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DealerPOINT

www.watda.org n Published by the Wisconsin Automobile & Truck Dealers Association n 1928-2006 n Vol. 21 Spring 2006

WATDAPO Box 5345Madison, WI 53705

PRSRT STDUS Postage

PAIDPermit No 1027

Madison, WI

6 l Milwaukee area auto group hosts blood drives

9 l What a mom wants

11 l Fueling a passion for giving

inside l

BY LYNN ENTINE

How would you like to jump-start thespring selling season, raise money for agood cause, and polish your local repu-tation, all with the same activity? Toogood to be true, you say. Or maybeyou’re thinking it sounds like too muchwork, too expensive. Don’t tell that toT.J. Johnson and the Madison AutoDealers Association (MADA).

They raised nearly $53,000 this yearfor HospiceCare Inc. through the 10thannual Madison Auto Show. The non-selling show is sponsored and staffedby Madison’s seven large dealer groupswho make up the Association. Localmedia and staff at the Alliant EnergyCenter where it is held also contributeextensively. About 12,000 peopleattended the 2006 show held the week-end of January 20-22.

“It’s turned into a community eventthat people look forward to,” saysJohnson who has been show chairmanfor the last six years. “People can seenew products and sit in a car they haveon their list. It’s a shot in the arm forsales staff who can talk to interestedpeople. And it’s a way to give back tothe community.” Johnson, now salesmanager for Smart Motors, previouslyworked for Bergstrom CadillacHummer in Madison.

The charity funds come from a raffle.The grand prize is a car or truck donat-ed by the Association. (Charity rafflescommonly pay for the grand prizefrom ticket revenue.) To make the raffleprize even more attractive, 16 differentmakes and models are offered by mem-ber dealers.

“The dealers put up a car and we selltickets,” says HospiceCare SpecialEvents Coordinator Cathy Sullivan.Ticket sellers include many of the orga-nization’s 300-plus employees alongwith dozens of volunteers. Sponsoringdealers and other contributing groupsalso sell tickets, starting in November.

“It’s just phenomenal that we are ableto receive 100% of the proceeds from

the raffle tickets wesell. The moneygoes directly to ben-efit terminally illpatients and theirfamilies,” she says.

HospiceCare Inc.also benefits consid-erably from the carshow publicity.Newspaper and TVads, promos andmedia appearances,a special newspapersupplement, bill-boards, dealer ban-ners, etc. all pro-mote HospiceCarealong with the showand its sponsors.

At the show deal-ers put up displays,showcase theirnewest products,and bring in carsfrom inventory. Thecars are open for vis-itors to sit in. Salespeople answer ques-tions and greetfamiliar customerson Friday and

Saturday, and on Sunday the show isstaffed with people from parts, the office,and the body shop. Dealer principalsand general managers even pitch in.

Other draws for the show haveincluded an appearance by a celebritywith a local connection, like MattKenseth, and informational workshopsby nationally-recognized car critic MattJoseph who is based in Madison.

Charity auto show benefits everybody

Buying a raffle ticket was a way to support HospiceCare, until hernumber was called. The winner can’t believe her good luck.PHOTOS COURTESY OF HOSPICECARE INC.

TMQDA RECIPIENT: Bob Pietroske, seated with (from left) Farhad Fozounmayeh of TIME Magazine, Gary Williams, president,WATDA, Pete Dorsch, board chairman, WATDA, and Jim Davis of The Goodyear Tire & Rubber Company.

CONTINUED ON PAGE 6

Did you know...

New vehicles powered by

hybrid electric or clean

diesel engines are expected

to garner 11% of US Sales

by 2012 —up from 4.8% in

2005."

Source: J.D. Power - LMC Automotive Forecasting Services

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interested in saving money?The Cafeteria Plan will do just that. Through health premium, dependent care and medical reimbursement plans, employee health expenditures are not taxed.

Call Jim Salerno today for an individual analysis of your business.

WATDA Cafeteria Plan • (608) 251-5577

WATDA is proud andexcited to announce thatEric Jorgensen has agreed toserve as chairman of theTruck Council. As WATDATruck Council chair, Ericwill not only preside overTruck Council meetings anddirect staff with regard to theneeds and issues specific toour truck dealer members.He will also serve onWATDA’s board of directorsand executive committee.

Eric is the president andCEO of JX Enterprises( JXE), which consists of ninePeterbilt dealerships andother businesses. JXE isheadquartered in Waukeshaand is a second-generation businessfounded 36 years ago by Eric’s father,Charles (Chuck) Jorgensen. Eric is apartner in JXE, a family-owned busi-ness, with his brother Curt. JXE hasfive locations in Wisconsin, dbaPeterbilt of Wisconsin, and four loca-tions in Illinois, dba Peterbilt Illinois.JXE is franchised for heavy- and medi-um-duty Peterbilt, Volvo (Wausau storeonly) and Ottawa yard spotters.

You would think that would beenough to keep anyone busy, but justto make sure the devil has no idle timeto work with, Eric and his wife Sarah

have three daughters ages 9, 10 and 11,to chase around. It’s no wonder thatwhen he gets time to himself he is aself-professed natural adrenaline junkie,playing with motorcycles, ATVs, jump-ing out of helicopters just to ski downthe side of a mountain, snowboarding,and barefoot water skiing. He alsoloves to travel to new places, experi-ence new cultures, cooking, music, artand learning.

Sounds like we have a real renais-sance man ready to lead the TruckCouncil and the Association down theroad to further success.

among North Central Region dealers.

Bergstrom Hummer recently donat-ed a free one-year lease of a 2006 H3 tothe Eau Claire County Sheriff’sDepartment.

The Manitowoc-Two Rivers AreaChamber of Commerce recently award-ed the Joseph P. Schmitt Speak UpAward to Bob Pietroske of PietroskeInc. The award is intended to honorthat individual member of the commu-nity at-large who, over a period of time,has contributed to the quality of life forthe citizens of Manitowoc County in anexemplary fashion.

Don Miller Mazda of Madison,Holiday Mazda of Fond du Lac andMorries Chippewa Valley Mazda inChippewa Falls were all recently recog-nized as winners of Mazda’s 2006Winner’s Circle Gold Cup CertifiedDealer award.

Crest Cadillac, Inc. of Brookfieldwas named as a 2005 Cadillac SFEPlatinum Dealer.

Daniel Mangless of GandrudNissan in Green Bay was recentlyannounced as a recipient of Nissan’sOwner First Award of Excellence.

Jon Lancaster Toyota, KenoshaToyota, Kolosso Toyota, Smart Toyotaand Wilde Toyota all achieved ToyotaSignature Certification during 2005.

Warsinske Motors in WisconsinRapids has sold its Dodge Franchise toMark Olyink of Mark Motors inWisconsin Rapids. Warsinske Motorswill continue to sell used vehicles.

Valley View Ford Inc. of WestSalem has been sold to the DahlAutomotive Group of Onalaska, effec-tive April 1.

2 DEALER POINT l spring 2006

CENTER STAGE l awards, honors, milestones

FROM AROUND THE STATE l changes

Barb Weis and husband DavidWeis, both of Holz Motors, Inc. gradu-ated recently from the DealerCandidate Academy of the NationalAutomobile Dealers Association.

Robin Auth of Bergstrom EnterpriseMotorcars and David Golombowskiof Bergstrom Hummer are recent grad-uates from the General DealershipManagement program of the NationalAutomobile Dealers Association.

Parsons of Antigo recently celebrat-ed their 70th anniversary with co-founder Adeline Parsons on hand forthe big event.

Russ Darrow Honda of Milwaukeereceived the 2005 Council ofExcellence Award from HondaFinancial Services.

Mercedes-Benz recently presentedRalph Mauro of International Autosin West Allis with a Mercedes-Benz2005 “Best of the Best” dealer recogni-tion award.

GM recently honored Jim Brennanof Brennan Buick for his 25 years ofservice as a Buick dealer. Jim has beenin the automotive business for a total of57 years.

GM recently announced IvanGandrud Chevrolet Inc. of GreenBay and Bergstrom Chevrolet BuickCadillac Inc. of Neenah earned honorsas 2005 GM Certified Sales Leaders.Both dealerships ranked in the top five

DealerPOINT

A publication of the WisconsinAutomobile & Truck DealersAssociation focusing on the humanside of the membership and trade.

Address correspondence or editorialmaterial to:

Dealer Point, Editor, PO Box 5345,Madison, WI 53705-0345.

Address advertising materials to: Dealer Point, Editor, 150 E. Gilman

St., Suite A, Madison, WI 53703-1493.Telephone: (608) 251-5577

Fax: (608) 251-4379Web: www.watda.org

Editor l Abby [email protected]

Design l Melody MarlerMarler [email protected]

2006 WATDA OFFICERSPete Dorsch ChairmanTim Vernier Chairman-Elect

Bob Pietroske Secretary/TreasurerGary D. Williams President

Copyright ©2006 by WATDA04/06-1.6K

Doug Bradley, Green Bay area zoneManger for GM, recognizes Jim Brennanfor his 25 years of service as a Buick dealer.

New chair of Truck Council

SIGN UP NOW FOR ELECTRONIC PROCESSING!

By June 2007 DMV will require alllicensed motor vehicle dealers toprocess applications for title and regis-tration electronically. There are twoways to do this:1: Use a service such as CVR(Computerized Vehicle Registration), or 2: Sign up directly with DMV.

If you currently use CVR you do nothave to do anything. If you do not cur-rently use a service like CVR and wouldlike to, call Pat Sand at 800-668-2332(ext 1333).

If you would like to sign up directlywith DMV please contact ReggieParadowski at 608-266-8949 or NancyPassehl at 608-264-8935.

If you have any questions you canalways call WATDA at 608-251-5577and ask for Jim Neustadt.

Wisconsin Automobile & TruckDealers Association

A WATDA Program

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3DEALER POINT l spring 2006

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GARY’S BRIEFS l gary williams, WATDA president

TRACK SHOESThe auto indus-

try is not boring.Think about howthings were just 10years ago in 1996.Now think abouttoday. Back-to-back experiences at

the NADA Exposition and then at theMilwaukee Auto Show created a clearvisual reality as to how so much ischanging in the business lives of deal-ers. Most changes, I believe, are forthe better. Regardless, it is obvious thatit takes great dealer investment to keepup with today’s reality, when reality isrunning on a pair of track shoes.

FORDThe Ford exhibit at the auto show

impressed me. Now here is a companythat is getting kicked around by punditsof all types. Yet here is a display of fab-ulous products covering nearly allmajor market segments. Ford productsdid not play second fiddle to any otherline-up at the show. So where’s theissue?

AIADAI wish that AIADA would stick with

free trade issues exclusively.

TEN NEW DIRECTORSWow! The largest class of new direc-

tors ever spent a day with yourWATDA staff getting “oriented.”There are a total of 44 directors, so thisis a big turnover.

Against a backdrop of indictmentsand trials, the legislative process moveson. Lobbying the legislature is always abit scary because there are so manyways to get ambushed. However, weneed to be concerned also about thedirection our Supreme Court is takingon liability issues. Business and the med-ical profession are taking big hits. Onlythe legislature working with the gover-nor can make the fixes. Will they?

MADISON POLITICSWe are very near to having a very suc-

cessful legislative session. Watch for yourbulletin regarding our franchise bill, lyingon credit applications, and changes toreplevin in repossessions. Thanks to themany dealers who have helped, includ-ing Jim Tolkan, Mike Schlossmann, andRuss Darrow and Tony Karabon(Boucher Group attorney).

LEGISLATIVE WINSWe have big issues in Congress to

address before year-end. “Right-to-repair” legislation is an attack on intel-lectual property, and it will undermineyour investment in the franchise. The“Death Tax” issue is critical for dealers,as is a national title brand system.

CONGRESSI am serving as government relations

chairman for ATAE this year, and wecoordinate with NADA’s GovernmentRelations Committee and staff to focusour resources on agreed priorities.Even as our state session winds down,the Congressional calendar heats up.

THE RUSSIANS ARE COMING!THE RUSSIANS ARE COMING!

At the urging of Chairman PeteDorsch, all WATDA staff executives,including me, will fan out around thestate for personal visits with dealerprincipals. These will be listening ses-sions and we are looking forward tothem. They will take place throughoutthe year.

RAWHIDE PROFILE l andrew

My name is Andrew and I am 17years old. I am from Dane County andhave been at Rawhide for almost fourmonths. Some of my favorite hobbiesare skateboarding, listening to music,and art. I really enjoy working withCaptain Guerin, (About Face fieldtrainer) on the job site.

After I finish high school, I hope toenter some sort of an apprenticeshipprogram and become an electrician.Some of my main goals in life are tobecome fully independent, own myown house, and get married.

When I first got to Rawhide, I wasn’tvery excited to be here. I felt likeeveryone was out to change who I amand change me into their mold. Afterabout two months, I finally realized

that they weren’ttrying to changewho I am, but tochange me on theinside. Before Icame to Rawhide,my relationshipwith my dad wasvery broken. BothStacey (housemoth-er) and Laura (Rawhide social worker)offered me their help and advice tohelp me to see where I was in thewrong, as well as how to mend therelationship and how to work throughthings with my dad.

Now I’m happy to say that both mydad and I feel a lot better. Before Iwould go out of my way to make him

angry; now I’m headed in the oppositedirection and doing things to pleasehim. I’m thankful for my chance tocome to Rawhide. The staff has reallyhelped me in many different ways andprepared me for life ahead.

WATDA Associate MembersWATDA would like to recognize ourAssociate Members and thank you for yourcontinued support of the Association!

American Fidelity

Associated Bank, N.A.

Association of F&I Professionals

Automotive Parts Service Company

Automotive Risk Management &

Insurance Services, Inc.

Chase

Chase Automotive Finance

Clifton Gunderson, LLP

Compli

Convergent Solutions, Inc.

Cornerstone Payment Systems

Crowe Chizek and Company

CU Fleet

Federated Insurance Company

Fifth Third Bank

First National Merchant Solutions

Franklin Financial Corporation

GMAC

Hawkins Ash Baptie & Company

House of Harley Davidson, Inc.

International Marketing, Inc.

JM&A Group

LarsonAllen

M&I Dealer Finance, Inc.

McGladrey & Pullen

Metro Milwaukee Auto Auction

Midstate Auto Auction, LLC

Minneapolis Auto Auction

North Central Truck Accessories, Inc.

O'Neil, Cannon, Hollman, DeJong, S.C.

Old Republic Dealer Service Group

ProSafe Dealer Services

PTM Enterprises

Runzheimer International

S&S Automotive

Schenck Business Solutions

Sentry Insurance

Snap-on Corporation

Summit Technologies

Thomas Giffin Consulting, LLC

TriVin

Ultea Inc.

Universal Underwriters Insurance Co.

Virchow Krause & Co LLP

Vision Marketing Group

Warren Group

Winter Kloman Moter & Repp SC

Wipfli Ullrich Bertelson LLP

Looking to order

forms? Advertising

specialties?

Want to save

money when

registering for

a seminar?

You can do it all in

one place–

WATDA’s website!

Log on at

www.watda.org.

The experience

Tell our advertisers

you saw it in

Dealer Point!

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Vendors in related businesses—insur-ance, dent removal, garage construc-tion, and the like—rent space outsidethe main arena.

“The benefit we get is our personalsatisfaction of having helped out a wor-thy group,” says Pat Baxter, owner andpresident of Kayser AutomotiveGroup. “Dealers tend to fight a littlebit of a bad image problem. This is away we can counter that stereotypeand be recognized as contributorsinstead.” Baxter is the current presi-dent of the Madison Auto DealersAssociation.

It’s a big event, but a lot of peoplepitch in, says Johnson. “We’ve beenfortunate. We have the same support-ers every year.”The AlliantEnergy Centerstaff are enthusias-tic supporters anda big help in run-ning the show.Local TV stations,newspapers andother media pro-vide promotionaladvertising inaddition to whatthe Associationbuys. The$100,000 event

budget is allocated based on theamount of display area each dealergroup occupies, and each takes respon-sibility for a portion of the show. Thisyear an admission charge of $6/personalso brought in revenue.

“More important than what it doesfor our business is the charity side. Itreally gives you a good feeling,” saysJohnson. In six years they have gener-ated more than $300,000 forHospiceCare, Inc.

The car show is the second largest rev-enue generator of the year forHospiceCare, says Sullivan, and it has abroad community outreach. “A lot of peo-ple love Hospice and want to help out.This gives them a way to contribute $10

or $20 or $50 by buying a ticket.” That was the case for the woman

who won the car this year. Her fatherhad been served by HospiceCare sixmonths earlier. She was at the showwith her brother on the last day andbought the ticket as a way of giving$20 to support them.

“We are so fortunate to be the bene-ficiary of all this,” says Sullivan. “I amso impressed by their responsivenessand their desire to further this cause,”she says of the MADA volunteers.“Every year right after the show theyare already talking about what theycan do to sell more tickets next year.It’s very selfless on their part.”

“We’re already brainstorming aboutit,” Johnson agrees. “It would be niceto raise $75,000 next year. That wouldbe a great goal.” He has signed on aschairman again for 2007, with theblessings of his new boss, J.R. Smart.

Could you do an auto show or othercooperative event in your area?MADA President Pat Baxter thinks so:“An individual dealer would not beable to do something like this. By shar-ing the cost and the work it’s a do-ablething. And in a smaller communitydealers would probably get a lot morepress coverage.”

It’s a win-win situation any way youlook at it.


Milwaukee areaauto group hostsblood drives

Beginning in late 2005, the EwaldAutomotive Group began hostingblood drives at their dealership loca-tions in partnership with the BloodCenter of Wisconsin, which is basedin Milwaukee. The need for blooddonations is a very urgent concernconsidering that 800 units of bloodare needed ona daily basis.

The units ofblood collect-ed at theblood drives isused to helpprematurebabies, cancerpatients, accident victims and manymore diverse causes. The BloodCenter of Wisconsin services over 60hospitals in 17 counties throughoutthe state.

“Many of our employees are look-ing for more value in the workplace,and we thought that the blood drivesheld on-site at our six dealershipsthroughout the year would be anexcellent way for them to give to agood cause and to build a teamatmosphere within our dealerships,”says Cortney Ewald-Ihde of EwaldAutomotive Group. “We have hadan enormously positive response,not only from our employees, butfrom customers and our local com-munity residents and businesses aswell. The units collected have farsurpassed our expectations, andbecause of this response, we havedecided to continue hosting them inour communities in the future.”

Ewald Automotive Group hasscheduled the following blood drivesfor the remainder of 2006:

May 30Ewald’s Hartford Ford Lincoln Mercury, Hartford

July 19Dodgeland of Wisconsin, Franklin

September 13Ewald Chrysler Kia, Oconomowoc

November 22 Mayfair Chrysler Jeep, Wauwatosa

For more information about host-ing a blood drive, contact the BloodCenter of Wisconsin at 414-933-5000or visit www.bcw.edu.

Charity auto show benefits everybodyCONTINUED FROM PAGE 1

Raffle winner Janet Toner (second from left) with Cathy Sullivan, T.J. Johnson, and Pat Baxter (l-r) and HospiceCare staff.

The Madison AutoDealers hold athank-you card pre-sented byHospiceCare staff.Pictured from leftare: Sean Baxter(Kayser), TomThorstad, TomZimbrick, DonMiller, T.J. Johnson(Smart Motors), PatBaxter (Kayser), andJ. R. Smart (SmartMotors). (Not pic-tured are JonLancaster and BruceShecterle(Bergstrom CadillacHummer).

HospiceCare Inc in Madison provides support to patients withlife-limiting illnesses and their families to enhance the quality oflife at the end of lives.

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1.800.553.7146www.jmagroup.com

Wisconsin Dealers,here are the

Top 10Reasonsto Partner with…

4 ComplianceInstall processes and procedures that promote compliance in the F&I offi ce.

2 TrainingHands-on, in-store F&I training plus the ability to conduct local F&I classes in Wisconsin.

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SatisfactionWe bring the enthusiasm, the commitment and the involvement that you’ve never experienced from any F&I provider.

73 Claims

AdministrationSecond to none—come see our facilities for yourself!

In-store Support8 hands-on, local JM&A Sales Reps;two local JM&A Service Reps;and 40+ in-store F&I Specialists available to assist with training, fi ll-in assignments, and new store kick-offs.

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10 ExperienceOur Wisconsin Reps average15 years of retail experience.

9TechnologyJM&A Connect, our Internet-based system that allows sales and service to save time and maximize profi t

We are your MONEY MACHINE!We are your MONEY MACHINE!1#...and

29292 WATDA.qxd 4/13/06 10:49 AM


WISCO, thedealer’s partner

It is always a good time to be a mem-ber of WISCO Co-op, but especiallythis time of year. In June it will be timefor the owners of WISCO to receivetheir share of the profits on WISCO’srecord setting 2005.

Since we are a true cooperative, theowners of WISCO are its members.WISCO will be sending out its annualrebate checks, over $725,000 dollars thisyear, to its 600-plus member dealer-ships.

Member auto and truck dealers arepaid the yearly profit in direct propor-tion to the amount of their purchases.

WISCO adds to your bottom line intwo ways. First, you save money onyour purchases from the cooperativeupfront due to our low prices on prod-ucts your dealership uses everyday.Second, any profits the Co-op earns arepaid back to you in your annual rebatecheck. Who else pays their profits backto you?

If your dealership is a WISCO mem-ber, are you getting your share of thesavings? Are you using the WISCO pro-grams for equipment purchases, bulk oil,supplies, parts, batteries, vehicle appear-ance, and the many other productsWISCO offers?

If not, you may be missing an oppor-tunity to make your dealership moreprofitable. An increasing percentage of adealership’s gross profit is coming fromits parts, service, and body shop opera-tions. WISCO can help make theseareas more profitable.

For those of you who are not mem-bers, check us out. It is easy to become amember. By filling out a simple applica-tion and investing in a one time $1,000share you too can save on your dealer-ship’s purchases. The $1,000 is not anexpense, but stock in the cooperative. Iffor any reason you ever want to get outof WISCO, we will refund the money.

While you are a member we pay you5% annual interest on the stock even ifyou purchase nothing. This year theaverage rebate to our members will beover $1,200. That is above and beyondthe value of the stock. It really is a win-win situation. Call us at 800-274-2319 orvisit us on the web at www.wisco.com tostart adding to your bottom line.

Those of you who are WISCO mem-bers please mark your calendars for theWISCO Annual Meeting and GolfOuting set for June 27 at LakeArrowhead Country Club south ofWisconsin Rapids. There will be a com-plimentary lunch, refreshments, and golfimmediately after our meeting.

Plan a day of fellowship with otherWISCO members.

WISCO l john hackman

The best medicine forThe best medicine forworker’s compensationworker’s compensation

29292 WATDA.qxd 4/13/06 10:50 AM


BY ABBY WATERMOLEN

More and more car buyers who pre-viously looked to traditional outletssuch as Consumer Reports for automo-bile reviews are turning their attentionto an increasingly popular alternative:Mother Proof™, LLC and its websitewww.motherproof.com.

With an estimated 75 million momsin the United States influencing 80percent of household purchases, theMother Proof™ reviews, written by ateam of mom-reviewers, speak to alarge segment of the market.

While terms such as horsepower andsuspension rarely get mentioned inthese reviews, the reviews focus onother important elements of today’sautomobiles. These elements are espe-cially important for those who trans-port children on a day-to-day basis.

A typical review on the website dis-cusses a range of features from thenumber of LATCH connectors for car

seats and the ease at which they can beaccessed to the location of the instru-ment panel. Several reviews mentionfeatures, or lack thereof, that those ofus without children would more thanlikely never even notice!

For example, in the review of the2006 Honda Civic, the reviewer dis-cusses how there isn’t a pocket on theback of the driver’s seat but there is onthe back of the passenger seat. Tosome of us this doesn’t seem impor-tant, but when the reviewer put herchildren in the back seat, it became anissue of fairness. Of course the childrenwho didn’t have a pocket in front ofthem really wanted one!

The reviews are easy to read, under-stand and even a little funny. Thereviews also provide important insightto those in the automotive industry asto what is important in an automobilefor millions of car buyers.

Be sure to check out the website atwww.motherproof.com.

What a mom wantsWhile terms such as

horsepower and suspension

rarely get mentioned in these

reviews, the reviews focus on

other important elements of

today’s automobiles. These

elements are especially

important for those who

transport children on a day-

to-day basis.

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FOUNDATION NEWS l raymon pedersen

New sales training program a hit

Your Foundation launched a new ini-tiative for auto sales training in partner-ship with ADAMM.

With the encouragement of the JerryHolz family, four sales seminars wereheld in March in Eau Claire, Madison,Green Bay and Milwaukee, by profes-sional trainer Chuck Zamora. Jerrywanted us to expand our programmingfrom technical education to sales edu-cation and the seminars were wellreceived.

Our team interviewed over 135 stu-dents at 17 Wisconsin locations inFebruary. Our high school careerawareness programs and the successfulimplementation of the AYES sites inour state have contributed to the out-standing candidates we have for thisyear.

You will be receiving a letter fromme in April that will outline some newprocedures for our scholarship pro-gram. These procedures are beingupdated to reflect current IRS policies.

Our partnerships with public schoolsshow the impact our industry’s involve-ment in education. We currently have11 AYES sites certified. An additionalsite at Heartland Arrowhead is sched-

uled for May 16. Wealso anticipate thatNeenah and Wausauhigh schools will belaunched in the fall.

Your Foundation is currently manag-ing technology competitions forSkillsUSA and Technicians ofTomorrow. These events provide aneducational opportunity for some of thefinest young people in our state to be inthe spotlight.

The Milwaukee contest was held inFebruary and was won by two students,Ryan Cummings and Scott Tonelli,from Grafton High School. These stu-dents under Carl Hader’s guidance arenow preparing to represent Wisconsinin April at the national contest in NewYork.

The Wisconsin SkillsUSA contest inMadison April 4-6 was a huge success.Four automotive technology competi-tion winners will compete in KansasCity in June. This project is being co-chaired by your fellow dealer andFoundation board member Larry Ayesof Brodhead and consultant Bob Slaneof Wausau. Our thanks to the over 40volunteers who help us with this event.

Automobile and truck dealers maywant to wrap their philanthropic armsaround planned gift options. A plannedgift appeals to many donors who, dur-ing their lifetime, want to be partnersin the educational efforts of automobileand truck dealers.

Frank and Helen Burany of Ft.Myers, Fla., were honored at theWisconsin Dealer Get Together eventin Naples, Fla., on March 2, for theirgenerous planned gift to TheFoundation of WATDA.

Frank Burany, the 90-year-oldMidget racing star, whose work wascelebrated in a 1936 Life magazinecover, reflected on his career and hisvictories.

A poem of gratitude by LindaPoulsen was presented to the Buranysas a tribute to their legacy gift to TheFoundation (poem reprinted below).

“Supporting the mission and goals ofThe Foundation is one of the mostimportant things I could do,” theWisconsin native said.

The Helen and Frank Buranyplanned gift will be used to fund long-term education for aspiring technologyteachers in Wisconsin.

The Wisconsin benefactor’s impor-tant gift is even more noteworthy

because while Burany has strong ties tothe auto industry, he is not an autodealer.

“I have long been interested in sup-porting organizations with ties to theauto industry,” he recently explained.“The WATDA Foundation is an excel-lent program, and I’m proud to play apart in its continued success.”

Burany has long felt that successshould to be shared. It is because ofthat devotion to helping others that hedecided to become a donor to TheWATDA Foundation.

The Burany Family gift will helpcontinue the efforts that TheFoundation has spearheaded inWisconsin.

If you would like to learn moreabout how planned giving can benefityou, call Ray Pedersen or Gary Beierat (414) 359-1500 or visitwww.watda.org and click on TheFoundation of WATDA.

Honoring Frank and Helen Burany

To Frank andHelen Burany

(A poem of gratitude)

Frank and Helen BuranyAre the kind you’d want as

friendsThey’re folks you’ll want to

welcomeAnd warmly shake their

hands

Frank and Helen BuranyAre good people through

and throughThey even like the auto

dealersAnd the big truck dealers,

too

Frank and Helen BuranyThis twosome took a standFor the afterlife of givingTo a cause that has a plan

Frank and Helen BuranyWe can’t thank you enoughFor your generous support

and trustOf the really important

stuff!

By Linda Poulsen-SuhrThe Foundation of the Wisconsin

Automobile & Truck DealersPresented on March 2, 2006

Club Pelican Bay, Naples, Florida

Total New Car and Truck Registrations by Month: Feb. 2005 - Feb. 2006

9,0438,400

8,3417,7817,770

10,435

15,469

14,590

12,666

10,010

11,251

14,021

8,777

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

18,000

Feb. Mar. Apr. May Jun. Jul. Aug. Sept. Oct. Nov. Dec. Jan. '06 Feb. '06

Registrations by month

Total New Car and Truck Registrations for every February: 1998 - 2006

8,400

8,777

11,158

8,443

10,200

8,740

10,294

10,851

12,529

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

1998 1999 2000 2001 2002 2003 2004 2005 2006

29292 WATDA.qxd 4/13/06 10:50 AM

BY SHARYN ALDEN

If you’re driving across the countryand spot a metallic brown and gray“Signature” model Monaco motorhome, that sporty looking fellowbehind the wheel might be BillWuesthoff, owner of Concours Motorsin Glendale, on Milwaukee’s northside.

Bill and his wife Carol love drivingtheir 44-foot “condo on wheels,” somuch so in fact, that they prefer driv-ing 3,000-mile treks that span thecounty, from California to Florida,over other modes of transportation.That’s not much of a surprise whenyou hear Bill talk about his passion fordriving on the open road.

His enthusiasm and love of learningand automotive-related endeavors canbe traced back to when he grew up ona farm in Mequon tinkering with cars.

“My passion was fueled on thefarm,” he says. “We had a lot of vehi-cles because my dad loved cars. Wedrove and modified all sorts of cars,including a Model T, Model ARoadster and a Hillman Minx.”

His interest in cars also transferredto racing Porsches in Germany whenhe was in the Army in the 1950s. Andfor nine years, up to 1964, Bill enjoyedconquering the next racing challengeand winning numerous awards.

After 1964, he kept up his interest inracing as board member, and formerpresident of Road America, a relation-ship that spanned over 30 years.

Along the way, Bill’s dealership inMilwaukee grew, along with his sonswho grew up to have key positions inthe company. Karl is now generalmanager and president and Lee is vicepresident and fixed operations manag-er.

Bill understands the importance ofguiding, mentoring and investing inpeople, first-hand.

“I may not have achieved the suc-cess I did if I hadn’t had people moti-vate and believe in me throughout mycareer.”

A NURTURING ATTITUDEThat commitment to helping others

is deeply ingrained in his spirit of giv-ing back to the community. He doesthat through a variety of endeavors,including helping young people devel-op practical experience in engineering,and designing of automobiles. “Wewant to encourage young people todevelop their skills. We need highquality, good technicians working oncars.”

The Wuesthoffs have been support-ing the Milwaukee School ofEngineering (MSOE) for over 10years. Carol has a connection with theschool through her father. He was edu-cated and honed his skills at MSOE,and later went on to become an elec-trical engineer.

Bill, who has been on the WATDAFoundation board since the beginning,says, “We want to nurture the kidswho participate in the school by sup-


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Boardman Law Firm can help you evaluate your options, taking into account issuessuch as future tax liability, family dynamics, the possibility of a sale of the business,and more. We’ve advised Wisconsin dealers for many years and understand the special issues you face.

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Fueling a passion for giving

Bill and Carol Wuesthoff with a MSOE Formula SAE vehicle.

porting their talents in engineering.”And by the way, just in case you spot

the Wuesthoffs’ motor home zoomingalong the highway, you’ll see them tow-ing a VW Passat.

“It’s a standard shift transmission,”Bill quickly adds. Coming from thisformer race car driver with a passionfor cars, you’d expect nothing less.

BUILDING WORLD CLASSTECHNICIANS

Building Formula SAE vehicles givesyoung people practical and technicalexperience, and it also helps them pre-pare for a career in the American auto-motive industry.

Building these sleek roadsters forcompetition has been part of the regu-lar school curriculum for senior engi-neering students at MSOE since 1984.The WATDA Foundation makes schol-arships available to students involved inthe annual Formula SAE competition.

Sponsored by the Society ofAutomotive Engineers (SAE), studentsat the Milwaukee School ofEngineering (MSOE) have been partici-

pating in the Formula competitionsince 1984. Their custom-built vehiclesare judged on concept, design, engi-neering, value, manufacturability, per-formance and reliability. Judging oftheir unique machines is done by SAEmembers and industry leaders.

This year, the Formula SAE competi-tion was held at the Greater MilwaukeeArea Auto Show at the Midwest Centerin Milwaukee, February 25-March 5.

“This year’s team has approximately12 seniors and a number of underclass-men,” says Randy Hoffman, a mechan-ical engineer with ACS in Madison anda recent MSOE graduate. “TheFormula SAE competition is a greatproject and the WATDA Foundation isto be commended for joining studentsin this activity to pursue engineeringand other automotive-related technicalfields,” Randy says.

HOW THE FOUNDATIONBECAME INVOLVED

Harold Zimdars, retired dealershipowner, is passionate about solvingproblems, particularly as they affect the

training of excellent auto and trucktechnicians. Harold, who helped initi-ate Milwaukee’s Tech Train program,has long had an interest in helpingyoung people succeed. As a formerrace car driver of Formula and Porschecars—-he also built Formula V cars andhis business sold race car kits—he knewfirsthand how costly it can be to gainfirst-hand experience as a technician.

“A few years ago, when representa-tives from the SAE Formula competi-tion called, I thought the competitionoffered a unique opportunity for theFoundation to financially assist MSOEstudents,” says Harold, a Foundationboard member. The result was the ini-tiation of the WATDA Foundation’smatching grant program and theawarding of student scholarships.

“I am thrilled that The Foundationpicked up the challenge and has anactive interest in supporting the nextgeneration of automotive engineersand technicians,” says Harold. “Itmakes me proud to be part of TheFoundation.”

Behind the speedof the MSOE SAE

Formulacompetition,

WATDA boardmember Bill

Wuesthoff is deeplycommitted to

investing in people.

29292 WATDA.qxd 4/13/06 10:50 AM

Things are really cooking over informs since Tammie Brunner arrived.When she’s not on the phone withsales staff, helping them with customlegal forms and laughing at their jokes,the Madison native likes to swaprecipes with her boss. Forms ManagerDonna Michaelis is also a kitchenadventurer.

Working for WATDA is a majorchange from her last customer servicejob.

“At TDS everybody I talked to wasmad,” Brunner says. “Here the cus-tomers are happy to call and they alltalk like they’ve known you forever.I’m grateful that WATDA gave me achance.”

Printing and forms is a new area for

Brunner. “I was surprised that it is asinvolved as it is. I’m learning a lot,” shesays.

A trained X-ray technician, Brunnerworked for 13 years in the cardiaccatheterization lab at UW-Hospital.“That was very stressful,” she says. “Ihad to get out.”

In addition to enjoying her job, theoutgoing Brunner really likes the com-mute to and from work on the bus.

“I’ve met a lot of interesting peopleon the bus,” she says. “Librarians, busi-ness men, a police officer, women whowork at UW, and, of course, the crossdressers.”

When she’s not trying out newrecipes at dinner parties, Brunner likesto go camping, sailing, biking, and

kayaking. “Anything outdoors. I likewater and I like to be outside,” shesays, mentioning kayaking trips in theApostle Islands.

Having Brunner around has definite-ly spiced up the place. Welcome toWATDA Tammie. Now maybe one ofyour callers can get you interested inlooking at a car?

Enjoy this tasty and easy recipe fromTammie!

YUKON GOLD GRATIN5 medium Yukon Gold potatoes16 oz. shredded parmesan1 pint heavy whipping cream8 cloves garlic minced3 tablespoons fresh thymeSalt and pepper to taste

Slice potato in thin slicesButter baking dish (I use a medium

casserole pan).Layer 1/4 of potatoes in bottom.

Spread hefty layer of thyme,garlic, andparmesan. Salt and pepper to taste oneach layer. repeat steps until potatoesare gone. Pour whipping cream overtop, until covered. Bake at 350° for 45minutes.


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SEMINARS l 2006

WATDA Seminar Schedule

SALES & USE TAX4/18 – Cranberry Country Lodge,Tomah4/19 – Country Springs Hotel,Waukesha

BUY HERE PAY HERE5/10 – Kalahari Resort, Wisconsin Dells

HOW TO STAY OUT OF TROUBLESELLING F& I5/23 – Kalahari Resort, Wisconsin Dells5/24 – Holiday Inn, Wausau

TITLE & REGISTRATION8/15 – Holiday Inn, Eau Claire8/16 – Country Springs Hotel,Waukesha8/17 – Sheraton Hotel, Madison8/22 – Bridgewood Resort Hotel,Neenah8/24 – Holiday Inn, Wausau

CONTROLLER CONFERENCE8/23 – Radisson Paper Valley Hotel,AppletonEMPLOYMENT LAW9/12 – Bridgewood Resort Hotel,Neenah9/19 – Sheraton Hotel, Madison9/20 – Holiday Inn, Eau Claire

SERVICE MANAGER CONFERENCE9/13 – Country Springs Hotel,Waukesha

For more information about theseseminars, visit the WATDA website atwww.watda.org.

29292 WATDA.qxd 4/13/06 10:50 AM


S I N C E

WATDA Services, Inc.

•Promotional Products

•Custom & Stock Forms

•Sales &Office Supplies

•Dealership Supplies

•Business Cards

•Parts &ServiceForms

Call

800-236-7672www.watda.org

Wisconsin Automobile & TruckDealers Association

An Endorsed Service

Your 2006 WATDABoard of Directors

Pete Dorsch, Chairman of the Board

Mike Schlossmann, Immediate Past Chairman

Tim Vernier, Chairman ElectBob Pietroske, Secretary/Treasurer

Gary Williams, PresidentJohn AmatoPat Baxter

Mike BrennanJerry BricknerLarry Carey

Mike DarrowPat DonahueMark Fillback

Jenny GretzingerJim Griffin - Ex Officio

Terry GrinwaldWayne Gross

Don Hansen - Ex OfficioBob HudsonJim Jacobson

Eric JorgensenWayne KariBill Keyes

Bill KolossoRoger Kriete

John MarkquartLarry MeadeTim MeyerChris Miller

Fred MuellerNorm MuellerJohn O'MalleyMark OlinykFrank Porth

Todd ReardonJoe Renner II

Rich SackRoger Schlegel

Mike SchmitLarry Skartvedt

Peter SmithWally Sommer

Steve StenbrotenDick Stockwell

Jim TolkanChuck Van Horn

Mike WolfKarl Wuesthoff

Kate Young

ARTICLE COURTESY OF NADA

Wouldn’t it be worth your while todo a little research and, perhaps, save alot of money for your dealership?

Let’s examine energy costs, forinstance. Dealerships conduct most oftheir activities during normal “businesshours” which coincide with the timeswhen the demand on the electric utilitygrid is at its highest. During these peri-ods, utilities may impose demandcharges on electric bills. Demandcharges are fees imposed by the utilitybased on a facility’s highest electricaldemand, or peak kilowatt (kW).

Many utilities actively seek ways toreduce demand and increase their reli-ability without adding new powerplants or new electric lines. Where per-mitted, electric utilities may continue toincrease demand charges.

Alternatively, they may price electricityused at different times differently rela-tive to market conditions. For example,during low-demand periods, electricitywill be priced very economically,whereas electricity offered during high-demand periods will be much moreexpensive. These pricing programsreward customers with low or off-peak

demand with low electricity costs,while encouraging high-demand cus-tomers to lower or shift their peakdemand.

Overall, demand charges can con-tribute significantly to operationalcosts, especially in areas prone to elec-trical capacity shortages. Fortunately

there are opportunities for dealershipsto lower their demand for electricity,including:

Energy efficiency upgrades that per-manently reduce electrical loads.

Scheduling equipment usage, such assetting cooling units to pre-cool andtake advantage of a building’s thermalmass during peak billing periods.

Building automation and direct digi-tal controllers with energy managementfeatures that automatically adjust equip-ment operation to flatten peak demand.

Thermal storage (ice) to offset cool-ing in areas of extreme peak electricitycharges.

Local electric utilities may offer pro-

grams specifically aimed at reducingthe electrical demand of small andmid-sized businesses. These programsmay include incentives, equipment, ormanagement practices that could helpreduce a dealership’s demand and savemoney.

Opportunities and programs toreduce demand are detailed throughout

NADA Management Guide BM31, ADealer Guide to Energy Star®: PuttingEnergy Into Profits, which is the sourceof the above excerpt. Order this publi-cation and other useful resources bycalling (800) 252-NADA, extension 2,or by visiting our online catalog atwww.nada.org/mecatalog.

Reducing dealership energy costs

Overall, demand charges can contribute significantly to operational costs, especially in areas

prone to electrical capacity shortages. Fortunately there are opportunities for dealerships to

lower their demand for electricity

29292 WATDA.qxd 4/13/06 10:50 AM


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AUTOBASECustomer RelationshipManagementJustin Marquardt800-706-5418

CVRElectronic Vehicle RegistrationJoan Loden800-333-6995

ECP, INC.Rustproofing/Paint ProtectionMike Feely800-409-5195

FIRST NATIONAL MERCHANTSOLUTIONSCredit Card ProcessingJason Wagner800-228-2443 extension 6409

GLOBALCOMTelecommunicationsKevin Marx888-374-2517

KPA (FORMERLY KIP PRAHLASSOCIATES)Hazardous Waste ComplianceJim Neustadt608-251-5577

OFFICE DEPOTOffice Supply ProgramLes Meineke800-613-4624

PROTECTIVEF&I Products and ServicesJerry Baum800-323-5771

REG-TRAKRegistration DataScott Quimby920-478-2909

UNITED HEARTLANDWorkers CompensationJim Salerno608-251-5577

US BANKRetirement ServicesJim Salerno608-251-5577

WISCOBuying CooperativeJohn Hackman800-274-2319

“Endorsed by WATDA” = best value for dealersDealers spend a lot of time and money to find the best products and services to

enhance their own services and ultimately be more profitable. Make that processeasier by using vendors endorsed by WATDA!

Before WATDA endorses any vendor, we take a close look at many importantfactors such as financial status, reputation, quality, marketing plans, legal andlicensing requirements, etc. Researching this information takes a lot of time, some-thing dealers have in limited supply. Also, using Endorsed Services generates feesfor WATDA. These fees are cost free to WATDA members and make a widerange of services possible.

WATDA is the only trade organization representing franchised and used carand truck dealers in Wisconsin. WATDA is dedicated to advancing the commongood of its members, consumers and their communities by promoting profession-alism and prosperity through education, advocacy, information and service.

WATDA’s current Endorsed Services include:

Web credibleUsing the Internet has become a part of everyday life for millions of con-

sumers. Many car buyers look to dealership websites first to see what is avail-able on the lot before ever actually visiting it in person.

Your website speaks volumes for your business and it is incredibly importantthat both existing and potential customers consider your site as credible.

Unsure how to determine if your site is credible? The following website lists10 key guidelines to consider with your site: www.webcredibility. org/guide-lines/index.html.

Another way to determine what customers think of your website is to go rightto the source! Ask customers if they have ever visited your website and if theyhave, ask them for feedback. And if they haven't been to your website, encour-age them to do so by pointing out all of your site’s great features.

29292 WATDA.qxd 4/13/06 10:50 AM


BY LINDA POULSEN

Ten finalists got a chance to competein the Technicians of Tomorrow com-petition held at Milwaukee AreaTechnical College-South Campus inWisconsin on February 2.

Five teams of two students eachworked hard to find the “bugs” in vehi-cles planted by experienced techniciansand factory representatives.

The AYES team from Grafton HighSchool took first place and received ascholarship and Snap-on Tools fromThe Foundation of the WisconsinAutomobile & Truck Dealers and Snap-on Corporation.

“That’s pretty impressive considering83 high school students took the pre-liminary written exam,” said RayPedersen, executive director of TheWATDA Foundation.

Even more impressive were the

expressions of the parents who came towatch.

Brenda Rivest and Jim Cicona arethe proud parents of 18-year-old KevinCicona.

“Kevin has loved taking things apartand putting them back together eversince he could walk,” says Rivest ofYorkville, Wis. “My dad had an oldengine that he gave Kevin to work onwhen he was younger and it was betterthan any Christmas toy. When he wasin the fourth grade, Kevin even wiredhis bedroom with an elaborate alarmsystem.”

Kevin participates in the AutomotiveYouth Educational Systems (AYES) pro-gram at Racine’s Washington Park HighSchool. His teammate, Joshua Robinson,is also an AYES student. They spendone night a week at Gateway TechnicalCollege and train out of the classroom atlocal dealerships.

Joshua does everything from brakesto transmissions to electrical repair atthe dealership one day per week,according to his mother and stepfather,Margaret and Michael Kemen.

Over 14 volunteers, technical instruc-tors and dealers participated in theTechnicians of Tomorrow competition.The Grafton AYES winners go on tocompete in the National AutomotiveTechnology Competition in New Yorkin April.

AYES Wisconsin team to compete nationally

From left, Michaeland MargaretKemen, parents ofcompetitor JoshuaRobinson, and JimCicona and BrendaRivest, parents ofcompetitor KevinCicona.

Grafton High School AYES teacher Carl Hader, right, poses with his winning team ofstudents, Ryan Cummings (left) and Scott Tonelli.

Kevin Cicona (left) and teammate, JoshuaRobinson navigate their way through anelectrical quiz at the Technicians ofTomorrow competition held in Milwaukeein February.

29292 WATDA.qxd 4/13/06 10:50 AM


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