VEHICLE WILL BE SOME MONTHS OUT?
No. If the trade-in is part of a valid motor vehicle purchase contract transaction, there is not a time limit on the expiration of the trade-in allowance as the customer awaits the new vehicle from the dealer. As long as there is a dated, binding vehicle purchase contract and the dealer has the trade-in(s), the buyer is held to the contract and the trade-in values and tax allowances are valid. This is affirmed in the Massachusetts Department of Revenue Letter Ruling No. 00-2, 01/28/2000, which states: The execution of a legally binding contract to purchase a new vehicle at the time of trading in another vehicle to the Dealership and use of the proceeds from the trade-in as a non-refundable deposit on that contract satisfies the requirement that the sale of the new vehicle take place at the time of the trade-in. Although six months or more may elapse between the actual trade-in and the delivery of the new vehicle, the retail customer is contractually bound to purchase the new vehicle at the time of the trade-in. In the remote event that either the buyer breaches the contract, dies before the new vehicle is available, or is otherwise unable or unwilling to complete the purchase of the new vehicle, then no sale of another vehicle to that retail customer would occur and the issue of a trade-in reduction on the sales price of that vehicle would be moot.
the economy and our customers pocketbooks. But facts dont lie, and we need to make it difficult for those who look to businesses to bear the burden during tough times to justify cutting us off at the knees more than they already have. You should have received the survey form a couple of times by mail and email, including as part of our Bulletin #13 on March 15, and it has been included in each of our magazines since then. Please take the time to complete the survey for each of your dealerships and fax it to Auto Outlook at (610) 640-2907. We need returns from at least half our members for our survey to be accurate. If you have not received the survey form, use the form on page 3 of this issue.
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Blah blah blah blah... I am in DC at least once and often three times in a month to lobby on Capitol Hill or in the various regulatory agencies. I understand of Michael McKean, President and founder a little DC-speak, but ocd consulting,what Washington sounds like to me lately. I that is is a lifelong ParticiPant and observer of the retail autoMotive business. hope I can voice my opinion without morphing into a contact Michael at MMcKean@ocd.coM rant about Congress and the Administration. First, let me say that I am not against the environment, safety or taking responsibility. I am against being the worlds policeman militarily and environmentally, balancing the needs of others on the backs of our citizens and penalizing the economy with regulations which harms business. In previous articles I talked about the financial imDick Witcher iS vice preSiDent of AtD AnD pact of controlling nitrous oxides and particulates: the DeAler principAl At it was a good thing for the environment but added as MinuteMAn truckS, inc. much as $25,000 plus the 12 percent federal excise tax to the cost of a truck without increasing productivity. Enforcement of the regulations caused a run on the purchase of new trucks before each stage of increasing regulations. There was a subsequent loss of thousands of jobs, especially manufacturing jobs, and an increase in the cost of goods delivered. By this previous practice we created a historic model for the federal government to use as it implements new regulations for the future. As an aside, an acquaintance of mine who is a lobbyist for the American Trucking Association tells me the EPA originally estimated the additional cost of Nox and particulate removal would be under $2,000 per engine; he tells me the EPA was off by 1600 percent. But, it is not unusual for the federal government to under estimate cost and over estimate benefit. A couple of weeks ago the President announced new fuel economy standards for medium and heavy trucks. Who can argue against better fuel economy? Standards are not the issue! For on highway trucks and tractors, fuel is the largest variable expense what businessman does not try to control expense? In 2007, Congress mandated the National Academy of Sciences study fuel economy in medium and heavy trucks. The NAS determined there are tipping points at which truck owners will add fuel saving devices and until those tipping points are reached there was no cost benefit to implementing the devices. The Administration completely ignored economics and opted for environmentalism. A short update on what the new regulations define for three vehicle categories: heavy-duty pickup trucks and vans; tractors; and vocational vehicles. There are subclasses within those groups, acknowledging the difference
by Dick Witcher
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AUtO OUtLOOK
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insUrAnCe
MSADA
By Steven Megee
Steven Megee iS regionAl SAleS MAnAger At t h e f r A M i n g h A M r e g i o n A l o f f i c e f o r Z u r i c h n o rt h A M e r i c A c o M M e r c i A l S progrAMS & Direct MArketS buSineSS unit.
The Department of Labor estimates drug users contribute to billions of dollars in lost productivity and increased health care costs. According to a study sponsored by the National Institute on Drug Abuse (NIDA), drug-using employees are also more likely to be involved in a workplace accident and more likely to file a workers compensation claim. As an employer, you know that this means money out of your pocket and off the bottom line. A solution for these problems is available. Implementing a comprehensive substance abuse program at your dealership will address most of the drug abuse issues. Substance abuse programs are already mandatory in some states and industries; they are a good idea for everyone. These programs will not eliminate drugs but will deter drug usage by your employees. If you adopt the drug-free strategy, you should have a program that is clearly written, understood by all who are affected by the policy and administered in a fair and consistent manner. Consider the following points before developing a substance abuse policy, and be mindful of local, state and federal laws related to such a policy prior to implementation: What is the companys position on drug and alcohol use as it applies to the workplace? What drug deterrence procedures will be used? Will employment be contingent upon passing a drug screen? Will drug testing be conducted pre-placement, randomly, investigative for cause, or on a scheduled basis?
AUGUST 2011
Take action today you cant afford not to have a substanceabuse program.
What are the consequences of positive tests? What are the responsibilities of both the employee and employer? What Employee Assistance Programs (EAP) are available to the employee? Have you selected a licensed, competent lab, and do you follow proper protocol in dealing with the lab? The Department of Labor recommends that your formal substance abuse program contain at least the following components: Written substance abuse policy Explain why you are implementing a
program, i.e. employee health and safety, quality, productivity, etc.; Describe substance abuse-related behaviors that are prohibited use, possession, transfer or sale of illegal drugs, working while under the influence, etc.; Thoroughly explain the consequences for violating the policy.
How the policy applies to employees and Describe basic components of the drugfree program, the employee assistance program and the testing procedures. the consequences of violating it;
employee assistance program Job-based program intended to assist workers; Cost-effective method to reduce accidents, workers compensation claims, absenteeism, etc.; Valuable component of a substance abuse program. drug and alcohol testing Essential hiring tool; Effective deterrent to substance abuse; Evaluate all aspectswho, what, when, etc.
A drug-free policy may have a positive effect on employees if management includes them in the planning stages and solicits suggestions from them. Employers should document and maintain records of all actions regarding the drug-free policy. All training should be documented and signed by employees, supervisors and managers to verify understanding of the drug-free program. Act today you cant afford not to have a substance abuse program. Remember to consult with legal counsel before implementing any substance abuse or drug testing program to ensure it complies with all federal, state and local laws. For additional information on substance abuse programs and how it can benefit your business, contact your local Zurich account executive. Also, check out: National Institute on Drug Abuse, www.nida.nih.gov; Substance Abuse and Mental Health Services Administration, www.samhsa.gov; and at www.drugfreeworkplace.com.
supervisor training Their role in implementation; Observing and documenting unsatisfactory job performance; Effects of substance abuse in the workplace. employee education Information on dangers of alcohol and other drugs; Impact of substance abuse on workplace safety, quality, productivity, absenteeism, etc.;
sOUnd Off
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Some analysts believe we have re-entered a growth period in our industry. While I hope their new increased estimates for vehicle sales ring true, it is more likely that we will remain growth challenged for some years to come. What bearing does all this have on franchise values? Consumers are wary and are looking for lower cost, better quality, fuel economy and longevity in their vehicle purchase. All of the up and coming franchises on our list share most of
Buyer Type individual small Group small Group individual small Group small Group
Business Value PNVR $2,614 $3,207 $2,101 $6,122 $3,344 $4,500 $3,648
Business Value Factor 4.3% 4.4% 4.4% 7.6% 8.2% 8.3% 6.2%
value for year-to-date transactions in 2011 of 6.2 percent represents a 2 percent increase in the amount of intangible value paid as a percent of total revenues. How do we expect these values to change in the immediate future? Regardless of the potential for more economic turmoil in our country, we believe this upward trend will continue. It is also interesting to note that in the same period of time (May 2010 June 2011), we have added Kia to our list of value increased franchises and it is increasing at an accelerated rate. These market share surges just may be here to stay as these franchises continue to chip away at the stake once held by the usual highly valued franchises Honda and Toyota.
these attributes and know how to market them well. As this relates to dealership acquisitions, if you are big keep growing. There will be more consolidation, re-alignment and departures along the way and larger dealers will need to continue expansion to keep competitors at bay. For the smaller, marginally profitable or capital impaired dealers, owning a dealership under current market conditions might not be a good gamble for the future. Especially when you can sell now while dealerships are in demand and get more than you could in recent years or - if you own a Volkswagen, Subaru, Hyundai or Kia dealership - more than ever before.
t
Nancy Phillips Associates specializes in sales, acquisitions and evaluations of franchised automobile dealerships. Contact Nancy Phillips at (603) 658-0004 or e-mail auto@nancyphillips.com.
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MSADA
Kurt Vonnegut
The story behind the legendary authors Cape Cod dealership
By Tom Nash
In December 1956, a Swedish aircraft manufacturer was ready to sell its most recent entry into the automobile world in the United States. Its first shipments of Saab 93s were imported to a warehouse in Hingham, where they were prepared for sale. The dealers who signed up were optimistic that a two-stroke, compact European car would catch on. Kurt Vonnegut, an author who had been struggling to support his family in West Barnstable, was among the first believers. He had yet to write The Slaughterhouse-Five, which established him as one of the great American authors of the 20th century. A Saab franchise was a way to make ends meet. Today, its a chapter of his life that deserves exploration, especially I believe my failure given the influence as a dealer so long ago Vonneguts stint as a Massachusetts auto explains what would dealer would have on otherwise remain a deep his work. mystery: why the Swedes William Rodney Allen, author of Un- have never given me a derstanding Kurt Von- Nobel Prize for literature. negut, noted that while Kurt Vonnegut, Saab Cape Cod some are surprised by Vonneguts time as a dealer, the venture wasnt out of character for him. Saabs represented an intersection of his fascination with technology and his roots in Indiana, where his family had been in the hardware business. Everybody was a car nut who grew up in that generation, Allen said. The car was becoming very important. It was a status symbol; a way to entertain girls. He had that normal connection between manliness and sportiness and the artistic life and the automobile. All of that was genuine and quite characteristic of him. Weapons, machines, bombs, automobiles were taking off like crazy, Allen added. The machine was king in the 40s and 50s and he was really fascinated -- and a little bit wary at the same time about what machines were doing to our lives and to humanity.
Vonnegut took to using his old Saab letterhead for selfportraits and silk-screen prints.
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begun to take over household eyeballs, just as the automobile had begun to turn the transportation industry upside-down. After he and his then wife, Jane Marie Cox, had their third child, money became even tighter. Writing wasnt going very well. He was getting ready to pack it in, recalled Mark Vonnegut. He ran across a Saab dealer somewhere around New Bedford and was taken with it and thought on its merits it should beat the VW all hollow. The fact that the new venture emerged from desperation never registered for Edie Vonnegut. I remember the excitement in the house, she said. We were part of presenting this very elegantly designed piece of technology and it felt very sophisticated. It felt more about art and cutting edge design than about cars. I especially remember the cranberry red Saab we suddenly had in the yard and dad photographing my mother on the hood of the car, she added. She was very beautiful and looked like a glamorous model perched there. Maybe they were thinking to use the pictures for an ad though they were never published.
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Vonnegut set up Saab Cape Cod in a stone building on Route 6A in West Barnstable, operating, according to Mark, as sole proprietor with one mechanic on-hand. Edie remembers spending time there as her father worked. It was odd to have him go to another place to work, as up until then he had always worked at home, she said. He An ad from the 1957 new england would look Telephone directory, courtesy of after his cars SaabHistory.com. and business and write when there was nothing else to do. Though mainly I think he spent his time smoking and worrying whether hed sell any cars or not. The initial luster of the vehicles faded quickly for Vonnegut. As he writes in his essay, Have I Got a Car For You!, published in 2004, the quart of oil required with each gas fill-up was just one of the quirks that made the vehicle a hard sell. The chief selling point was that a Saab could drag a VW at a stoplight, Vonnegut wrote. But if you or your significant other had failed to add oil to the last tank of gas, you and the car would then become fireworks. It also had front-wheel drive, of some help on Kurt Vonnegut took this photo of his wife, Jane Marie Cox, posing on the hood of a Saab 93. (Courtesy of edie Vonnegut) slippery pavements or when accelerating into curves.
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The stone building where Vonnegut ran his Saab franchise is still standing on Route 6A in West Barnstable.
There was this selling point as well: As one prospective customer said to me, They make the best watches. Why wouldnt they make the best cars, too? I was bound to agree. Mark remembers his father also becoming frustrated by the customers, noting that he was exasperated by their lack of vision and their haggling over price. There were other troubles with the franchise besides slow sales and difficult customers. In an interview featured in Allens Conversations with Kurt Vonnegut, Vonnegut admitted Saab representatives threw me out of their mechanics school. No talent. Allen notes Vonneguts fiction, meanwhile, was showing promise. The time spent in the less-than-busy showroom meant more time writing. After things were headed south, Allen explained, he describes himself as sitting in his Saab along the side of the road with a for sale sign in the back of the window writing The Sirens of Titan.
A renaissance man
Its not clear exactly when Vonnegut shut down the franchise. Business records that were held by the town are long gone, and Allen notes that Vonneguts recollection of dates is spotty. It seems 1961 is the consensus among Saab enthusiasts. By that point, Vonnegut had published both a collection of
AUGUST 2011 Massachusetts Auto Dealer www.msada.org
short stories and Sirens of Titan, which, given its 22nd century space quest setting, saw critics further categorize him as a science fiction writer, a label he was never comfortable with. The following novels, Mother Night, revolving around the aftermath of World War II, and Cats Cradle, satirizing the Cold War arms race, established the audience that would herald The Slaughterhouse-Five as a work of genius in 1969. From that point until his death in 2007, Vonnegut became regarded as one of the key authors of American fiction. He continued writing novels into the 1990s, and wrote essays into his 80s. Among the most obvious references to his time as a Saab dealer in his fiction can be found in Breakfast of Champions, which features protagonist Dwayne Hoover, a Pontiac dealer in the Midwest. In a 2005 newspaper interview, Vonnegut noted that the time spent failing as a dealer furthered his resolve to find a way to write about what he witnessed in Dresden, saying, Occasionally I would say to myself, You actually experienced the firebombing of Dresden, the biggest massacre in European history, in which 135,000 people were killed in one night -- why dont you write about that? Asked how his life would be different had his father been successful as a dealer, Mark, now a pediatrician in Milton, said its impossible to think about. Theres no way in hell that would have or could have happened, he said. Ultimately he stuck out like a sore thumb and couldnt have been anything but a writer. Edie, today an artist living in Barnstable, remembers that to her, the vehicles themselves defined how she viewed the endeavor. I thought of my father as a writer, and a renaissance man who happened to represent an exquisite machine. Never a car dealer. The Saab seemed as fancy as a spaceship at the time.
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GREENFIELD
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WESTBOROUGH
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ily in Boston, New Jersey, Philadelphia, Detroit and Charlotte. In Boston, GMB operates WBOS (Radio 929), WTKK (969 Boston Talks), WKLB (Country 102.5), WROR (Home of Loren and Wally at 105.7) and WMJX (MAGIC 106.7). Dealers are by nature optimistic individuals, and they need to be in order to successfully face the adverse conditions of the economy we have seen over the last couple of years, OKoniewski related to the group. They are always looking for new tools and pitches to expand their reach and grow their customer base, especially in growing their service and parts businesses as sales numbers remain stagnant.
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BEDFORD
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A team of three adventurers led by Rainer Zietlow departed from Argentina on July 2 before passing through 13 countries en route to their final destination of Deadhorse, Alaska. The trip covered nearly 16,000 miles but took the team less than 12 days to complete, thanks to the Touareg TDIs ability to efficiently carry the travelers through a barrage of rough conditions. Volkswagen currently offers TDI Clean Diesel technology in five of its vehicles, including the VW Golf, Jetta sedan, Jetta SportWagen, Passat, and Touareg SUV, giving car buyers a wide variety of responsive, fuelefficient vehicles from which to choose. A TDI version of the 21st Century Beetle, which VW estimates will get 40 mpg on the highway, will be available in 2012. The 2012 Passat TDI can go nearly 800 miles between fill-ups, which is incredible mileage no matter how you look at it, Hovsepian added. You could drive from Boston to Philadelphia and back again with fuel to spare, which cant be claimed by too many vehicles. continued on next page
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Network, and BMW have jointly announced that more than 150 charging stations are being installed in the Boston Metro area. The new Massachusetts ChargePoint Network will be fully compatible with the BMW ActiveE electric vehicle when it debuts at select BMW dealerships this fall. BMWs partnership with Coulomb Technologies is a preemptive move as the automaker prepares to release a group of electric vehicles over the next few years. The BMW ActiveE will be first in line, with its body based on the BMW 1 Series Coupe, but the 1 Series gasoline-powered drivetrain will be replaced by the ActiveEs new electric-drive technology. The same electric components will be used in upcoming BMW electric vehicles built for sustainability from the ground up, like the BMW i3 city car due in 2013. You know BMW is serious about electric vehicles when you look at the partnerships it has formed to build up its charging network so that local customers will never deal with range anxiety, said Marshal Cabot, general manager of BMW of Peabody. BMW has invested a lot of time and energy into creating dynamic electric cars, and their work with the top charging companies is great news for those Greater Boston drivers who are looking forward to more sustainable luxury. Station charge time for the ActiveE will take between four and five hours, and while most Massachusetts ChargePoint stations
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will be inside of Route 495, drivers of the electric vehicle will be able to charge up at any ChargePoint Network-enabled charging station in America. With a range of roughly 100 miles, however, ActiveE drivers will be more likely to tour city boulevards than take long road trips. The ActiveE has been designed primarily as a commuter car, and an entertaining one at that. Like most BMWs available in the United States, the ActiveE is rear-wheel-drive, but its electric-motor engine is mounted in the rear of the car between the wheels. This helps the vehicle make the most of the all-electric drivetrain, allowing a direct drive and improved weight distribution. ActiveE drivers will be able to leverage 170 horsepower and 184 pound-feet of torque, which means reaching 62 mph will take just nine seconds. BMW plans to deliver 700 models of the ActiveE to the United States by years end, but the first batch will only be available through a 24-month lease. Other markets that will see the ActiveE this year are the New York metro area and select areas in Connecticut, as well as the Los Angeles, San Francisco, San Diego and Sacramento metro areas. This is an exciting opportunity for eco-conscious Massachusetts drivers to get their hands on the next generation of BMW, Cabot added. The ActiveE is the perfect commuter car because it is quiet, refined and inexpensive to run because you never have to stop at a gas station. You plug it in at night, and its ready to go in the morning.
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nAdA Update
by Ray Ciccolo
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Thanks to our successful grass-roots campaign in 2010, dealer-assisted financing was saved from additional federal oversight under the Dodd-Frank law.
a creditor must take when turning down a loan application. Here are two big changes every dealer should know about and some ways NADA is helping us comply with these new rules. 1) New credit score disclosures for adverse action notices Starting last month, creditors who use a credit score in taking adverse action (such as turning down a request for credit) are required to include the consumers credit score in the notices they provide to customers. To help dealers comply with this new rule, NADA has updated its Dealer Guide to Adverse Action Notices, explaining when an adverse action notice must be issued, what the notice must say, when dealers can rely on a finance sources notice and other important issues. This guide also includes a model adverse-action notice that NADA developed for dealerships based on the governments model notice. To download the guide, sign in to or sign up for NADA University at www. NADAuniversity.com, select Resource Toolbox, then Driven, and Legal/Regulatory. 2) Changes to the Risk-Based Pricing Rule Also included in the Dodd-Frank law were changes to the Federal Risk-
President Bush and Sergio Marchionne to Keynote 2012 Convention in Las Vegas
Former President George W. Bush and Sergio Marchionne, chief executive officer of Chrysler Group and chairman of Fiat Industrial S.p.A., are the scheduled keynote speakers for the 2012 NADA and ATD Convention and Expo in Las Vegas next February. NADA chairmen Stephen Wade and Bill Underriner will also deliver industry remarks. The inspirational address will be provided by Aron Ralston, whose autobiography, Between a Rock and a Hard Place, was the subject of the film 127 Hours. The 2012 convention, which runs Feb. 3-6 at the Las Vegas Convention Center, will mark the first time that the NADA and ATD conventions will be held together. The convention also includes workshop sessions, franchise meetings, hundreds of exhibits and a new Social Connection Zone. DealMassachusetts Auto Dealer AUGUST 2011
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nAdA Update
ers and managers are encouraged to register early to take advantage of discounted pricing and reduced hotel rates. To register, visit www.nadaconventionandexpo.org.
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erations professionals from similar volume, non-competing dealerships use their combined experience, the best-in-class financial composite, and knowledgeable consultants to tackle the issues that are most important to fixed operations. Here are the meetings coming up this fall: Chrysler: Nov. 13-15 (Chicago) Ford: Jan. 11-13 (Scottsdale) GM: Sept. 14-16 (Orlando), Nov. 16-18 (Indianapolis) Mercedes: Nov. 16-18 (San Antonio) Nissan: Nov. 9-11 (Las Vegas) Toyota: Dec. 14-16 (Las Vegas) All Import: Nov. 9-11 (New Orleans)
Now Playing on NADA-TV AutoFocus with David Hyatt a television interview program.
Heres a list of recent interviews: 1. NADA Foundation Chairman Bob Mallon discusses the importance of charitable giving. 2. Chief Economist Paul Taylor talks about NADAs most recent state-of-the-industry report. To view these videos, visit the NADA-TV channel on NADAFrontPage.com by clicking on the link in the upper right corner of the home page.
ray ciccolo, village auto grouP, rePresents Msada MeMbers on the nada board of directors. he welcoMes your questions and concerns (rjciccolo@aol.coM).
AUGUST 2011
eCOnOMiC UPdAte
By Paul Taylor, NADA Chief Economist
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Much of the loss of jobs in the economy in state government payrolls will continue over the next two years, an adjustment that must be made to address state government financial stability.
double-digit rate of inflation to sorely reduce financial security in the boomers golden years. Inflation of only 6 or 7 percent per year would insure catastrophic retirement outcomes and a slow growth economy that also under serves those of normal working age. And the impact of the higher 24 percent of GDP sought by the administration, compared to the roughly 22 percent average of recent decades, has significant impact on slowing economic growth and the creation of jobs. The choice between
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eCOnOMiC UPdAte
By Paul Taylor, NADA Chief Economist
The U.S. economy requires about 140,000 new jobs per month simply to absorb new labor force entrants and make sure that unemployment gets no worse. Second quarter GDP growth was just 1.3 percent. No wonder job creation is disappointing.
cut the generous defined benefit pension for its new employees called Civil Service Retirement System (CSRS) for a 401k type of plan it calls FERS for Federal Employee Retirement System, but the CSRS is driving deficit spending as many baby boomers in lifetime federal service retire under the old plan. The U.S. economy requires about 140,000 new jobs per month simply to absorb new labor force entrants and make sure that unemployment gets no worse. There were just 18,000 jobs added in June, so the low May number cant be called an anomaly. Unemployment rate rose to 9.2 percent from the previous 9.1 percent in June. Republicans suggest that increasing taxes and spending more in Washington wont create meaningful jobs on Main Street. And it wont park many new cars on Main Street either. Given the amount of noise in the employment data, we should only conclude that the jobs outlook hasnt improved much in a statistical sense. However, the economy is growing by less than 2 percent in the first half of the year according to the federal governments own numbers, and that is much of the reason for the slow private sector job growth as state governments add many names to the unemployment rolls. Second quarter
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GDP growth was just 1.3 percent. No wonder that job creation is disappointing. Much of the loss of jobs in the economy in state government payrolls will continue over the next two years, an adjustment that must be made to address state government financial stability.
Lack of new car inventory, along with the slow growth and job creation in the overall economy, have trimmed recent new light vehicles sales. The effort to produce more new vehicles in U.S. factories is helping third quarter manufacturing activity and employment. That activity will
be third quarter reports from the government. The private sector is creating employment activity based on the voluntary demand from consumers, but the demand by the Administration for higher fuel economy gains threatens to decrease employment in automotive production and retailing that could help meet the political pressure to lower the unemployment rate. Even with the less excessive demand for 52 miles per gallon the questions have to asked: Will the customers buy the mix of vehicles needed to meet that requirement, and what will be the cost of additional copper, lead, rare earth materials and other scarce materials needed to create the more exotic vehicle drivetrains that are needed to meet the new fuel economy standards. Countries such as China and Russia will control some of the supplies of materials needed in greater amounts to create the higher mileage vehicles needed for the future sales mix. The fuel mileage improvements over a multi-year horizon will put upward pressure on vehicle prices and some commodity prices. The result? Consumers buy somewhat fewer new vehicles and some additional production goes out of the North American area. What is needed in the next two working days is a down payment on reversing current budget trends in Washington. If that is accomplished, lifting consumer confidence in the process, the stronger new vehicle inventory available by midAugust should help the sales volume at dealerships.
Paul c. taylor, Ph.d., is chief econoMist of the national autoMobile dealers associations industry analysis, where he oversees nadas industry analysis activities, which include research on a wide range of factors iMPacting the retail autoMotive industry and Publishing nadas annual coMPilation of facts and figures, titled nada data.
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