Manufacturer Spotlight Fleet For(vw)ard · VOLUME 4 / NUMBER 2 / $4.95 / APRIL 2010 / autosphere.ca PM 40014105 Manufacturer Spotlight Fleet For(vw)ard JOHN WHITE

VOLUME 4 / NUMBER 2 / $4.95 / APRIL 2010 / autosphere.ca

PM 4

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Manufacturer Spotlight

Fleet For(vw)ardJ O H N W H I T E

WHAT YOU DO IS YOUR BUSINESS. OURS IS FLEET.A National Fleet Program, competitive rates, and Kia’s outstanding 5-year/100,000 km warranty make our business just right for yours. Whatever it may be. Contact the Kia Fleet Department at 905.755.6273 or [email protected].

kia.ca

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KIA2009 KIA FLEET PRINT (IN-SCOPE)KIA 09 138

WHAT YOU DO ...CANADIAN BUSINESS FLEET

7-1/8" X 9-7/8"8-1/8" X 10-7/8"8-3/8" X 11-1/8"

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WHAT YOU DO IS YOUR BUSINESS. OURS IS FLEET.A National Fleet Program, competitive rates, and Kia’s outstanding 5-year/100,000 km warranty make our business just right for yours. Whatever it may be. Contact the Kia Fleet Department at 905.755.6273 or [email protected].

kia.ca

Studio

Type Mgr.

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Print Mgr.

Art Director

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Creative Dir.

Acct. Mgmt.

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This advertisement prepared by PUBLICIS

APPROVALS

• IMAGES ARE LINKED TO HI RES• IMAGES ARE VECTOR BASED

KIA2009 KIA FLEET PRINT (IN-SCOPE)KIA 09 138

WHAT YOU DO ...CANADIAN BUSINESS FLEET

7-1/8" X 9-7/8"8-1/8" X 10-7/8"8-3/8" X 11-1/8"

D. ADAMS

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www.aricanadasuppliers.com ARI 29www.audi.ca Audi Canada 23www.fleet.chrysler.ca Chrysler Canada 40www.fleet.ford.ca Ford of Canada 9www.fleet.gm.ca GM Canada 13www.jplvehiclemanagement.com JPL Vehicle Management Services 17www.kia.ca Kia Canada 2www.maaco.ca Maaco Systems Canada 6

www.mazda.ca Mazda Canada 19www.mercedes-benz.ca/fleet Mercedes-Benz Canada 5www.betiresmart.ca Rubber Association of Canada 25www.siriuscanada.ca Sirius Satellite 11www.stewardshipontario.ca Stewardship Ontario 39www.fleet.subaru.ca Subaru Canada 7www.vw.ca Volkswagen 14, 15www.zonetechnologie.com Zone Technologie 21

FLEET OF THE MONTH

8 All Aboard!

10 DEALER OF THE MONTHFleet Master

12 FLEET SERVICESCSI (Card Safety Investigator)

14 MANUFACTURER SPOTLIGHTFleet For(vw)ard

16 REMARKETING TECHNIQUESTips from the Top

18 LEADER PROFILEBorn to Lead

20 INDUSTRY EVENTS2010 CIAS Highlights

22 CHICAGO AUTO SHOWMore New Products!

24 DRIVING IMPRESSION Mitsubishi’s New Outlander Is to Be Taken Seriously

26 MAY 12-13, 2010Remarketing Forum & Expo

28 FLEET MANAGEMENTUnsung Heroes

30 INDUSTRY INSIGHTYear of the Anomaly

31 BUSINESS TOOLSSordid Past

32 WHOLESALE PERSPECTIVESStories from the Wholesale Market

33 AIR CONDITIONING CHECKSSummer Is Coming, Check the A/C

TRUCK SECTION

34 IT’S FINALLY HERE!Ford Launches Its New F Super Duty

35 A NEW PLAYERNissan Unveils Its First Commercial Vehicle

36 BELT WEARCheck It Out

37 DECISIONS, DECISIONSFord Introduces a New Police Car

38 HUMAN RESOURCESWhat Does Your Resume Say About You… When You’re Not Around?

www.autosphere.ca | April 2010 | | 3

T he 2010 Remarketing Forum & Expo is the first event of its kind hosted by Canadians, for Canadians. Taking place

on May 12-13, 2010 at Queen’s Landing in Niagara-on-the-Lake, Ontario, the event offers an exceptional networking opportunity for remarketing, new and used car dealers, OEM, leasing, and fi nance professionals.

The last year has challenged the automotive industry. The fi nancial crisis, OEM restructur-ing, and changing attitudes have required that we shift the way we think and do business in Canada. These changes present an opportun-ity to profi t in these new market conditions. The 2010 Remarketing Forum & Expo is an opportunity to share information and network with others who are successful. Registration in-cludes an elegant Gala Dinner at Chateau des Charmes, and an optional golf excursion at the oldest golf course in North America—Niagara-on-the-Lake Golf Course—on the morning of May 12, before the forum gets underway.

Rémy L. Rousseau [email protected]

New challenges, new New challenges, new opportunities, new event

Join the industry leadersThe 2010 Remarketing Forum & Expo is sponsored by prestigious companies, includ-ing Atlas Tire, ADESA, Manheim, NAPA, Georgian College, Belron, Sirius Canada, Car Proof, and Canadian Black Book. Exhibitors that will be on-hand to showcase their prod-ucts and services during the forum include our sponsors, and these industry leaders: Maaco, North Toronto Auction, Lease Portfolio Management, Apex Inspection Solutions, Road Canada, and ESP Direct. Attend the Remarketing Forum & Expo to mingle with the best to become better!

Used car experts Used car industry experts will motivate, educate, and share best practices at the Remarketing Forum & Expo. They will dis-cuss changes in wholesale fi nance and used vehicle supply. You will hear from new car dealers in the used car market, who know how to buy, how to fi x, and how to sell and make a bigger profi t. At the forum, you will hear about the latest in Social Marketing, and how you can use it to grow your busi-ness. Through our panel discussions, experts will address the effects of new Motor Vehicle Dealers Act legislation, and you will hear the OEM Vision of the Future.

Increase your market share and profi tabilityBusiness Management, Marketing and Service Expert Donald Cooper will open our forum and deliver the “straight goods” on how to increase market share and profi tabil-ity in the face of ever increasing competition through his presentation “The Adventure of Change… thriving in challenging times.”

Register for this not to be missed industry event today at www.remarketing-forum-and-

expo.com.

See you at the 2010 Remarketing Forum & Expo!

2010 Remarketing Forum & Expo

Publisher Rémy L. Rousseau

Contributing Editors Shirley Brown, Éric Descarries, Trevor Henderson, Jack Kazmierski, Barry Kuntz

Administration Wendy Allain [email protected]élène Côté [email protected]

Production Valérie St-Cyr [email protected]

Graphic Design Monique Desbiens [email protected]

Revision Shirley Brown [email protected]

Circulation Nancy Belleville [email protected]

Sales Jean Boutzis [email protected]

Luc Champagne [email protected]

Nathalie Plouffe [email protected]

Garth Vogan [email protected]

SubscriptionOne year: $27.95 Two years: $49.95 Three years: $59.95

Published by

Rousseau Automotive Communication455, rue Notre-Dame Est, suite 311Montréal, QC H2Y 1C9T: 514-289-0888, 1-877-989-0888F: 514-289-5151

[email protected]

fl eetdigest is dedicated to serving the business interests of the Canadian fl eet industry. It is published 5 times a year by Rousseau Automotive Communication. Material in fl eetdigest may not be reproduced in any form without written consent from the publisher. The publisher reserves the right to refuse any advertising and disclaims all respon-sibilities for claims or statements made by its advertisers or independent columnists. All facts, opinions and statements appearing within this publication are those of the writers and editors themselves, and are in no way to be construed as statements, positions or endorsement by Rousseau Automotive Communication.

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Publications Mail Agreement no. 40014105. Return un-deliverable Canadian addresses to Rousseau Automotive Communication / Circulation Department, 455, rue Notre-Dame Est, suite 311, Montréal, QC H2Y 1C9

EDITORIAL

4 | | April 2010 | www.autosphere.ca

R6

Ad Number: MBZ CRC P00082FD4Publication(s): Fleet Digest

This ad prepared by: SGL Communications for BBDO Toronto • 2 Bloor St. West, Toronto, Ontario • phone 416.413.7495 • fax 416.944.7883 File Location: SGL_MercedesBenzCanada:Volumes:SGL_MercedesBenzCanada:Magazine Ads:O01603_E-Class Magazine:MBZ_CRC_P00082FD4.indd

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PREPRESS

© 2010 Mercedes-Benz Canada Inc. 1Only available in conjunction with the Technology Package. Not available in conjunction with the AMG Sport Package on the E 350 4MATIC™.

You can tell a lot about a company by the company it keeps.

The All-New 2010 E-Class 4MATIC.™

Starting from $62,900.

A forceful exterior with standard AMG Styling Package declares the All-New 2010 E-Class an achievement in design. The technological achievements of the car – distance-maintaining DISTRONIC PLUS1, or tiredness-sensing ATTENTION ASSIST, for example – declare this a quintessential Mercedes-Benz. Inside and out, the All-New E-Class declaims the achievement of its driver. The E-Class. You’ve arrived.

Visit us at mercedes-benz.ca/fl eet to fi nd a fl eet program that will fi t your corporate needs.

S:7”S:9.875”

T:8.125”T:10.875”

B:8.375”B

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INDUSTRY NEWS

To Err is Human In the February issue, it was written that the new Ford Transit Connect had a fi ve-

speed automatic transmission. Actually, it should have been written a four-speed auto-

matic transmission. On the other hand, yes the Connect is produced in Romania but the

North American version comes from Ford’s plant in Turkey!

Infi niti Unveils a Brand New QX56Who said big SUVs were “out”? At the New York Auto

Show, Japanese auto maker Nissan revealed a brand new

version of its Infi niti QX56. This time, the QX56 will be

built exclusively in Japan and sold around the world. In-

stead of being based on the Titan pick-up truck, the new

QX56 is based on the rugged Nissan Patrol sold everywhere

except in North America. Sporting an independent suspen-

sion on all four wheels and powered by the same 5.6-litre V8 found in the 2011

Infi niti M56 sedan, the high end truck features a seven-speed automatic transmission

and an 8,500-lb towing capacity.

GM Unveils the Numbers of Its New 6.6-litre Duramax V8

Not long after Ford unveiled the num-

bers concerning the power of its new

2011 6.7-litre V8 turbodiesel engine,

General Motors published the numbers

concerning the power of its own 6.6

turbodiesel Duramax V8 engine.

Anne Bélec at Navistar International

Anne Bélec, who once was with the

Ford Motor Company, then president at

Volvo Cars of North America, recently

joined Navistar International after a

quick stint at Th!nk. Anne is now vice-

president and chief marketing offi cer for

the American truck manufacturer and

fl eetdigest caught up with her at the Na-

tional Truck Equipment Association an-

nual show in St. Louis, Missouri where

she attended the unveiling of Inter-

national’s light duty Class 4/5 TerraStar

truck.

The ONE NumberYou Need to Know

When You Needto Know #1

Complimentary web based project management system • National pricing • National standards • Central billing

• North American warranty • 1 number to call

“Caring Today to Safeguard Tomorrow”

Canada’s Leading Chain to Commit to Lower VOC’s

Nationally.

1-800-387-6780FLEET SALES DEPARTMENTVisit us at www.maaco.ca

FOR FLEET RE-INDENTIFICATION & APPEARANCE MAINTENANCE

YOUR FLEET PROBLEM SOLVERS

our job is to make your job less complicated

Anne Bélec is now with Navistar International trucks. (PHOTO: ÉRIC DESCARRIES)

The new 6.6-litre Duramax V8 has 397 horsepower and 765 lb-ft of torque.


† Top Safety Pick for all 2010 models, with the exception of the Impreza WRX STI. Rating of ˝Good˝ is the highest rating awarded for 40-mph (64 km/h) front offset, 31-mph (49.8 km/h) side-impact and 20-mph (32 km/h) rear impact crash tests and in the roof strength test (rollover protection) conducted by the Insurance Institute for Highway Safety (IIHS) (www.iihs.org). A ˝Good˝ rating obtained in all fourcrash tests and the availability of the Electronic stability control (ESC) (Vehicle Dynamic Control) is necessary to achieve a ˝Top Safety Pick˝.†† U.S. Government star crash-test ratings are part of the NationalHighway Traffic Safety Administration’s (NHTSA’s) New Car Assessment Program (www.safercar.gov). A five-star crash-test rating is the highest government rating for a) Driver and right front seating positions in frontal crash tests and b) Front and rear seating positions in side-impact crash tests.

SUBARU’S ENVIRONMENTAL COMMITMENTEnvironmental Management System (EMS) ISO 14001:2004 certified by SGS, all Subaru Canada corporate facilitiesplus Subaru Indiana Automotive (Legacy, Outback and Tribeca Assembly Plant). www.subaru-earth.com

Subaru’s Japanese quality and technology deliver all-time records:

• The 2010 Subaru line-up won “ALG’s 2010 Mainstream Brand Canadian Residual Value Award, for highest predicted resale value”.

• The only manufacturer to receive “2010 IIHS Top Safety Pick”† for every Subaru model.

• The NHTSA†† has granted the 2010 Subaru line-up with it’s 5-Star Crash Test Rating.

• Built by the fastest growing Japanese manufacturer in Canada for the second year in a row.

For more information, visit www.fleet.subaru.ca or call 1 877 293-7272for the Subaru National Fleet Sales Department.

Record-Breaking Performance

Top Safety Pick

The 2010 SUBARUline-up

5-door 4-door

Choose PZEV technology, the affordable eco-friendly alternative without the compromise.

PZEV version available onLegacy, Outback and Forester

subaru-pzev.caVÉHICULES À ÉMISSIONS QUASI NULLES

5-Star Crash Test Rating

SUBMI-4927_FleetDigest:Layout 1 01/04/10 11:54 Page 1

I n the 1940’s, Italian dictator Benito Mussolini reportedly took credit for making the trains run on time. In real-

ity, this was just propaganda, and since then the truth of the matter has come to light: it wasn’t Mussolini who made the trains run on time—it was his fleet manager.

All kidding aside, keeping the trains run-ning on time is as much a concern today, as it was at any time in the past. And in fact, the fl eet manager does play a vital role in the way trains run, as Mark Zunti, director of Fleet Management for CN Rail

explains. “When one of our trucks is down that means a crew is down also. And if that crew can’t fi x the tracks that day then the trains can’t keep rolling, and the prob-lems snowball.”

Zunti is in charge of a very specialized fl eet of more than 4,500 vehicles used on a daily basis to maintain CN’s railway sys-tem in Canada, as well as in parts of the

USA. “We’re considered a utility fl eet,” he says, “so we have everything from cars all the way up to specialized crane trucks and trucks that can pull railcars. We have $20,000 cars, $1.5 million mobile wrecking cranes, and everything in between.”

Zunti is also responsible for the maintenance and repair of over 12,000 Intermodal

trailer chassis and contain-ers, as well as lift cranes and shunt tractors—all of which

have to be maintained, accounted for, and replaced when necessary.

Upfi ttingAbout half of Zunti’s fleet is “high rail” equipped, which means the vehicles are upfitted with special steel wheels that allow them to run on the rails, just like a train would. Since this is unique equip-ment, it’s not something that can be eas-ily or readily maintained and fi xed at a local shop. That’s why Zunti has a team of technicians at the ready, all of whom have been trained to service and repair high rail systems in a timely fashion. After

all, it’s all about keeping the trains rolling on time.

“We have 9 in-house garages with 52 mechanics across Canada,” Zunti says. “They focus on our high rail vehicles be-cause we can’t easily outsource that kind of work.”

ChallengesWhat keeps Zunti awake at night? “The biggest challenge is maintaining the up-time of the vehicles,” he says. “Because they’re very specialized I can’t just go across the street and rent a replacement for the day.” The only way to avoid down-time is to prevent problems before they happen. To that end, Zunti has a rigorous preventive maintenance program in place.

Zunti also has to think ahead, forecast-ing CN’s needs, while considering which vehicles will be replaced, and when. “We

replace about $42 million dollars worth of vehicles a year, so we’re continuously working with the users on specifi cations and on the standardization of the fl eet,” Zunti explains. “The challenge is getting this equipment upfi tted, into service in a timely manner, and on budget.”

Keeping over 4,500 sophisticated and very specialized vehicles in prime work-ing condition at all times may seem like a daunting task to some, but for Zunti, who has been on CN’s fl eet team for over 32 years, it’s just another day at the offi ce. “Our mission is to provide our user groups with a fl eet that’s safe and reliable,” he says, “as well as one that operates at an optimum cost with minimum downtime.”

All Aboard!Keeping the trains running on time is a day-to-day concern for the man who runs CN’s utility fl eet.

“When one of our trucks is down that means a crew is down also. And if that crew can’t fi x the tracks that day then the trains can’t keep rolling, and the problems snowball.” – Mark Zunti

Jack Kazmierski [email protected]

FLEET OF THE MONTH

Mark Zunti, director of Fleet Management for CN Rail (PHOTO: MARIE-JOSÉE ROUSSEAU)


DOCKET # FOC FLE A08629

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FONT DISCLAIMER: The fonts and related font software included with the attached electronic mechanical are owned (“Y&R Proprietary Fonts”) and/or licensed (“Y&R Licensed Fonts”) by The Young & Rubicam Group of Companies ULC. They are provided to you as part of our job order for your services, and are to be used only for the execution and the completion of this job order. You are authorized to use the Y&R Proprietary Fonts in the execution of the job order provided that any and all copies of the Y&R Proprietary Fonts shall be deleted from your systems and destroyed upon completion of this job order. You warrant and represent that you have secured the necessary licenses for the use of Y&R Licensed Fonts in order to execute our job order and will abide by the terms thereof.

EA08629

All-new PowertrainsThe 2011 Super Duty® features all-new Ford-designed and Ford-built engines and transmissions. The 6.7L Power Stroke® Turbo Diesel engine and standard 6.2L V8 Gas engine crank out more torque and horsepower while still improving fuel economy*.

Towing with easeEnhanced Tow/Haul Mode on the all-new Ford TorqShift® six-speed Selectshift Automatic™ transmission uses engine exhaust braking to help provide better control while hauling heavy loads or towing trailers, especially when descending steep grades. The available fi fth-wheel Trailer Tow Prep Package offers the strength of an under-bed frame cross member with the convenience of fi ve attachment points with close-out plugs.

Comfort and safety come standard All-new front seats provide improved back support with manual lumbar adjustment for the driver. AdvanceTrac® with RSC® (Roll Stability ControlTM) helps keep your wheels on the road. Trailer Sway Control helps keep your trailer on track.

2011 FORD SUPER DUTY®

Designed from the ground up to break new ground.Introducing the all-new 2011 Super Duty®

1-800-668-5515 I www.fl eet.ford.ca*As compare to the 2010 engine, the all-new 6.7L Power Stroke® Turbo Diesel engine offers improved torque (which allows the use of longer axle ratios), can operate at lower engine rpm, and is about 160 lbs. lighter which helps achieve better fuel economy.

W hether you defi ne success in the auto industry in terms of sales volume, reputation, or the size of

the dealership, Ron Loveys, president and dealer principal of Whiteoak Ford Lincoln Sales in Mississauga, Ontario gets top marks.

In the auto industry for almost four dec-ades, Loveys has managed to build a suc-cessful business on a solid foundation—a reputation for excellence and a sharp focus on customer service.

If success is measured by the volume of vehicles a dealership can sell, then Whiteoak has the numbers to qualify for top spot. “We do about 750 new vehicles retail,” Loveys says. “In a normal year we do about another 750 fl eet, and last year we did another 2,500 daily rental. So last year we were the largest volume Ford Lincoln dealer in Canada. We also did an-other 425 retail used.”

FleetIf success is measured by a dealer’s repu-tation, here again Loveys gets top marks. His experience in the auto industry and dedication to customer service have earned Whiteoak Ford Lincoln Sales “pre-ferred dealer” status with fl eet customers, which means fl eet leasing companies can rest assured that their customers will be well cared for when picking up or servicing their vehicles.

“We have a dedicated [fl eet] staff,” Loveys says. “I have what I would consider the best fleet manager in Canada, Brian Davis. He does an outstanding job and has a great relationship with the major fl eets.

“Our service manager is dedicated to fleet, we have diesel technicians that are dedicated to fl eet, and getting fl eet customers’ vehicles in and out as quickly as possible is a priority because our goal is to minimize downtime for our fleet customers.”

And if you measure success by the size of the dealership... Whiteoak boasts 28,000 sq. ft., over 75 employees, and the facilities necessary to handle large fl eet accounts. “With 6-1/2 acres they can drop 100 vehicles here, we can park them in our compound and we can get them prepped and out in short order,” Loveys adds.

Although Whiteoak can handle large fl eet ac-counts with ease, the dealership never neglects the needs of smaller fleet customers. “We’re a Ford Business Preferred dealer,” Loveys explains. “Business Preferred specializes in smaller fl eets. We have the re-sources and the people to take good care of these customers too.”

“Our service manager is dedicated to fl eet, we have diesel tech-nicians that are dedicated to fl eet, and getting fl eet customers’ vehicles in and out as quickly as possible is a priority.” – Ron Loveys

Dealer of the Month

Fleet MasterLarge or small, every fl eet gets priority service at Whiteoak Ford Lincoln Sales.


T.A.D.A.Running a successful dealership takes time, energy and effort. Despite his dedi-cation to Whiteoak, Loveys has found the time to serve his industry, as well as the community. As president of the Toronto Automobile Dealers Association (T.A.D.A.), Loveys looks back on his year in office with fond memories as he re-fl ects on some of T.A.D.A.’s most notable accomplishments.

“The proudest moment for me was when we attended the groundbreaking for Ronald McDonald House in Toronto,” Loveys recalls. “The T.A.D.A. partnered with Ronald McDonald House and we presented them with a cheque for $2 mil-lion. I was so proud to be a car dealer that day. We were the third largest donor after the government and McDonald’s

Corporation.”

From humble beginnings in the 1970s to running a flagship Ford Lincoln dealership and serving as president of the T.A.D.A., Loveys has built

the kind of business many would aspire to... no matter how you meas-ure success.

A reputation for excellence has allowed Ron Loveys to build a successful

business and a top-notch dealership.


sirius.ca

BUYING A CAR IS A BIG MOMENT. IT DESERVES A GOOD SOUNDTRACK.Earn rewards by adding subscriptions to your sales of SIRIUS equipped vehicles.

Unparalleled coast-to-coast coverage with 120 channels of music, sports, news, talk and comedy. It’s easy to see why SIRIUS is Canada’s favourite choice in satellite radio and can also be valuable as a competitive selling feature for you and your dealership.

Martiin CoutureDealer Support ManagerQuebece & Atlantic [email protected]: 514.261.8892

Marty AndertonDealer Support ManagerBritish [email protected]: 604.220.6948

Jon MacPheeDealer Support ManagerAlberta & The [email protected]: 403.629.2953

Blair AllisonDealer Support [email protected]: 905.330.2647

Chris SmithDealer Support [email protected]: 647.822.4760

Mike MazgayNational Accounts Manager, OEMDealer Support [email protected]: 416.513.7407

For more information on the SIRIUS+ sales program, please contact your local representative:

09-0526B_Fleet_Digest_Ad.indd 1 5/26/09 4:17:26 PM

A s Director of Card Operations for Foss National Leasing and Corp Rate, Lori Pinter spends a great

deal of time working towards saving her clients time and money. Over her twenty year tenure with Foss, Pinter and her skilled team have devised and imple-mented several unique strategies that make life much easier for Foss customers.

“We were the first in the fleet industry to offer the ‘pay at the pump’ feature with a PIN num-ber,” Pinter says, “and our fuel exception reporting is unique. Our competitors provide reporting as well but can’t offer the level of fl exibility we can.”

Card fraudPinter says that her team’s greatest suc-cess is their fuel exception reporting. “We had originally designed it purely to catch criminal fraud, and we started thinking of all the different things that would help us identify it. We looked at fuel tank capaci-ties of specifi c vehicles, the fuel type each vehicle needs, whether people are buying diesel when their vehicles run on gasoline, or whether they’re buying premium when they should be fi lling up with regular, and so on. In total we have 24 different tests on the purchasing patterns of our card holders.”


Lori Pinter spends a great deal of time working out ways to

detect card fraud.

WOMEN OF THE INDUSTRY

Like a crime scene investigator, Pinter and her team comb through layers of evidence in order to spot card fraud with a view to informing Foss National Leasing custom-ers of any suspicious activity, as quickly as possible.

“Many companies sign with fleet card providers based on who can offer the greatest discount, but all it takes is one unauthorized tank of gas per month, whether inadvertent or deliberate, and that theft eats up any discounts you may have received,” Pinter explains. “So we’re focusing our attention on better ways to save our customers money.”

The abusers tend to follow a predictable pattern, one that Pinter and her team are very familiar with. “Thieves always start with about $60 of regular fuel to see if the card they’ve stolen is going to work,” she says. “But then they quickly ramp up the thefts and soon they’re buying $500 in diesel.”

Red flags alert the Foss team to potential external fraud, while allowing them to de-tect internal fraud as well. So if a cardholder f i l ls up a spouse’s vehicle, Pinter and her team will spot it.

ReportsIn order to detect fraud as soon as it happens, quick feed-back from suppliers is essential. That’s why Foss is working closely

with fuel companies to develop new re-porting tools that can alert clients faster of potential fraud.

When suspicious activity is spotted, Pinter and her team make sure customers know

about it as quickly as possible. “We send a daily report to our customers,” Pinter ex-plains, “and depending on the supplier, we can

sometimes tell our customers about fraud within hours. In the past, you wouldn’t see this information until you received your monthly invoice. Today, we can catch some types of fraud within 24 hours.”

One of the reasons Foss has been able to make great strides against card fraud is the fl exibility of the company. Foss is family owned and operated, and Pinter says the entire team works well togeth-er to fi nd solutions to problems. “We’re Canadian based, we have our own pro-grammer right here, and when a customer approaches us with an issue or problem or question, we listen to them and we bring it to the team to see how best to deal with it.”

“We can sometimes tell our customers about fraud within hours.” – Lori Pinter

Fleet Services

CSI (Card Safety Investigator)Detecting card fraud and minimizing losses is all in a day’s work for this team of dedicated and skilled exception reporting specialists.


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Our gas-friendly cars, trucks, vans, SUVs and crossovers feature innovative engine designs, great fuel effi ciency, XFE models, biofuels and hybrids. Future gas-free models include electric vehicles with an extended range and fuel cells.See all our solutions at fl eet.gm.ca

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V ery few automotive executives understand the fleet end of the business as well as John White

does. As the president of Volkswagen Group Canada, White is keenly focused on the future of his company, while remaining firmly anchored by the rich experience and insight he has gained into the indus-try thanks to a very colourful career path.

White’s automotive career began more than 30 years ago. “I started with GM and spent 11 years with GMC truck in their fl eet division,” he says. “As part of their fl eet team, I did business with the government, Hydro-Québec, Ryder and Avis truck rental, as well as companies like PHH and GE. When GM got out of the heavy truck business, I joined a truck leas-ing company and then ended up at PHH where I spent 6 years.”

In 1993, White joined VW, where he worked his way to the top. “I held a num-ber of progressive positions, either in sales or in marketing, with the finance arm,” he adds. “I worked for four years in the United States and came back to Canada in 2003 as VP. Then, when we re-structured our company and put together our own standalone Canadian entity in 2008, I became president of Volkswagen Group Canada.”

Sales volumeVolkswagen is determined to increase the size of their footprint, in terms of volume, here in Canada. “On one hand we’re part of this global conglomerate that’s number two worldwide, but not here in Canada,” White says. “Here we are more of a mid-dle-of-the-pack volume player.”

The key to increasing volume, according to White, is to position the VW brand as affordable German engineering. “We have been work ing over the years to bring our prices more in line with our operational com-petitors where we are able to attract a broader clientele.”

Defi ning VWWhile every brand is defi ned by a set of values and a reputation in the market-place, White defi nes VW in even broader terms. “Let’s talk about what we are not,” he says. “We are not a big player in the truck market or in the commercial truck market. We are not about having big gas-guzzling vehicles. Our lineup is more about fuel-effi ciency, total cost manage-ment, managing our residual values, and about having a product portfolio that is strong in certain segments.”

No doubt VW is a strong player in the compact car segment with the Jetta, Golf, and New Beetle. They’re also a signifi cant player in the mid-size segment with the Passat, the compact truck segment with the Tiguan, and a major player overall in the diesel market.

“When you look at our lineup it’s really made up of small to mid-sized fuel-effi-cient vehicles, and what overrides all that

is diesel, and our whole TDI Clean Diesel technology,” White says. “We’re the clear leader there, and in fact, a lot of people immediately associate our brand with diesel.”

In Canada, VW’s diesel lineup includes the Jetta, Golf, Golf Wagon, Touareg, as well as the next generation replacement for the Passat (coming out in 2011).

Top fl eet picksOn the fleet end of the business, VW’s most popular vehicles are the Jetta diesel and the Golf Wagon diesel. Both are in

Manufacturer Spotlight

Fleet For(vw)ardVolkswagen Canada is putting their best foot forward with a lineup that is sure to appeal to fl eet: affordable diesel technology, exciting new models, a restructured price point and high residual values.

“I joined a truck leasing company and then ended up at PHH where I spent 6 years.” – John White

C O V E R S T O R Y

While sales reps prefer the Jetta TDI Clean Diesel, executive fl eet buyers enjoy the Passat CC.


C O V E R S T O R Y

pleased that we have Bruce on our team,” White says. “He is known throughout the industry, he is known across all the manu-facturers, and for us to be able to get someone of his calibre to come on board shows that we are serious. I’m happy to have him on board and am looking for-ward to having him make a difference.”

White admits that in the past, VW “dab-bled” in fl eet. But that’s history, and the

company is now very serious about at-tracting and keeping fl eet customers. “We have made a con-certed effort by hir-ing a specialist like

Bruce with the background experience, and broad network of contacts to demon-strate that we are serious about fl eet. We have also given Bruce the back end, which is managing off-lease cars and the used car portfolio, because you can’t do the front end without the back end.”

While still seen as a premium-priced brand, White urges fleet managers to look beyond the sticker price. “They have to look at the total lifecycle cost of the vehicle. If you only make a decision based on, ‘Am I going to buy a VW vs. another brand,’ your cap cost is going to be higher. On the other hand, we’ve got efficient affordable diesels and we’ve got proven residual values, so we want to make sure that the fleet managers out there are looking at the total cost of operating a VW.”

The competition for fleet business is fi erce, but VW Canada plans to win over customers by offering award-winning vehicles with strong residual values, af-fordable diesel technology and exciting new designs. VW’s “ace up the sleeve” is a top-notch fl eet manager and a president who knows the fl eet end of the business intimately.

high demand with commercial fl eets. On the daily rental end, the entry-level Golf and Jetta (City models) are most popular, while executive fleet buyers prefer the Passat CC.

White says VW Canada is most interested in pursuing the commercial fl eet market with vehicles for sales reps and manage-ment. “We would like to do 75% of our business here, and 25% of our business in daily rental. Right now we are not in the government fl eet market, but that’s a business we would like to explore.”

With some of VW’s future vehicles rolling off an assembly line in Tennessee, White thinks the increase in North American content will allow VW to become a govern-ment fl eet player—a market that’s trad-itionally hard for import brands to crack.

Overall, the goal is to increase fl eet sales in Canada so that they make up between 5 to 10% of VW Canada’s total sales. Currently, White says, fl eet sales are at about the 5% mark.

In the pipelineAll-new Jetta and Passat models are on their way, and VW is poised to aggressively take on some of the current market lead-ers. “The new Jetta is a totally redesigned,

repositioned, and repackaged vehicle,” White says. “We plan to compete head-to-head with the Civics and Corollas of the world. The vehicle out of Tennessee, the new Passat, is going to compete head-to-head with the Camrys and Accords of the world.”

The new Jetta will be here at the end of the 3rd quarter of 2010, and the replacement for the Passat will be out in the 2nd quarter of 2011.

Award winnersThe housekeeping staff at VW’s Canadian headquarters is having trouble finding room for all the awards the company has recently garnished both locally and abroad. The Automobile Journalists Association of Canada (AJAC) voted the 2010 Touareg TDI Clean Diesel “Best New SUV/CUV ($35,000-$60,000),” while the 2010 Golf Wagon TDI took home a trophy for “Best New Family Car (under $30,000).”

The biggest winner overall was the 2010 Golf GTI, recognized as “Best New Sports/Performance Car (under $50,000),” as well as taking home the most coveted prize overall: “Canadian Car of the Year.”

“We are extremely proud, extremely pleased, extremely grateful,” White says of all the awards bestowed upon VW this year by AJAC, while reminding everyone that the Golf was also recognized as the 2009 World Car of the Year by an inter-national jury of journalists.

Future of fl eetVW Canada is serious about fleet, and they’ve hired heavy hitters like Bruce Lindsay to assure their continued suc-cess in this segment of the market. “I’m

“We’ve got effi cient affordable diesels and we’ve got proven residual “We’ve got effi cient affordable diesels and we’ve got proven residual values, so we want to make sure that the fl eet managers out there values, so we want to make sure that the fl eet managers out there are looking at the total cost of operating a VW.” – John Whiteare looking at the total cost of operating a VW.” – John White

John White at the Canadian International Auto Show.

Text and photos:Jack Kazmierski

[email protected]


W armer weather in Canada signals the beginning of spring, as well as the start of what is historically

a good time to sell used vehicles. Combine the increased demand with a low supply of inventory, and you should see a maximum return on your remarketing efforts... just as long as you know how to infl uence the resale value of your vehicles.

According to the fl eet remarketing team at JPL, the most effective way to influ-ence the resale of your fl eet vehicles is through policy and selector development. “Take the time to carefully develop your corporate fl eet selector by involving JPL’s Client Relations and Fleet Remarketing Managers who are experts in this fi eld,” says Darcia Cuff, JPL’s manager of Fleet

Remarketing, Western Region. “We will consult with you on industry best practi-ces and trends and advise you on which options, packages and vehicle/truck types will net you the best resale results based on the purpose and location of the units.”

Remarketing

Remarketing Techniques: Tips from the TopJPL’s fl eet remarketing team offers insightful fl eet remarketing tips.


JPL’s fl eet remarketing program is struc-tured to manage clients’ specific needs nationally. JPL recommends the optimum ordering and selling periods, replacement cycle and appropriate depreciation rate for your specifi c fl eet.

Maintenance recordsThe second most infl uen-tial factor in differentiating your fleet vehicles from others is having the com-plete maintenance records available with the vehicle. “Doing so provides the buyer with a level of con-fidence that the vehicle has been properly main-tained, and they will be more likely to purchase a vehicle with maintenance records over one without,” says Jamie Barbour, manager of Fleet Remarketing for Eastern Canada. “JPL’s Scoretrak program provides comprehen-sive vehicle maintenance management as well as detailed records for your fl eet vehicles.”

Vehicle conditionDeveloping a corporate fl eet vehicle con-dition policy supported by vehicle condi-tion reports along with periodic manage-ment inspections can be a valuable tool. It places a focus on keeping the vehicle in marketable condition and limiting ex-penses to normal wear and tear.

“JPL will recondition vehicles if required to increase salability if we deem the cost to do so will provide a return on the in-vestment,” Barbour adds. “For example, we would consider replacing windshields, removing small dents and decals, light de-tailing and investigating mechanical issues such as engine or ABS warning lights. Buyers prefer vehicles that are ready to re-sell with no unknown surprises.”

Added valueJPL has a strong reputation within the national marketplace based on integrity and transparency. “That translates into buyer confi dence,” Cuff explains. “We rep-resent 98% of our vehicles in person at the auction to ensure the best exposure and prices. We will select the appropri-

ate auction and lane to maximize resale value or remove your vehicle from the auc-tion on a particular day if we feel we cannot obtain the best price. Occasionally, we may relocate the vehicle to a different market to sell if we feel we can get a better price and justify the cost to relocate.”

Internet salesThe Internet has become an important channel for remarketing vehicles. JPL places all vehicles for sale online to in-crease their exposure to a wide and diverse

group of potential buyers across the country and the U.S. “JPL sel ls approx imate l y 20% of our used

vehicle inventory using this method,” Barbour explains. “We include condition reports, vehicle history reports as well as maintenance records (when available) with every vehicle posted online creating a greater degree of buyer confi dence, which translates into better sales volumes and prices for our clients.”

“We represent 98% of our vehicles in person at the auction to ensure the best exposure and prices.” – Darcia Cuff

Jamie Barbour, JPL’s manager of Fleet Remarketing for Eastern Canada

Darcia Cuff, JPL’s manager of Fleet Remarketing, Western Region


In these challenging times it’s important to know

that your fleet partner has the experience and

stability to support your growing fleet needs.

At JPL we share an unwavering passion and

commitment for customer service and that

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A re business leaders born or made? Is it nature or nurture that turns average men and women into busi-

ness leaders that blaze a trail for all to follow? While there’s a case to be made for the nurture side of the argument, men like Gary Dohring, president of Maaco Systems Canada, tip the scales in favour of the nature side.

Even as a teenager, Dohring had a fl air for making money. “In high school, I negoti-ated and leased a pro shop in an arena,” he recalls. “I bought all the equipment, hired all the people and ran it while still in school.”

While in university, and well on his way to becoming a lawyer, Dohring decided that law school wasn’t for him. “So I spoke with my par-ents who suggested I work with them to get what they called, ‘the best kind of busi-ness education.’ At the time, they owned a Maaco franchise, and that’s how my career with the brand got started.”

Dohring spent his fi rst summer at his parents’ shop detailing cars, sanding, and learning the back end of the busi-ness. “I can proudly say I’ve done it all... with the exception of body work,” he adds.

Bigger and betterWhen Dohring’s parents were ready for

retirement, they asked if he would like to take over the business, but Dohring had bigger plans. “I can still remember driving up to the cottage with my wife and telling her that I wanted to buy Maaco Systems,” Dohring recalls. “Then I told her that we would need to mortgage our house, sell all our RRSPs and I asked her if she was alright with that. She said she was and we’ve never looked back since.”

In 2000, Dohring bought Maaco Systems and started fi ne tuning the company to re-fl ect the values he lives by. “When I bought the company, I explained what I wanted the new organization to look like,” he says. “First and foremost I wanted our franchis-ees to be profitable. I also wanted to focus on cleanli-ness and quality, because those two elements are fun-damental to this business.”

Not every Maaco location made the cut. “When I bought Maaco we had 45 centres,” Dohring says. “Today we

“I can still remember driving up to the cot-tage with my wife and telling her that I want-ed to buy Maaco Systems.” – Gary Dohring

Leader Profi le

Born to LeadEntrepreneurial and innovative, Gary Dohring has a passion and a natural fl air for business.


Gary Dohring, president of Maaco Systems Canada, is a natural leader.

have 32, but they have never been more profi table, and my company is more prof-itable now than ever before.”

GrowthMaaco continues to grow in Canada with a focus on quality. “We grow our business in two ways,” Dohring explains. “One is through traditional franchising. The other by converting existing body shops into Maaco stores.”

Conversion makes sense, especially for retiring shop owners looking for an exit

strategy. “Let’s say you own a collision shop and are thinking of retiring,” Dohring explains. “Who is going to buy your busi-ness? It has to be either someone from the trade or someone from within your shop, and it will be difficult for you to get maximum dollar. But if you become a Maaco store, you immediately open yourself up to a huge market of business people looking for an opportunity.”

Born to be a leader, Dohring is making it possible for new franchisees and existing body shops to succeed with his vision of quality. “We have software systems, management systems, and know-how,” he says. “It’s a fantastic opportunity.”


ROADSIDE ASSISTANCE PROGRAM Ask about the Mazda peace-of-mind promise, standard on every new Mazda. MAZDA LEADERSHIP WARRANTY 3 years or 80,000 km comprehensive warranty, 5 years or 100,000 km powertrain warranty. ♦2010 Mazda CX-7 model tested with standard side-impact air bags (SABs). U.S. Government star ratings are part of the National Highway Traffic Safety Administration’s (NHTSA’s) New Car Assessment Program (www.safercar.gov). †Estimated fuel economy based on Natural Resources Canada Fuel Consumption Guide. Actual fuel consumption may vary. ® Bluetooth is a registered trademark of Bluetooth SIG, Inc.

For more information, visit fleet.mazda.ca. To learn more, contact Tony Harold, National Manager, Network Development and Fleet Operations at Mazda Canada at 905-787-7029.

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Industry Events

2010 Canadian International Auto Show HighlightsThis year’s Canadian International Auto Show (CIAS) was noticeably more up-beat and positive than last

year’s event, with manufacturers announcing new models, greener technologies, and exciting innovations.


PHOTO: JACK KAZMIERSKI

Hyundai Canada announces the completely redesigned 2011 Sonata—a stunning new model with a strong presence and a luxurious interior.

Chrysler Canada President and CEO, Reid Bigland announces the coming of the Fiat 500—available here in Canada later this year. The 500 is a few inches shorter than the popular Mini Cooper, and was voted European Car of the Year in 2008.

Although the captivating Infi niti Essence Concept will never be turned into a production vehicle, it may inspire future generations of Nissan and Infi niti models.

John Cappella, director of MINI, introduces the Mini Beachcomber Concept—doors are not available, bikini-clad models are optional.


Industry Events

2010 Canadian International Auto Show Highlights

Volkswagen Group Canada President & CEO, John White (L) accepts the 2010 AJAC Best New Canadian Car of the Year award for the Golf GTI from Richard Russell.

Mazda Motor Corporation President and CEO, Takashi Yamanouchi announces that North American sales of the long anticipated 2011 Mazda2 will begin earlier than originally anticipated. Expect to see the new model at dealerships at the beginning of summer, 2010.

The Honourable Peter Kent (far right), Minister of State and Foreign Affairs, announces the 2010 recipients of the ecoENERGY for Vehicles Awards, recognizing the most fuel-effi cient cars and light trucks available in Canada. The 2010 winners are: the smart fortwo, Toyota Yaris, Honda Civic Hybrid, Toyota Prius, Hyundai Sonata,

Audi A3 TDI, VW Golf Wagon TDI Clean Diesel, Ford Ranger, Mazda B2300, Ford Escape Hybrid, Mazda5, Chevrolet Express Cargo, and GMC Savana Cargo.

Hyundai Canada announces the completely redesigned 2011 Sonata—a stunning new model with a strong presence and a luxurious interior.

Martin Sander, president and CEO of Audi Canada, introduces two very exciting models: the all-new A8 and the sexy R8 convertible.

BMW Canada President, Franz Jung introduces the ActiveHybrid 7—a special 7 Series with 455 hp, a V8 powerplant, an 8-speed automatic transmission, and the ability to accelerate from 0-100 in fi ve seconds fl at while delivering a fuel economy approximately 15% better than the 750i.

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Chicago Auto Show

More New Products!One might think that after Detroit’s North American International Auto, there would be very

few new products to be shown to American motorists. Yet the Chicago Auto Show, held last

February at McCormick Place in the Windy City, is proof that many manufacturers still had

some new products hidden in their studios.

Text and photos: Éric Descarries [email protected]

One of the biggest unveilings in Chicago was the 2011 Chevrolet Silverado HD. Though the body is almost the same, the whole chassis and powertrain have been redesigned for more strength.

South Korea’s Kia was probably the only

manufacturer to unveil a “real” new concept car, its

hybrid-powered Ray that probably forecasts the

automaker’s future design.

Ford showed its limited production Taxi based on the Transit Connect. It also launched a limited run of all-electric powered Connects.

Though still restructuring, Chrysler participated in the Chicago Auto Show with this Challenger painted in a ’70s colour, Plum Crazy.

Despite being under fi re for its recalls, Japanese manufacturer Toyota unveiled a slightly revised Avalon at the Chicago Auto Show.

Ford introduced a redesigned

2011 Edge CUV in Chicago. Not only

were the front, the rear, and the

interior redone but there are now

three engines in its catalogue,

including a four-cylinder EcoBoost

powerplant.Inside the IDEA, Ranger’s shelf system.Indiana’s Bright Automotive unveiled this prototype of a light

commercial van, the all-wheel drive (with rear electric motors) IDEA.


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The executive’s decision.

The Audi Corporate Sales Program. You need a fl eet that refl ects your organization. And with volume incentives, 24-hour roadside assistance* and an ever-expanding range of superior vehicles, Audi is the defi nition of style and sophistication. From the A3 to the A8 – including the A3 and Q7 with TDI clean diesel technology available, upgrade to one of the world’s most effi cient fl eets today. Call our corporate sales manager at 905-428-5883 or visit your local Audi dealer for more information.

© 2010 Audi Canada. European models shown with optional equipment. *4-year/80,000 km (whichever occurs fi rst) 24-hour Audi roadside assistance coverage provided by Professional Dispatch Group in Canada, see your dealer for complete details. “A3”, “A8”, “Audi”, “Audi Q7”, “Vorsprung durch Technik”, and the four rings and Audi emblems are registered trademarks of AUDI AG. “TDI clean diesel” is a trademark of AUDI AG. To fi nd out more about Audi, see your local Audi dealer, call 1800-FOR-AUDI, or visit www.audi.ca.

M itsubishi has reworked its small Outlander SUV for 2010. Though it still has the same shell, its

front end looks much more like that of its Lancer Ralliart or Evolution, featuring its fi ghter-jet look, a larger rear bumper and side door sills.

Available enginesThe base ES version is powered by a 2.4-litre, 168-horsepower, four-cylinder engine, while the LS version can have the same engine or an optional 3.0-litre V6 that develops 230 horsepower, 10 more than last year’s version. This engine is standard in the XLS version, the most equipped Outlander available in Canada. What’s more, the XLS also comes with the S-AWC all-wheel drive system that

had proven very effective when we tried it last January in Quebec’s Laurentian mountains.

The S-AWC system is similar to that found on the Lancer Evolution. It works with a front differential with electronic command combined to the central differential and that can allow power transmitted not only to the rear wheels when needed but also from the right front wheel to the left front wheel, and vice-versa.

On the roadWhen we tried the Outlander XLS on the road, it proved to be not only quick and nimble, but also much more comfortable than anticipated. However, it was on the ice and snow that it really proved to be a very safe vehicle. The driver can choose between three functions within the all-wheel drive system, TARMAC that is used for dry pavement and regular driving conditions, SNOW for winter driving as

more power is applied to the front wheels on snow, and LOCK. This is where the full system is at work as described above and we tried it on specially groomed roads. It works fl awlessly.

The V6 engine is combined to a six-speed automatic transmission in the XLS ver-sion, and it has an Idle Neutral function that puts the transmission in neutral when the vehicle is stopped for more than two seconds. It will get back into gear at the very moment the driver presses on the gas pedal. In addition, the Hill Start Assist is a function found on every all-wheel drive Outlander. It will hold the brakes for two seconds in a hill to stop the vehicle from rolling backwards while the driver is trans-ferring his foot from the brake pedal to the accelerator.

The base price of the new Outlander front-wheel driven ES is $25,498. The top of the line XLS starts at $34,498.

Éric Descarries [email protected]

DRIVING IMPRESSION

Mitsubishi isn’t the biggest

player in the automotive mar-

ket in our country—it only has

a few cars to offer includ-

ing the popular Lancer,

the sporty Eclipse,

and the bigger

Galant. It also has

two light trucks

in its catalogue,

the Endeavor CUV

and the recently

redesigned Outlander.

Yet, if you are considering

a very capable compact SUV,

why not have a look at the

most recent Outlander?

Looking for Something Different?

Mitsubishi’s New Outlander Is to Be Taken Seriously

The new Outlander XLS has the same aggressive look as the Lancer Ralliart and Evolution.

The dashboard of the Mitsubishi Outlander XLS is

both simple and well designed.

We tried the S-AWC system

on specially groomed ice

roads.

The driver can use this knob to choose the all-wheel drive

mode he needs.

PHOTOS: ÉRIC DESCARRIES


TWO WEEKS WORTH OF FUEL A YEAR ONE MILLION TONNES OF CO2 A YEAR

Over the course of a year the average motorist can consume at least an extra two weeks worth of fuel due to under-inflated tires and collectively contribute to over one million tonnes of harmful greenhouse gas emissions entering the atmosphere due to

improperly maintained tires.

BE TIRE SMART - PLAY YOUR P.A.R.T. and please have your drivers / employees measure and adjust their tire pressure monthly.

Register Online by Visiting www.BeTireSmart.ca

Educate your drivers / employees and participate in National Be Tire Smart Week

May 17 - 23, 2010

CO2CO2

CO2

$170

$155

$160$165$65

$150

$180

CO2CO2

CO2CO2CO2

PAYMENTCARD OR CHEQUE

Visa MasterCard Amex Cheque CARD NUMBER EXPIRATION

| | | | | | | | | | | | | | | | M | M | Y | YNAME ON CARD SIGNATURE

(made payable to Rousseau Automotive Communication)

REGISTER ON-LINE NOW! / FOR MORE INFORMATIONwww.remarketing-forum-and-expo.com REGISTER ON-LINE TODAY!

www.remarketing-forum-and-expo.com

REGISTRATION FEESPRICE PER PERSON +5% GST (GST #:139133268)

$599 per person + $29.95NUMBER OF REGISTRATIONS

person(s) x $628.95 = TOTAL

UNIQUE EVENT! An event unique in Canada

where more than 200 Auto

Wholesale and Remarketing

industry leaders will gather.

Conferences, workshops,

roundtables, exhibits,

discussions and networking.

Come share insight, best

practices and solutions with

colleagues and our experts!

QUALIFIED AUDIENCE!Auto Wholesale and

Remarketing leaders and

professionals, New and Used

Car Dealers, Car OEMs,

Leasing, Finance and Insurance

Companies, Auctioneers,

Fleet Professionals, Trade

Associations, Specialized

Remarketing Servicers.

EXCITING ACTIVITIES! Inclusive VIP Tour, Wine

Tasting and Gourmet Dinner

at Château des Charmes

renowned winery. Optional

9-Hole Golf & Lunch Excursion

at Niagara-on-the-Lake Golf

Course. Great networking

opportunities. Special activities

in Niagara-on-the-Lake, etc.

REGISTER TODAY!

Mail the completed Registration Form and payment to Rousseau Automotive Communication c/o Whiting & Holmes Limited, 541 Brant Street, Suite 8, Burlington, Ontario, L7R 2G6

Fax the completed Registration Form to: 1-905-481-2442

For assistance with reg-istration, please contact Whiting & Holmes at 289-337-3662.

Cancellation Policy: All cancellations must be sent in writing to Rousseau Automotive Communica-tion. Full refund less $100 administration fee will be made for cancellations re-ceived on or before April 30th, 2010.

The host hotel for the 2010 Remarketing – Forum & Expo is the Queens’s Landing located at 155 Byron Street, Niagara-on-the-Lake, L0S 1J0.

Rous seau Automot i ve Communication has ne-gotiated a special rate for participants: $179 (single/double).

Al l guests must make their own reservations di-rectly with the Queens’s Landing on an individual basis. To receive the spe-cial rate, quote Group Reservation #831715 and book by April 29th, 2010. Reservations can be made directly with the hotel by calling 905-468-2195 or 1-888-669-5566.

HOTEL ACCOMMODATIONS

MAY 12-13, 2010 QUEEN’S LANDING, NIAGARA-ON-THE-LAKE

REGISTRATION FORM ATTENDEE INFORMATIONORGANIZATION ADDRESS

CITY PROVINCE POSTAL / ZIP CODE TELEPHONE NUMBER FAX NUMBER

( ) ( )NAME TITLE EMAIL

NAME TITLE EMAIL

NAME TITLE EMAIL

PLEASE INDICATE THE SECTOR YOU BELONG TO:

Remarketing

Retail (car dealers)

OEM

Leasing

Finance

Insurance

Associations

Auctioneers

Fleet

Services

WEDNESDAY, MAY 12

8:30 am - 12:30 pmOptional 9-Hole Golf & Lunch Excursion - Niagara-on-the-Lake Golf Course

1:30 pm - 1:40 pmRemarketing Forum & Expo Kick-Off - Welcome to Queen’s Landing

1:40 pm - 2:00 pm

Tire Industry Strategic Overview - Peter James Gregory, President, Atlas Tire

2:00 pm - 3:00 pm

The Great Adventure of Change - Donald Cooper, Keynote Speaker, Business and Marketing Management Expert

3:00 pm - 3:30 pm Networking Break & Refreshments

3:30 pm - 4:30 pm Secrets of Used Car Sales Revealed

4:30 pm - 5:15 pmFinancing New & Used Cars Wisely – Alan Bird, Industry Entrepreneur

5:15 pm - 6:16 pm Networking Reception – Hors d’oeuvre & Bar Service

7:00 pmChâteau des Charmes – VIP Tour, Wine Tasting, Gourmet Dinner

9:45 pm Return to Queen’s Landing Hotel

THURSDAY, MAY 13

7:00 am - 8:00 am Full Breakfast Buffet - Lakefront Tiara Restaurant

8:00 am - 9:00 am Strategic Point of View on Used Car Market

9:00 am - 9:45 amAuction Roundtable: Industry Insight – Josh Bailey, Senior Manager, Canadian Black Book

9:45 am - 10:15 am Networking Break & Refreshments

10:15 am - 11:00 am

Canadian Legal Landscape: OMVIC Challenges and Opportunities – Carey Smith, Director of Investigations, OMVIC

11:00 am - 12:00 pmRemarketing 20/20: Vision of Tomorrow – Ian McEwen, President, The Marckis Group

12:00 pm – 1:00 pm “Taste of Niagara” Lunch - Lakefront Tiara Restaurant

1:00 pm - 2:00 pmFast Forward: Used Car Dealers - Make Friends via Social Media & Web Marketing

2:00 pm - 3:00 pmRemarketing Fleet Cars: The New Channels – Steve Macaluso, Executive Director, Manheim


3:30 pm - 4:30 pmIncrease the Value of your Used Car Fleet: Go! – Marc Brazeau, President, AIA Canada

Full Agenda, and Compelling Content.Low Fee Event, and Exciting Activities.

[Condensed Agenda / V.1 – 04.01.10]

PAYMENTCARD OR CHEQUE

Visa MasterCard Amex Cheque CARD NUMBER EXPIRATION

| | | | | | | | | | | | | | | | M | M | Y | YNAME ON CARD SIGNATURE

(made payable to Rousseau Automotive Communication)

REGISTER ON-LINE NOW! / FOR MORE INFORMATIONwww.remarketing-forum-and-expo.com REGISTER ON-LINE TODAY!

www.remarketing-forum-and-expo.com

REGISTRATION FEESPRICE PER PERSON +5% GST (GST #:139133268)

$599 per person + $29.95NUMBER OF REGISTRATIONS

person(s) x $628.95 = TOTAL

UNIQUE EVENT! An event unique in Canada

where more than 200 Auto

Wholesale and Remarketing

industry leaders will gather.

Conferences, workshops,

roundtables, exhibits,

discussions and networking.

Come share insight, best

practices and solutions with

colleagues and our experts!

QUALIFIED AUDIENCE!Auto Wholesale and

Remarketing leaders and

professionals, New and Used

Car Dealers, Car OEMs,

Leasing, Finance and Insurance

Companies, Auctioneers,

Fleet Professionals, Trade

Associations, Specialized

Remarketing Servicers.

EXCITING ACTIVITIES! Inclusive VIP Tour, Wine

Tasting and Gourmet Dinner

at Château des Charmes

renowned winery. Optional

9-Hole Golf & Lunch Excursion

at Niagara-on-the-Lake Golf

Course. Great networking

opportunities. Special activities

in Niagara-on-the-Lake, etc.

REGISTER TODAY!

Mail the completed Registration Form and payment to Rousseau Automotive Communication c/o Whiting & Holmes Limited, 541 Brant Street, Suite 8, Burlington, Ontario, L7R 2G6

Fax the completed Registration Form to: 1-905-481-2442

For assistance with reg-istration, please contact Whiting & Holmes at 289-337-3662.

Cancellation Policy: All cancellations must be sent in writing to Rousseau Automotive Communica-tion. Full refund less $100 administration fee will be made for cancellations re-ceived on or before April 30th, 2010.

The host hotel for the 2010 Remarketing – Forum & Expo is the Queens’s Landing located at 155 Byron Street, Niagara-on-the-Lake, L0S 1J0.

Rous seau Automot i ve Communication has ne-gotiated a special rate for participants: $179 (single/double).

Al l guests must make their own reservations di-rectly with the Queens’s Landing on an individual basis. To receive the spe-cial rate, quote Group Reservation #831715 and book by April 29th, 2010. Reservations can be made directly with the hotel by calling 905-468-2195 or 1-888-669-5566.

HOTEL ACCOMMODATIONS

MAY 12-13, 2010 QUEEN’S LANDING, NIAGARA-ON-THE-LAKE

REGISTRATION FORM ATTENDEE INFORMATIONORGANIZATION ADDRESS

CITY PROVINCE POSTAL / ZIP CODE TELEPHONE NUMBER FAX NUMBER

( ) ( )NAME TITLE EMAIL

NAME TITLE EMAIL

NAME TITLE EMAIL

PLEASE INDICATE THE SECTOR YOU BELONG TO:

Remarketing

Retail (car dealers)

OEM

Leasing

Finance

Insurance

Associations

Auctioneers

Fleet

Services

WEDNESDAY, MAY 12

8:30 am - 12:30 pmOptional 9-Hole Golf & Lunch Excursion - Niagara-on-the-Lake Golf Course

1:30 pm - 1:40 pmRemarketing Forum & Expo Kick-Off - Welcome to Queen’s Landing

1:40 pm - 2:00 pm

Tire Industry Strategic Overview - Peter James Gregory, President, Atlas Tire

2:00 pm - 3:00 pm

The Great Adventure of Change - Donald Cooper, Keynote Speaker, Business and Marketing Management Expert


3:30 pm - 4:30 pm Secrets of Used Car Sales Revealed

4:30 pm - 5:15 pmFinancing New & Used Cars Wisely – Alan Bird, Industry Entrepreneur

5:15 pm - 6:16 pm Networking Reception – Hors d’oeuvre & Bar Service

7:00 pmChâteau des Charmes – VIP Tour, Wine Tasting, Gourmet Dinner

9:45 pm Return to Queen’s Landing Hotel

THURSDAY, MAY 13

7:00 am - 8:00 am Full Breakfast Buffet - Lakefront Tiara Restaurant

8:00 am - 9:00 am Strategic Point of View on Used Car Market

9:00 am - 9:45 amAuction Roundtable: Industry Insight – Josh Bailey, Senior Manager, Canadian Black Book

9:45 am - 10:15 am Networking Break & Refreshments

10:15 am - 11:00 am

Canadian Legal Landscape: OMVIC Challenges and Opportunities – Carey Smith, Director of Investigations, OMVIC

11:00 am - 12:00 pmRemarketing 20/20: Vision of Tomorrow – Ian McEwen, President, The Marckis Group

12:00 pm – 1:00 pm “Taste of Niagara” Lunch - Lakefront Tiara Restaurant

1:00 pm - 2:00 pmFast Forward: Used Car Dealers - Make Friends via Social Media & Web Marketing

2:00 pm - 3:00 pmRemarketing Fleet Cars: The New Channels – Steve Macaluso, Executive Director, Manheim


3:30 pm - 4:30 pmIncrease the Value of your Used Car Fleet: Go! – Marc Brazeau, President, AIA Canada

Full Agenda, and Compelling Content.Low Fee Event, and Exciting Activities.

[Condensed Agenda / V.1 – 04.01.10]

of countless sales staff, managers, and other employees across Canada.

Company profi le“We are an international insurance con-glomerate,” explains Marc-André Misat, general manager of Road Canada. “Our mother company is Mapfre S.A. and we are in 42 countries. We are the largest insurance company in Spain and Latin America.”

One of Mapfre S.A.’s subsidiaries is Mapfre Asistencia, with a presence in Europe, Asia, South, and North America. “We have over 37 call centres around the world and over 3,600 employees worldwide,” Misat says. “Road Canada is part of Mapfre Asistencia. Our regional

Fleet Management

Unsung Heroes

“We offer peace-of-mind with a single

phone call,” says Marc-André Misat,

general manager of Road Canada.

Like a faceless hero, Road Canada is always ready to assist stranded motorists.

headquarters is in Miami, and we have an office in Toronto, a call centre in Cambridge, Ontario and two in the USA. We offer North America-wide call cen-tre service to our clients—in French and English for our Canadian clients.”

Although largely invisible, Road Canada has over 50 corporate clients here in Canada, and according to Misat, over 1.5 million vehicles in their Canadian roadside assistance portfolio.

On the road again...When a stranded driver in need of road-side assistance calls his fl eet management company’s toll-free number, he is con-nected seamlessly to Road Canada’s call centre. “He’s calling his fl eet company’s number, but the call is transferred to our call centre,” Misat explains. “However, we are a ‘white label,’ so at no time do we tell the caller that he has reached Road Canada.”

The entire process is invisible to the caller. “We service 6 of the 7 biggest fl eet compan-ies,” Misat says, “and although they have their own call centres where people can call for maintenance and other issues, they also have a roadside assistance number that is routed directly to us. When you press 1, for instance, and want roadside assistance, you come directly to our call centre.”

A specialized serviceAlthough fleet management companies do a great job managing vehicles, they’re not in the roadside assistance business. “They simply can’t have a tow truck close to where every car might break down,” Misat adds, “and that’s where we come into the picture. We have agreements with a network of tow truck companies and can provide assistance within 45 minutes to and hour of receiving a call.”

Road Canada, says Misat, answers about 150,000 calls a year in Canada, provid-ing fl eet customers with everything from a boost, to a tow truck, to fl at tire repairs and beyond. Although completely invis-ible, they’re always at the ready. “We offer peace-of-mind with a single phone call,” Misat concludes.


I f you’ve ever blown a tire or ran out of gas on a deserted highway and needed a tow, weren’t you glad that

someone came up with the idea of road-side assistance? Like a seat belt or an insurance policy, roadside assistance is taken for granted until the day it’s needed.

One of the largest providers of roadside assistance programs in Canada is a com-pany most of us have never heard of—Road Canada. Like an unsung hero, they work in the background, unnoticed and unrecognized until the day they provide a lifeline to a desperate motorist.

Backed by a global insurance giant, Road Canada offers peace-of-mind to fl eet man-agers who are responsible for the welfare


Using the right tool for the right job is critical to the success of every operation, and no where is this more important than with your fleet. Managing over 123,000 vehicles in Canada, ARI has developed the resources, services, data, and customized reporting tools to ensure optimal fleet efficiency and utilization.

Small fleets to large, complex or straightforward, ARI offers leading technology and specialized solutions tailored to individual fleet needs. For the right tools that you need and experience you can count on, call ARI at 1-800-361-5882.

Utility.

A Partnership ApproachAutomotive Resources International

www.arifleet.ca

A nyone old enough to remember 2009 will never forget the angst, tension, and stress the global eco-

nomic system endured last year. The perfect economic storm reshaped the landscape, leaving in its wake bankrupt organizations, deep fi nancial losses, and a spike in ulcers and other stress-related ailments.

Fortunately, 2009 seems to have been an anomaly, and life seems to be slowly get-ting back to “normal.”

Used car purchasersGeoff Helby, National Sales man-ager with the Power Information Network (PIN), a business division of JD Power and Associates, re-cently penned a report about the shopping behaviour of used-vehicle buy-ers in 2009.

Helby collects his data from new car fran-chised dealers who sell used product, and his report on 2009 activity read in part: “The percent of used-vehicle trans-actions that included an extended service contract, life insurance or disability insur-ance decreased notably in comparison to the previous year... The percent of transactions in 2009 that included a loan obtained at a dealership dropped by al-most 5 percentage points, compared with 2008, while cash sales (a category that includes transactions in which custom-ers obtained loans privately) jumped by nearly 6 percentage points.”

The biggest concern for car dealers, espe-cially for the Business Managers at dealer-ships, was the loss of additional revenue, typically earned through extended service contracts, life insurance, and disability insurance.

“That reflects the economic times we experienced in 2009,” Helby says. “The economy forced a more cautious attitude towards spending as consumers endured

a decline in their net worth. Also, the abil-ity to secure an automotive loan became much more diffi cult as lenders tightened their credit purchase policy.”

Dealerships were also concerned with the increase in “cash” sales. “We saw a signifi -cant jump from just over 53% to almost 60% in 2009,” Helby adds. “A cash buyer, by our defi nition, is someone who decided not to have fi nancing arranged within the walls of the dealership. They went outside and dealt with a lending source directly—a bank, line of credit, etc.”

Good newsAlthough 2009 was a diffi cult year, the good news is that business is bouncing

back. When Helby looks at his data for 2010 (over 20,000 used vehicle trans-action from January 1 to March 7), he sees evidence of a rebound in the market with service contract penetration levels, life insurance and disability insurance levels at, or almost near, pre-2009 levels.

“This is a start of a very favourable trend,” Helby explains. “This is a good news story in that consumers are starting to rely

more on the dealerships to arrange their fi nancing, due to a combination of being offered more attract-ive rates and terms, and a more flexible purchase policy being practiced by

the participating lending institutions.”

Impact on FleetWith consumers more willing and able to spend money on used vehicles, dealer-ships will be more eager to buy used vehicles at auction, which is good news for fl eet managers who need to sell product.

“Stronger used vehicle gross margins will naturally lead to a greater appetite for auction vehicles as dealers rebuild their used vehicle inventories,” Helby con-cludes. “With current PIN data indicating extended service contract penetration lev-els jumping up to 22.2%, the opportunity to earn additional back-end gross is avail-able to all prepared dealerships.”

“Stronger used vehicle gross margins will naturally lead to a greater appetite for auction vehicles as dealers rebuild their used vehicle inventories.” – Geoff Helby


Although 2009 was a diffi cult year, Geoff Helby says the

good news is that business is bouncing back.

Industry Insight

Year of the AnomalyAlthough 2009 proved to be a

challenging year, all indicators

point to a better 2010 and beyond.


Amysterious past may be a bonus when you’re looking for romance, but not when you’re buying or selling a

car. A vehicle with an uncertain history can end up costing time and money.

While vendors can claim to do “their best” to disclose the full history of a vehicle, that’s simply no longer good enough. Not only do buyers demand to know all the details, but in certain jurisdictions, like Ontario, full disclosure has been written into law. Effective January 1st, 2010, the Motor Vehicle Dealers Act of Ontario de-mands that sellers present buyers with a complete vehicle history.

Dark secretsBut even the most conscientious vendors can omit details about deep, dark secrets they know nothing about. That’s why companies like London, Ontario-based CarProof are eager to fill in the blanks with a complete vehicle history, cobbled together with information they dig up from their sources.

CarProof collects data from across Canada, and has access to information in the United States through its partner, Experian Automotive. “We have a recipro-cal agreement so we can provide full U.S. histories in all of our reports to our Canadian customers,” says CarProof’s VP of Corporate Accounts, Liselle Wettstein.

Founded in 1999, CarProof offers reports to both consumers and the remarket-ing industry including wholesale, auc-tions, manufacturers, lenders and fleet companies.

“We have two different types of reports,” ex-plains Wettstein “Our most popular report is

Business Tools

Sordid PastWhat secrets are your

vehicles hiding?


Liselle Wettstein says that it’s in the vendor’s best interest to fi nd

out whether the vehicle has been damaged before they sell it.

6 months or a year later and have to take the car back. They’re better off dealing with it up front.”

The peace-of-mind from disclosure allows purchasers across the country to have full confidence that the vehicle under con-sideration is as represented, resulting in higher conversion rates for sellers.

For more information on CarProof reports please visit www.carproof.com, or contact Liselle Wettstein at 519-675-1415, ext. 258 or [email protected].

the CarProof CLAIMS report, providing critical accident data, service records, mileage, etc. This report is primarily aimed at the remarketing industry. Our next most popular report is the CarProof VERIFIED report, which is more of an all-encompass-ing report.”

Off the recordIf you’ve had a vehicle in your fl eet from the moment it rolled off the assembly line, you might assume that you a l ready know the complete history and don’t need a company like CarProof to dig any deeper, bu t Wettstein says that’s not always the case. “Perhaps a vehicle renter was in an ac-cident and had the vehicle repaired with-out the knowledge of the insurance company to avoid a premium in-crease. The fleet company would have no knowledge of the accident but there is a strong chance that CarProof would retain the data.”

Wettstein says her company’s research has unearthed some disturbing statistics. “Through testing with fleet and rental companies, CarProof found that 10% of the vehicles that were tested had previous damage not reported.”

In Ontario, the onus to uncover and reveal the hidden history of a vehicle is on the vendor, and doing so is required by law. In other parts of Canada, Wettstein says it’s just good business practice. “It’s in the vendor’s best interest to fi nd out whether the vehicle has been damaged before they sell it. They don’t want to be caught

“Ten percent of the vehicles that were put out on rental buybacks had undisclosed accidents when they came back.” – Liselle Wettstein


A s a new contributor to this space, I will be focusing on the wholesale market, an area that has not been

subject to significant coverage in the media. This area of the automotive busi-ness represents millions of transactions each year in North America and, as a re-sult, what happens in the wholesale mar-ket fundamentally affects the new car business. The two are inextricably linked and the wholesale stories are very im-portant in understanding the automotive industry as a whole.

The wholesale market in 2009 provided some “good news” stories. A focus for many sellers in the wholesale market was on getting prepared for the implementa-tion of the Ontario Motor Vehicle Dealers Act (2002). Though intended primarily to enhance consumer protection laws per-taining to the purchase of used vehicles in Ontario, the Act has had a national impact on the large commercial sellers, including the manufacturer fi nance, rental and leasing companies. This will be the subject of a future article once the mar-ket has had time to adjust to the recent implementation.

While vehicle history disclosure is re-garded as a positive in our business, the bigger “good news” story of 2009 was the strength of the used vehicle market. After 2008, a year marked by signifi cant pres-sure on prices, 2009 came in with pent-up demand for used vehicles. This demand was driven by a number of factors, but

perhaps the most prevalent were the at-tractive prices of used vehicles and the challenging economic conditions for many prospective car buyers.

Moving from bad to goodFor the 15 months preceding 2009, over-supply was a major factor affecting the Canadian used vehicle market. Starting in the fall of 2007 with the appreciation of the Canadian dol-lar against the U.S. dollar, many dealers and consumers iden-tifi ed an opportunity to source inventory south of the border, saving signifi cantly on their purchases as a result of price dispar-ity between the two countries.

This led to excess supply in the Canadian market, where there were many more vehicles available than required to meet domestic demand. The additional impact of a weakening Canadian economy as a result of the recession contributed to fur-ther demand constraints, keeping some purchasers on the sidelines through the end of 2008. As a result, we experienced substantial price depreciation as indicated in the ADESA Canada Used Vehicle Price Index, which declined by close to 10% from mid-2007 to December 2008.

The story was much different at the begin-ning of 2009. The combination of lower prices and the lack of credit available to

many consumers for the purchase or lease of a new car resulted in robust demand for used vehicles. This demand was met with somewhat constrained supply and prices began to rise early in the new year, a phenomenon that was able to sustain itself well into the year. The Index rose al-most 10% from its low point in July 2008 to its 2009 high in October, before falling

back to end the year up 3.2% from December to December.

Similar experience for the fl eetsAs would be expected, the experience of the

fl eet vehicle remarketers was consistent with the wholesale market in general. Prices for fl eet units for the 2008-2009 period peaked in October 2009 before falling back to their January 2008 level at the end of December 2009. An interesting trend in the market over this same period was the increasing odometer values for re-marketed vehicles. The average odometer reading increased approximately 7% for fl eet vehicles sold in Q1 2008 as com-pared to vehicles sold in Q4 2009. This is to be expected as many fl eet operators are keeping vehicles in service longer.

As 2010 unfolds, we will attempt to pro-vide additional insight in this space. For more detailed discussion, please visit www.adesa.ca for the ADESA Canada Used Vehicle Price Index and monthly commentary provided by ALG Canada.

2009 was a welcome change for wholesale buyers

and sellers, with a more robust Canadian used vehicle marketplace.

Wholesale Perspectives

Stories from the Wholesale MarketIf you have been following the stories written about the auto-

motive industry over the past couple of years, you would be

justifi ed in feeling some level of fatigue. It has been a period

of overwhelming commentary, prediction, and emotion.

Trevor [email protected]

Trevor Henderson is vice president of e-business and business development for ADESA Canada, where he is responsible for guiding the development and implementation of strategic

online programs and services for ADESA’s commercial and dealer customers.


Afl eet manager’s job—just like a tech-nician’s—is to make sure that all the vehicles in the fl eet under his control

are road and safety ready. The air condi-tioning system is just one of many checks that should be made. Leaks need to be found and fi xed and sometimes this is not an easy job. One thing that isn’t necessary today is changing the thermostat, thank goodness. That seasonal change went out many years ago!

Air fl owThere are many obstructions and vents that can compromise air flow. Another common failure is a clogged cabin air fi lter. One of these items can lead to a misdiagnosis and you may think there is a stuck blend door or the blower motor could be failing. The cabin fi lter, if clogged, can cause contaminates to be concentrat-ed in the cabin by maybe 50%. This fi lter should be replaced when required.

Your technicians will also likely do a cool-ant fl ush, but the manufacturer’s manual should be checked for “replacement inter-vals.” Remember also that the manufac-turer’s specifi ed antifreeze must be used.

In addition, you must consider that old or improper antifreeze could be a cause of ECD—electro-chemical degradation. This can cause corrosion, and therefore hose or components can fail because they have been weakened or corroded from the inside.

Drive belts, etc. An A/C technician I spoke with once said that at their location they service air conditioning in four sections: drive belts/tension pulleys, cooling systems, electrical systems, and electronic systems. Take a look at these sectors as they play a huge part in the A/C system. It doesn’t matter which one you start with, as long as all are checked.

You know that, in the electronics depart-ment, the computer turns on the A/C system—the switches and sensors tell it what’s happening. To check it, have the tech fi ll the system with Nitrogen at the recommended psi and the computer will think it’s charged. When you run the A/C, you will hear if the compressor is noisy when it pumps.

Drive belts need special attention to the tension—as the engine revs, does it freely move up and down? Are there any belt track changes? Is there any fraying, crack-ing, or glazing? Are there any bearing noises in the pulley? Is the belt sunk down into the pulley?

The cooling system also needs to be checked with the A/C running. Radiator fi ns should be checked for any leaks, and both upper and lower hoses need to be checked for swollen, cracked, or weak sec-tions. In addition, the water pump should be checked for coolant seepage.

Don’t forget to check the electrical fan. Remember—the fans and blower will be on high speed and the A/C clutch will be engaged but, additionally, has to power the cooling fans at idle. The alternator output and battery conditions need to be checked also.

The A/C is important to your fl eet—make sure it’s running properly. The spring check up is extremely important.

PHOTO: JACK KAZMIERSKI

PHOTO: AUTODEADLINE.COM

Shirley Brown [email protected]

Air Conditioning Checks

Summer Is Coming, Check the A/CThe A/C is due for a spring checkup… after all, much

like some animals, it’s been asleep for the winter. Now is

the time to check out all of its components to see if it is

ready to go for the long, hot summer days ahead.


T R U C K S E C T I O N

T here are very little cosmetic changes to the Super Duty’s body. Only the front grille, the headlamps, and the

bumper seem to have changed. But under the hood, there’s a lot to say.

The enginesThe new base engine, a 6.2-litre gaso-line V8, develops 385 horsepower and 405 ft-lb of torque. It can run on E85 fuel. In addition, the power of the much awaited 6.7-litre turbodiesel V8 has fi nal-ly been unveiled at 390 horsepower and 735 ft-lb of torque. Both engines are hooked to a new six-speed automatic transmission that can be shifted manually.

All that power means that a fi fth-wheel equipped F-350 can pull trailers up to 21,600 lbs while the F-450 can go up to 24,400 lbs. Also, Ford has introduced a new gooseneck hitch system that features a frame support built under the pick-up bed and integrated by the manufacturer to the chassis and a ball that can be removed simply by unlocking it from its base. Thus, the pick-up bed can be fully usable.

Once again, the F Super Duty, which represent some 40% of Ford’s light truck sales, is available with a regular cab, a Super Cab, and a Crew Cab. According to Ford offi cials, the most popular model remains the F-250 XLT Crew Cab 4x4 with the gasoline engine. Its interior is one of the roomiest of the segment. In Canada, a base F-250 XL with regular cab and 4x2

starts at $35,499. The popular F-250 XLT Crew Cab 4x4 mentioned earlier goes for a base price of $43,399. The optional turbodiesel engine goes for an additional $9,950.

A special engineThe 6.7-litre turbodiesel V8 is now being produced by Ford itself. The American car maker has stopped relying on outside providers and it has decided to offer its own diesel engine, a totally new power-plant with all the modern amenities you can think of and more. Indeed, in design-ing the new engine, Ford people have discovered they could move the intake under the cylinder heads, and the exhaust system above the V8. Consequently, the turbocharger, a unit that has often proven in need of maintenance, is now on the top of the engine where it can easily be reached without taking apart the truck’s front end.

It’s Finally Here!

Ford Launches Its New F Super DutyFord has fi nally launched its all-new Super Duty line of F Series light

trucks. Once again, it will be offered in the F-250 and F-350 pick-

up models and in its commercially oriented F-450 and F-550 chassis

cab. And let’s not forget the unique F-450 pick-up in the line-up!


PHOT

OS: É

RIC

DESC

ARRI

ES

A Ford Super Duty F-450 pick-up can pull trailers weighing more than 24,000 lbs.

Montreal’s Peter Frantzenkakis was

in charge of the engineering of the

Super Duty. That’s an F-350 pulling a 75,000 lb loader!

The F-450 can also be offered as a commercial chassis-cab.

The new F-250 is shown here in one of its most popular body styles.

This is the Ford Super Duty’s interior.


B ut all that is about to change. Indeed, after unveiling a concept vehicle a little more than a year

ago, Nissan has just unveiled the produc-tion prototype of the fi rst light commercial vehicle it will market, starting next fall, in Canada and the U.S. First called the NV, this locally designed delivery van will be based on an updated Nissan Titan chassis and will be offered with a regular roof or a high-rise roof version in which operators will be able to walk. However, Nissan management has specified that the NV will be a totally new truck, including a new chassis, except for the 4.0-litre V6 and op-tional 5.6-litre gasoline-powered engines available with a five-speed automatic transmission.

More to comeThe Nissan NV delivery truck was un-veiled at the National Truck Equipment Association show in St.Louis, Missouri in early March. According to Nissan offi cials, the truck will be offered in 1500, 2500, and 3500 versions—we speculate that the next generation Titan pick-up truck will also be offered in such capacities—and it will be built in Nissan’s Canton, Mississippi facilities where the company is investing some $18 million in expan-sion. Actually, according to Joe Castelli of Nissan USA and Mark Grimm, president

of Nissan in Canada, this line represents the most researched Nissan product since 2004!

Nissan has announced a cargo area that is 120.7 inches long and 53.4 inches wide between wheel wells (which have a fl at top). The standard version will offer a 55.5-inch height while the higher version will offer a 76.5-inch height that will allow an average person to stand up. Note the almost vertical walls. Nissan included the ease of upfitting with brackets, prewir-ing, full inner panels, mounting points for racks (that require no drilling), and more.

The front passenger compartment will feature “smart functionality,” looking very much like a mobile offi ce with some stor-age. Add to that Bluetooth connectivity and a rear-view camera. According to Castelli, a chassis-cab is in the picture. There will also be a NV200 version of this truck, a smaller vehicle made to compete with the Ford Transit Connect.

Where to fi nd it? Nissan Canada is thinking of an initial 15 to 18 Canadian dealers for the NV line of trucks. In fact, there might be more than 30 dealers in total when the brand is well established. Most dealers will be in metro areas and will have to have a 15-ft

A New Player

Nissan Unveils Its First Commercial VehicleFor many years, Japanese auto maker Nissan

has been very active in the commercial vehicle

segment around the world. However, even

though it has a successful fl eet of such vehicles

in Mexico where it holds some 40% of the

commercial truck market, it has never offered

a commercial truck in Canada and the U.S.

T R U C K S E C T I O NÉric Descarries [email protected]

Nissan unveiled its commercial van at the NTEA last March.

The Nissan NV delivery van will be sold in an extended roof version .

People can walk inside an extended roof Nissan NV.

door stall with a 30,000-lb lift. And they will require an on the road salesperson. Diesels? Not for the moment because, according to Nissan, the demand is much lower than originally thought. Some NVs might find their way into RV outfitting, but more than 80% should be within the commercial fl eets. The NV will go on sale during fall 2010.



O ne in 5 vehicles need a new belt, according to the Car Care Council. Since the late 1990s, automakers

have been installing EPDM (Ethylene Propylene Diene Monomer) belts on new models. It’s a superior technology but the wear is harder to determine. Gates, a com-pany that specializes in belts, hoses, and hydraulics, developed a Belt Wear Gauge to help identify and recommend replace-ment at the appropriate time and we’re bringing you this information here. Other belt manufacturers’ websites provide in-formation as well—Dayco, Goodyear, and ACDelco.

EPDM belts rarely show cracks and chunk-outs. As they age, they gradually lose rubber material. Over a period of 160,000 km, a belt can lose up to 10% of its rib material. While this may not seem like a lot, the consequences can be signifi cant.

Signs of WearThe diagram above shows how EPDM

belts wear as they age. Although the ribs haven’t become shorter, material has been lost in the val-leys of the ribs (indicated in red), making the space between ribs wider. As more material is lost, the pulleys ride deeper into the belt valleys resulting in slip, noise, and hydro-planing. With sufficient

material loss, the pulley ribs “bottom out” in the valleys and ride on the belt cord. This reduces the surface contact on the valley sides, where the traction is gener-ated. Wear also increases the effective

belt length, lowering the tension in the system, which reduces traction.

Although EPDM belts don’t seem to crack with age, they can still exhibit other symp-toms caused by problems with the ac-cessory drive—tensioner misalignment or failure, pulley misalignment, excessive heat, or bearing failure in one of the other components. If the belt exhibits abrasion, cracking, glazing, or pilling, it needs to be replaced. If it fails, it could damage other system components.

Accessory belt drive system problems caused by a worn beltA worn belt can lose traction (slip) on the pulleys, particularly in high-load and/or wet conditions. Slip can cause belt/pulley temperatures to rise by up to 50%, lead-ing to early accessory bearing failure.

Hydroplaning occurs when water cannot be effectively channeled away between a worn belt and the pulleys. The belt then “hydroplanes” on a fi lm of water, resulting in loss of power transmission to the ac-cessories. This can result in the “Check Engine” or “Alternator Charging” warning lights to come on.

Material loss can also cause a change in the effective belt length, which can move the tensioner beyond its take-up range. This will reduce overall system tension, also lowering accessory performance.

Misalignment wear can also be an indica-tion that the internal components of the tensioner have failed. Material loss and subsequent changes to effective length on belts can also cause belt slip, resulting in noise, vibration and high heat, which can damage accessory bearings and cause ac-cessories to fail.

If an accessory drive repair is necessary, it makes sense to replace the belt with sig-nifi cant mileage. If your fl eet vehicle has 100,000 or more kilometres of service on the belt, you should consider belt replace-ment. It’s a wise preventive maintenance recommendation. If the belt shows signs of pilling, glazing, cracking or misalign-ment damage, it needs to be replaced.

www.gates.comwww.dayco.cawww.goodyearep.comwww.acdelcocanada.com

Our thanks to Gates Corporation for the informa-tion above.

Belt Wear

Check It OutBelt wear is something people tend to overlook. In a fl eet such as yours, it’s very important,

so take the time to look at the vehicles you’re in charge of.

Shirley Brown [email protected]

Undamaged EPDM belt


Decisions, Decisions

Ford Introduces a New Police Car



I ndeed, Ford will then terminate the production of its venerable Crown Victoria, a car that has been the icon

of police cars for so many years. As a matter of fact, Ford is bragging that it holds some 70% of the police car market in North America. But as the Crown Vic is disappearing, police departments will have to choose between a slightly revised Dodge Charger, the upcoming Chevrolet Caprice based on an Australian chassis, or the all-new Police Interceptor, based on the Taurus, recently introduced by Ford.

The 2012 Police Interceptor is fi rst of all designed for safety, according to Ford. And, it is not a car adapted for police work but an all-new purposely-built vehicle. For example, its structure is designed to pass a 120 km/h rear-end crash!

Front or all-wheel driveThe new Police Interceptor starts as a front-wheel driven car. And, as almost all full body-on-frame cars are out of produc-tion now, this new Police Interceptor is a fully unibody sedan with a structure that was reinforced, according to Ford. And not only is it designed for police work, it is also designed for fl eets. Its base engine will be the Duractec 3.5-litre V6 that develops 260 horsepower while the op-tional engine will be the 365-hp EcoBoost 3.5-litre V6 that is more powerful than the actual Crown Victoria V8 but as econom-ical on fuel as the DuratecV6. Another optional mechanical equipment is the all-wheel drive system. Ford claims that an EcoBoost Police Interceptor with all-wheel drive and Advance Trac RSC will accelerate twice as fast as the current Crown Vic.

The chassis was beefed up with stronger engine mounts, reinforced front subframe, rotors and brake callipers, and cooling package—and look at the Crown Victoria-styled grille. Finally, the Police Interceptor has new geometry for its suspension, big-ger 18-inch wheels crash-tested on 8-inch curbs at 64 km/h and it is available with a

220 amp. alternator with new easy wiring.

A specifi cally designed interiorBut for police work, what really counts is interior room, and this is one of the rea-sons Ford has purposely built the Police Interceptor. First, let’s mention that the shift lever has been moved from the con-sole to the steering column, close to the dashboard. The console was reshaped in order to add more room for equipment. Front seats were ergonomically designed, equipment in mind once again. The rear seat also known as the “containment zone” is larger than it seems. The actual prototype that was shown to Ford’s guests had a safety division but still left a lot of room for the vinyl upholstered rear bench seat with rubber mats. Rear doors open more than 70 degrees for better access.

The new Police Interceptor, a car designed for 10 years or 240,000 km of work, is scheduled to go through a certification test next fall with California and Michigan police. By the way, Ford has also an-nounced its sedan will have interchanging parts with an upcoming Police Interceptor SUV (could it be the next Explorer?).

North America’s police

departments will have

serious decisions to make

come 2012…

The upcoming Ford Police Interceptor has

a familiar grille.

Two cops fi t very comfortably in the

new Police Interceptor.

The trunk area of the new Police Interceptor is designed to

accept a lot of equipment.

Ford redesigned the Taurus

interior to make it ergonomically useful

for police work.


Y ou saw the posting. It’s the perfect job. You have all the key skills… you’d be a great fi t and you know

that you would produce record results for the new company. But how do you get the company’s recruiter to agree?

It all starts with your resume.

What does your resume say about you? Does it grab the recruiter’s attention, and provide a compelling reason for them to continue reading? It needs to.

Truth is…You should always have your resume “current and polished.”

Surprisingly, many executives haven’t dusted off their resume in years… some don’t even have one.

I’ll admit it isn’t easy to write a two to three page document about oneself. At the very least, it’s a purging experience. Done right, it calls out to a recruiter, how well you would fi t into that perfect, new role.

In my practice, I generally see two key areas to writing a resume that require major improvement—format, and con-tent. Many people use common, lack-lustre templates, formats that provide little to distinguish their resume from the sea of candidates competing for the same position.

Most people can easily jot down a com-plete list of their job responsibilities, but few know how to highlight their true

achievements. Fewer still can readily ar-ticulate their career goals. Content is all about the writers’ ability to showcase themselves, to write succinctly, about what they’ve done, what they’ve accom-plished, and what they’d like to do.

You need a persuasive resume…That said, how would you go about writing a persuasive resume?

Clearly, it needs to give a great fi rst im-pression. At the top of the page, provide a branded look to your name. Present your-self to recruiters in a truthful, but polished way. Avoid common templates; be cre-ative, professional… distinguish yourself.

Below your name and contact coordin-ates, present a power statement, custom-ized to the position you are applying for. You need to answer the recruiter’s burning question, “What do you have to offer that is important to the company I represent?”

Next, in a separate section, provide a quick profile of your strengths, list your core competencies. If you Lead Courageously,

Think Strategically or Drive Execution,

then call it out.

For executive searches, recruiters prefer to see experience listed chronologically, because it highlights responsibilities and

achievements in a very readable manner. Knowing this, you would then organize your experience by position title, listing your most recent position fi rst. You need not go back farther than the past 10 to 15 years. Beyond that is not relevant.

Include a brief synopsis of any companies where you have worked. You don’t want to leave the recruiter guessing. For each job

at that company, spell out your accomplishments separate-ly from your responsibilities. First, state your responsibil-ities in two or three senten-ces, while emphasizing your skills and abilities. Use action verbs to start each sentence,

such as: designed, organized, built, led, earned, established.

Below responsibilities, highlight your major accomplishments. Accomplishments re-fl ect what was achieved as a result of what you did. For example: “Increased profi ts 30% by developing and implementing a national direct marketing campaign.”

The rest is pretty straight-forward. At the bottom of your resume, briefl y state your education, relevant association affilia-tions, and awards.

Remember, recruiters are looking for achievers, people who consistently go above and beyond. An achievement-ori-ented resume, like the one I’ve just de-scribed, is your personal advertisement, a marketing brochure to get you the inter-view that will help you to land that perfect job.

Human Resources

What Does Your Resume Say About You… When You’re Not Around?A well crafted resume is your personal advertisement—your marketing brochure.

Many executives haven’t dusted off their resume in years… some

don’t even have one.

Barry joined Madison MacArthur Inc. as director of Executive Search with over thirty-fi ve years of business experience in the automotive manufacturing sector. He held senior executive positions in sales, service, marketing and public affairs, and also certifi ed as an executive coach. His career has taken him across Canada, living in Regina, Winnipeg, Vancouver, and Toronto. Barry is a graduate from the University of

Saskatchewan with a Bachelor of Administration degree. He is an active supporter of numerous charities, and currently sits as Chair, Board of Directors for the Canadian Medic Alert Foundation. Barry Kuntz

[email protected]


Stewardship Ontario is a leader in the development and delivery of innovative and effi cient recycling and waste diversion programs. This Do What You Can program is funded by the industries (our Stewards) that make and market these products.

Visit us at: www.stewardshipontario.ca

EMPTY PLASTIC BOTTLES? THERE’S SOMETHING IN THEM FOR YOU.Stewardship Ontario is an industry organization that is committed to building sustainable communities and a greener Ontario by helping businesses, like yours, recycle certain hazardous and special wastes effi ciently and cost effectively.

As part of the Do What You Can program, we will arrange to collect and recycle these itemsdirectly from your automotive service centre – at no charge to you:

• empty oil and antifreeze bottles • antifreeze • oil fi lters

To fi nd out more about our Do What You Can program, call 416-919-5823.

dowhatyoucan.ca

CLIENT: Stewardship TRIM: 8.125" x 10.875" PUBLICATION: ReMarketing Forum & Expo IssueJOB #: SO-1032-3 LIVE:

DESCRIPTION: FP, 4C BLEED: 8.375” x 11.125” INSERTION DATE: April 21, 2010

1910 Yonge St., Toronto, ONT: 416 484-1959

SW-1032-3 Plastic.indd 1 3/30/10 2:39:40 PM

the 2010 DoDge Ram 1500

the Cha LLeNge ISN’ t WoRK INg ha RDeR. I t ’S WoRK INg Sm a RteR.

www.fleetchrysler.ca | 1-800-463-3600(1)Based on energuide fuel economy estimates of 15.4L/100 km (18 mpg) City/10.2L/100 km (28 mpg) hwy for 4x2 models using transport Canada test methods. Results depend on driving habits and conditions. Chrysler, Dodge are registered trademarks of Chrysler Canada Inc., a wholly owned subsidiary of Chrysler LLC. RamBox is a trademark of Chrysler LLC. Fleet operations is a division of Chrysler motors LLC.

Ram’s available new, more powerful 5.7L V8 –

with fuel-saving mDS(1) and VVt

Innovative available RamBox™

Cargo management System

Five-link coil spring rear suspension

delivers a smoother highway ride

09 Ram 1500 Ad_8.375x11.125.indd 1 1/25/10 10:03:54 AM

Documents

Manufacturer Spotlight Fleet For(vw)ard · VOLUME 4 / NUMBER 2 / $4.95 / APRIL 2010 / autosphere.ca PM 40014105 Manufacturer Spotlight Fleet For(vw)ard JOHN WHITE