November '18

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36 THE SHOP NOVEMBER 2018 REAL-WORLD INSPIRATION These various group encounters have allowed me to meet with some innovative companies and individuals who've helped encourage my curiosity and ambition to understand what is next for Auto Action and, more importantly, our industry. Something Jeff Varick from Brandmo- tion said really hit home roughly two years ago when our group met with him at his Detroit facility. He spoke about a Vision Zero movement he was creating and how it would impact our collective future. I was hooked right away and started running with it. I am proud to say that I have been given the opportunity to work closely with Jeff to create awareness for our industry (all of you) on the importance of the ADAS category and how it will become a very large part of our future. The resulting non-profit group VZAN (Vision Zero Automotive Network) is committed to educating the industry about ADAS products (what I like to call the building blocks for autonomy) and the opportunities presented by the 280 million vehicles on our roads today. This relationship has provided Auto Action the opportunity to join yet another organization, called the WIN (Wireless Installer Network), which certified us in Government Connected Vehicle projects throughout the country. DOES GETTING INVOLVED PAY OFF? My partner Joe asks me how we monetize our involvement in these groups and pro- grams. After all, they do take up about 5 to 10 percent of my total time at work, including two or three conference calls per month and three or four out-of-state trips per year, plus minor expenses. My response is that I don't necessarily have that answer today, but I do believe that if we can drive the industry through a united front it will undoubtably create rev- enue for all of us, including Auto Action. For instance, we are already seeing revenue produced from our increased emphasis on the ADAS sector in a very short period of time. I cannot stress enough how important it is to get involved in any and all industry groups you can find. You'll be making a difference for your business by learning ideas and concepts you can implement immediately, as well as helping shape our collective future. Plus, I have met so many great people over the last five years through my involve- ment. The friendships we've formed have been the most rewarding part of this journey thus far. If you want to know more, or if you are simply not sure how to get involved, please email me or, if you see me at the SEMA Show, come say hello. I would be more than happy to guide you to an organiza- tion that would be a great fit for you and your business. We have a long ride ahead of us in this industry, and I'm looking forward to the next 30 years. Why not get involved and let's enjoy them together. JARED COHEN is the CEO of Auto Action Group Inc. in New York & New Jersey, which was named Expeditor of the Year in 2013. Coming into its 40th year in business, Auto Action Group offers a wide variety of electronics, appearance packages and financial service products, allowing it to service all depart- ments of the new car dealer. Email him at THE BENEFITS OF GET TING INVOLVED Not only does getting involved help solidify your commitment and dedication to the industry, it allows you to make great friends along the way as well. Dealerships should select aftermarket parts and installers who maintain relevant insurance policies and that utilize a documented quality policy for vehicle processing. Dealers should look to aftermarket companies that are insured for product liability and warranty claims and who agree to take care of claims that result from the installation and use of aftermarket products. With such programs in place, neither the vehicle manufacturer nor the dealer will be responsible for product or warranty liability caused by the aftermarket part. In closing, it is the right of a dealer franchise owner to select products and services that maximize business profitability and best fulfill the needs of their customers. The Magnuson-Moss Warranty Act exists to protect dealer rights as much as it protects the rights of the consumer. DATE: March 23, 2017 TO: Professional Restylers Organization Membership FROM: Chris Kersting, SEMA President & CEO SUBJECT: Selling and Installing Aftermarket Parts Through Dealerships This document is intended to provide guidance to aftermarket part installers for working with dealerships. Automobile dealerships, in some cases, can be reluctant to install SEMA Members' parts on vehicles for fear that warranty claims may be denied because of the aftermarket part installation. SEMA works collaboratively with nearly all original equipment vehicle manufacturers (OEMs), both through our annual SEMA Show and cooperative efforts on federal and state legislative initiatives. SEMA also works with OEMs on efforts to assist our members with the development of high-quality new aftermarket products. These efforts include but are not limited to members' access to pre-production or prototype vehicles for measuring sessions or product development planning, sharing of proprietary OEM engineering data and access to OEM staff for strategic planning needs. In fact, many OEM vehicle accessories and components are manufactured by or sourced through SEMA member companies. Under federal law (The Magnuson-Moss Warranty Act), OEMs may not deny a warranty claim unless the claim is caused by the aftermarket part. Nonetheless, due to a lack of awareness of the law and concerns about becoming involved in complex warranty claims, some dealerships continue to refuse to install aftermarket parts. When working with dealerships to sell and install aftermarket parts, The Professional Restylers Organization (PRO), a SEMA Council, recommends the following: Inform and educate the dealer that they have a right to sell aftermarket accessories. Dealerships should be encouraged to work with professional, local restyling companies for installation of aftermarket accessories to enhance the sale of vehicles. Inform the dealer that an OEM may not deny a warranty unless the warranty claim is caused by the installation of the aftermarket part. If a member finds that a dealer is denying warranties based on the use of an aftermarket part, notify SEMA. Often there are misunderstandings about the law or there are pattern failures on vehicles that might cause warranty claims. SEMA frequently can resolve the warranty denials in consultation with the vehicle manufacturers. This SEMA memo that guides shops selling and install- ing aftermarket parts at car dealerships is an example of a real-world solution created when industry experts got together to discuss business challenges.

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