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to a WardsAuto newsletter today!","Get the latest automotive news delivered daily or weekly. With 6 newsletters to choose from, each curated by our Editors, you can decide what matters to you most.","newsletterId","blt9fed09ee18792c0b","SUBSCRIBE","mode","dark","pagination",{"_720":721,"_722":723},"totalCount",387,"currentPage",355,"contents",[726,748,756,766,776,786,797,815,827,835,847,855,862,872,882,892,902,912,922,932,943,951,962,970,978,985,992,1002,1013,1024,1032,1040,1048,1058,1066],{"_176":177,"_157":727,"_178":729,"_163":736,"_165":736,"_168":737,"_738":739,"_170":162,"_171":740,"_173":162,"_166":741,"_742":162,"_188":743,"_174":218,"_175":219,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},"WardsAuto logo",[730],{"_54":731,"_182":732,"_184":733,"_734":735},"Tom Murphy","/author/tom-murphy","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt07736a99244a8087/6614eb6acdd5f76d4bb5d78d/2018_20Tom_20Murphy_20WardsAuto_20-_20large_20resized_0.jpg","role","Managing Editor","HOLDING BACK","/suppliers/holding-back","linkAttrs",{},"Jul 1, 2003","It seems inconceivable that an automotive supplier whose sheer survival hinges on its ability to create something useful and continue to improve on it would decline the opportunity to shop its most advanced, far-out, game-changing technology to North America's Big Three auto makers. Yet, with alarming frequency, suppliers are growing so disenchanted with the daily bruising associated with selling","articleBodyJsonSummary","normal",1,"paidGating","articleSize","big",{"_176":177,"_157":749,"_178":750,"_163":752,"_165":752,"_168":753,"_738":754,"_170":162,"_171":740,"_173":162,"_166":755,"_742":162,"_188":743,"_174":218,"_175":219,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[751],{"_54":731,"_182":732,"_184":733,"_734":735},"Eyesight to the Blind","/suppliers/eyesight-to-the-blind",{},"Valeo SA predicts that its radar-based blindspot detection system will be in use on 1 million vehicles worldwide within a decade. The French supplier says the system, dubbed Radar Traffic Environment Sensing, should debut on a production vehicle in 2005, likely first in the U.S. Although the OEM decides retail price, Valeo officials estimate the technology could be available to consumers for $600",{"_176":177,"_157":757,"_178":758,"_163":762,"_165":762,"_168":763,"_738":764,"_170":162,"_171":740,"_173":162,"_166":765,"_742":162,"_188":743,"_174":221,"_175":222,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[759],{"_54":760,"_182":761,"_184":162,"_734":162},"MATT PARSONS","/author/matt-parsons","Dated IT Hurts Morale","/sustainability/dated-it-hurts-morale",{},"I've spent much time lately visiting dealerships. Within minutes of arriving at a particular place, I find myself evaluating an element of the dealership's philosophy towards employees by simply examining the information technology being used. What does a dealership's IT environment have to do with its attitude regarding employees and their morale? More than you might imagine. Walk around your dealership.",{"_176":177,"_157":767,"_178":768,"_163":772,"_165":772,"_168":773,"_738":774,"_170":162,"_171":740,"_173":162,"_166":775,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[769],{"_54":770,"_182":771,"_184":162,"_734":162},"Peter Brandow","/author/peter-brandow","Walk On the Wild Side","/industry/walk-on-the-wild-side",{},"Folks go into the car business because they think it will be fun, easy and always changing. Don't hurt yourself laughing. I didn't say that the car biz delivers on that. But I'm certain that the No.1 reason we're in this crazy, frenetic, often-challenging industry is for the buzz and the easy money. So where's all that cash and cackling? Lately the laughs have been few and the money has been neither",{"_176":177,"_157":777,"_178":778,"_163":782,"_165":782,"_168":783,"_738":784,"_170":162,"_171":740,"_173":162,"_166":785,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[779],{"_54":780,"_182":781,"_184":162,"_734":162},"Don Ray","/author/don-ray","More Ways to Save Taxes","/financials/more-ways-to-save-taxes",{},"As mentioned last month, a colleague spoke to the Arkansas Automobile Dealers Association. His presentation focused on current federal income opportunities available to car dealers and dealerships. The dealers gave it such accolades, I thought I'd share more of it with readers. We've advised our clients to take advantage of these opportunities for years. While much of this was new information for",{"_176":177,"_157":787,"_178":788,"_163":793,"_165":793,"_168":794,"_738":795,"_170":162,"_171":740,"_173":162,"_166":796,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[789],{"_54":790,"_182":791,"_184":162,"_734":792},"Eric Mayne","/author/eric-mayne","Senior Editor","Big Gun in Pickup Showdown","/industry/big-gun-in-pickup-showdown",{},"KINGMAN, AZ The word carried a decidedly different connotation in this part of the country 125 years ago. It meant the noun, not the adjective. And except for Bat Masterson, the Old West was a lonely place for any man saddled with that label. Sporting a debonair derby, TV's Masterson (played by Gene Barry from 1958-1961) walked softly and carried an elegant cane with which he deftly dispatched every",{"_176":177,"_157":798,"_178":799,"_163":807,"_165":807,"_168":808,"_738":809,"_170":162,"_171":740,"_173":162,"_166":810,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":811,"_746":747},{"_159":162,"_161":728},[800,801,804],{"_54":790,"_182":791,"_184":162,"_734":792},{"_54":802,"_182":803,"_184":162,"_734":162},"Brian Corbett","/author/brian-corbett",{"_54":805,"_182":806,"_184":162,"_734":162},"Kevin Kelly","/author/kevin-kelly","Detroit's Bitter Pill","/financials/detroit-s-bitter-pill",{},"About this time every three or four years, when United Auto Workers contracts are renegotiated, domestic auto makers must take stock of their health. And like hypochondriacs, their diagnoses always are grim. This time it's obesity and possible hemorrhaging, brought on by periodic vision loss. Who's to blame? According to some, if the Big Three were the city of New York in 1908, the UAW would be Typhoid",{"_812":29,"_813":814},"paidContent","paidProductTaxonomy",[],{"_176":177,"_157":816,"_178":817,"_163":823,"_165":823,"_168":824,"_738":825,"_170":162,"_171":740,"_173":162,"_166":826,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[818],{"_54":819,"_182":820,"_184":821,"_734":822},"Haig Stoddard","/author/haig-stoddard","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt1da50784d6ee1579/6614eb8c9ac73711d0c08bd3/haig-stoddard-crop.jpg","Industry Analyst","Heading West and South","/industry/heading-west-and-south",{},"Auto makers looking to build long-term product loyalty in the U.S. by lowering the age of their customer base will have to look more to the South and West. Projections by the U.S. Census Bureau show the demographic age 5-23 group often called Generation Y will move south, mainly to Texas and Florida, and west to the Rockies and beyond. That follows closely overall population growth patterns projected",{"_176":177,"_157":828,"_178":829,"_163":831,"_165":831,"_168":832,"_738":833,"_170":162,"_171":740,"_173":162,"_166":834,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[830],{"_54":819,"_182":820,"_184":821,"_734":822},"AWD Popularity Soars","/industry/awd-popularity-soars",{},"Auto makers are seriously eyeing all-wheel drive as a feature that can both fill a void in buyer wants and improve profit margins. Four- and all-wheel drive already have been growing strongly. At the current rate of increase, vehicles sold with 4WD/AWD capability should hit 40% by the end of the decade. It could reach as high as 50% by the middle of the next decade. The 1990s surge in sales of SUVs,",{"_176":177,"_157":836,"_178":837,"_163":843,"_165":843,"_168":844,"_738":845,"_170":162,"_171":740,"_173":162,"_166":846,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[838],{"_54":839,"_182":840,"_184":841,"_734":842},"Steve Finlay","/author/steve-finlay","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt29fd40cef12ab2e0/66197af2a1c1dcc7a1657e72/steve-finlay-column-photo.jpg","Contributing Editor","Salesman's Wife Laments","/financials/salesman-s-wife-laments",{},"A Georgia woman, Melanie Knapp, asked if I know of anyone else who's gone through what her husband has as a car salesman. My answer is no, thank goodness, and I hope there aren't too many people who have. Here's her story in her own words: In April of 2001, my husband lost his job in the broadcasting industry. He tried fervently to find another position, but couldn't. As a stopgap measure, he answered",{"_176":177,"_157":848,"_178":849,"_163":850,"_165":850,"_168":851,"_738":852,"_170":162,"_171":853,"_173":162,"_166":854,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[],"Dead Man Walking?","/financials/dead-man-walking-",{},"Jun 1, 2003","Federal-Mogul Corp. CEO Frank Macher feels reprieved from business death row these days. If I'd been asked to address this group in 2001, you'd have called me dead man walking, Macher tells about 600 attendees of the 2003 Global Automotive Aftermarket Symposium in Dearborn, MI. What a difference two years makes. He wincingly recalls Oct. 1, 2001 nine months after he became CEO when the automotive",{"_176":177,"_157":856,"_178":857,"_163":858,"_165":858,"_168":859,"_738":860,"_170":162,"_171":853,"_173":162,"_166":861,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[],"Fanuc Shaves Paint Booth Size, Cost","/industry/fanuc-shaves-paint-booth-size-cost",{},"The equipment and robots necessary for a quality car-body paint job don't come cheap. It's generally assumed the paint shop is the most expensive component of a vehicle assembly plant. Fanuc Robotics America Inc. in Rochester Hills, MI, says it can ease some of that pain. Its P-500 painting system reduces the number of spray applicators and promises better paint transfer efficiency, while taking up",{"_176":177,"_157":863,"_178":864,"_163":868,"_165":868,"_168":869,"_738":870,"_170":162,"_171":853,"_173":162,"_166":871,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[865],{"_54":866,"_182":867,"_184":162,"_734":162},"CHRISTOPHER J. KERSTING","/author/christopher-j-kersting","SEMA Chief Speaks Out","/financials/sema-chief-speaks-out",{},"I'm responding to Gary Naples' column, Debunking Those Myths (Feb. '03). He examined why dealers should bother with OEM accessories when comparable aftermarket brands can be had for less cost to the dealership. He's correct in noting that dealers need a strategy to successfully market OEM accessories. He also accurately identified many of the core elements of such a strategy. However, he perpetuated",{"_176":177,"_157":873,"_178":874,"_163":878,"_165":878,"_168":879,"_738":880,"_170":162,"_171":853,"_173":162,"_166":881,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[875],{"_54":876,"_182":877,"_184":162,"_734":162},"DAVE DUTCH","/author/dave-dutch","Telematics Talk","/industry/telematics-talk",{},"In The Technological Society, the French theologian Jacques Ellul wrote that the technological age is defined by a mindset that says what is technologically feasible becomes accepted as technologically desirable. In other words, because it can be done technologically, it should be done. Too often, technology companies take this approach and find themselves with technologies in search of markets and",{"_176":177,"_157":883,"_178":884,"_163":888,"_165":888,"_168":889,"_738":890,"_170":162,"_171":853,"_173":162,"_166":891,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[885],{"_54":886,"_182":887,"_184":162,"_734":162},"DARIN B. GEORGE","/author/darin-b-george","The Art of Prospecting","/financials/the-art-of-prospecting",{},"My first sales manager asked me to list all the people I knew, then contact them and ask if they or anyone they knew were in the market for a new vehicle. I was worried that the next thing he was going to get me to do was go door to door. I thought my job description was to answer incoming sales calls and talk to walk-in customers. Customer prospecting? Forget it. Most of us hate it. But manufacturers",{"_176":177,"_157":893,"_178":894,"_163":898,"_165":898,"_168":899,"_738":900,"_170":162,"_171":853,"_173":162,"_166":901,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[895],{"_54":896,"_182":897,"_184":162,"_734":162},"Nat Shulman","/author/nat-shulman","Seeking Delicate Balance","/industry/seeking-delicate-balance",{},"Up to 70% of all traffic fatalities involve alcohol. Because most alcohol-related traffic deaths occur between midnight and 3 a.m., it's apparent that the nightlife segments of American motorists are the most treacherous. The problem is dependence on alcohol for a good time and the automobile for transportation. Because neither of those dependencies will likely go away soon, solutions must be sought",{"_176":177,"_157":903,"_178":904,"_163":908,"_165":908,"_168":909,"_738":910,"_170":162,"_171":853,"_173":162,"_166":911,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[905],{"_54":906,"_182":907,"_184":162,"_734":162},"Tony Noland","/author/tony-noland","Controlling Those Costs","/financials/controlling-those-costs",{},"Recently, a client forwarded a copy of Jeffrey J. Mayer's Succeeding In Business newsletter in which he discusses being the low cost producer. Using United Airlines and McDonalds as examples, Mr. Mayer asks, What has happened to these once great companies? Answer: They've failed to remain financially competitive. Their cost structures are so much higher than their competitor's they can't run their",{"_176":177,"_157":913,"_178":914,"_163":918,"_165":918,"_168":919,"_738":920,"_170":162,"_171":853,"_173":162,"_166":921,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[915],{"_54":916,"_182":917,"_184":162,"_734":162},"KATHERINE ZACHARY","/author/katherine-zachary","Isuzu's Turnaround","/industry/isuzu-s-turnaround",{},"NEW YORK Isuzu Motors America Inc. President J. Terry Maloney came to the New York auto show in April with something to prove. Isuzu's problems in the U.S. and globally have caused the media to begin ringing the death knell prompting widespread belief that the auto maker soon will depart the U.S. But Maloney says Isuzu isn't leaving a point he emphasizes with future-product detail stretching to the",{"_176":177,"_157":923,"_178":924,"_163":928,"_165":928,"_168":929,"_738":930,"_170":162,"_171":853,"_173":162,"_166":931,"_742":162,"_188":743,"_174":221,"_175":222,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[925],{"_54":926,"_182":927,"_184":162,"_734":162},"Bob Brooks","/author/bob-brooks","EPA Questions Value of Emissions Tests","/sustainability/epa-questions-value-of-emissions-tests",{},"Growing concern at the U.S. Environmental Protection Agency regarding the value and of state-run inspection/maintenance (I/M) vehicle emissions testing programs has kicked off an internal EPA review, with new directions to be announced by late summer. The EPA acknowledged in 1999 that the focus should be taken off the emissions testing process and instead put on cleaning the air by whatever method",{"_176":177,"_157":933,"_178":934,"_163":939,"_165":939,"_168":940,"_738":941,"_170":162,"_171":853,"_173":162,"_166":942,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[935],{"_54":936,"_182":937,"_184":162,"_734":938},"Mac Gordon","/author/mac-gordon","Correspondent","Showing How It's Done","/financials/showing-how-it-s-done",{},"He's a seasoned F&I guy and he's taken the class before, but Dave Redmond is back at one of Resource Training's menu-selling course. Redmond, a veteran F&I manager at Terry Shaver Pontiac, Highland, IN, returned for a refresher in what he says is an approach that needs fine-tuning because it's such a powerful sales tool. With him were 15 other students for training at the Glenview, IL headquarters",{"_176":177,"_157":944,"_178":945,"_163":947,"_165":947,"_168":948,"_738":949,"_170":162,"_171":853,"_173":162,"_166":950,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[946],{"_54":819,"_182":820,"_184":821,"_734":822},"Go West, South","/industry/go-west-south",{},"Auto makers looking to build long-term product loyalty in the U.S. by lowering the age of their customer base increasingly will have to look more to the South and West. Projections by the U.S. Census Bureau show the demographic group ranging in age from 5 to 24 often called Generation Y will move south, mainly to Texas and Florida, and west to the Rockies and beyond. That follows closely overall population",{"_176":177,"_157":952,"_178":953,"_163":958,"_165":958,"_168":959,"_738":960,"_170":162,"_171":853,"_173":162,"_166":961,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[954],{"_54":955,"_182":956,"_184":957,"_734":842},"Drew Winter","/author/drew-winter","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt5aef1a95a196ea42/6614eb6ce4987f6bbe76f2d7/Drew_20Winter-cropped2.jpg","Critics, Eat Crow","/industry/critics-eat-crow",{},"I don't know how Richard Nixon could have won. I don't know anybody who voted for him. That's what legendary New York film critic Pauline Kael reportedly said when Richard Nixon won the 1972 presidential election in one of the biggest landslides in history. Journalist and media critic Bernard Goldberg likes to use the quote to illustrate just how insular the media can be. It rang in my ears when I",{"_176":177,"_157":963,"_178":964,"_163":966,"_165":966,"_168":967,"_738":968,"_170":162,"_171":853,"_173":162,"_166":969,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[965],{"_54":955,"_182":956,"_184":957,"_734":842},"Shrinking Product Development Time","/financials/shrinking-product-development-time",{},"A few years ago, if you asked an auto maker about shrinking the amount of time it takes to bring a new product to market, you were treated to a demonstration of dazzling new digital technologies. There were tours of virtual-reality studios that allow computer-generated designs of new cars and trucks to be viewed life-size and in 3-D with the aid of special glasses. They would take you to a darkened",{"_176":177,"_157":971,"_178":972,"_163":973,"_165":973,"_168":974,"_738":975,"_170":162,"_171":976,"_173":162,"_166":977,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[],"AmeriCredit Downsizes In Bid to Regain Lost Ground","/financials/americredit-downsizes-in-bid-to-regain-lost-ground",{},"May 1, 2003","Subprime lender AmeriCredit reports that it has completed a downsizing plan that will limit its quarterly loan originations to $750 million by June. The reduction initiative, following a net loss of nearly $45 million in 2002's fourth quarter, includes termination of about 1,000 workers and extensive branch consolidation. The Fort Worth, TX-based financial institution also reported that it has increased",{"_176":177,"_157":979,"_178":980,"_163":981,"_165":981,"_168":982,"_738":983,"_170":162,"_171":976,"_173":162,"_166":984,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[],"Windows Open","/industry/windows-open",{},"Listening to Microsoft Corp. CEO Steve Ballmer address the recent Microsoft Automotive Executive Summit, it's clear at least one company still has big plans for telematics or what he refers to as in-vehicle services. Microsoft isn't listening to the naysayers who question whether the sector ever will materialize, insisting it's more than just sports scores, traffic updates and e-mail while driving.",{"_176":177,"_157":986,"_178":987,"_163":988,"_165":988,"_168":989,"_738":990,"_170":162,"_171":976,"_173":162,"_166":991,"_742":162,"_188":743,"_174":215,"_175":216,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[],"UAW: Rethink China","/regulatory/uaw-rethink-china",{},"A Chinese government spokesman denounces allegations by United Auto Workers President Ron Gettelfinger that China mistreats its workers. The labor leader tells the Detroit Economic Club that China foments a climate that is hostile to workers and unions. But Jin Zhijian of the Chinese Consulate in Chicago denies the charge. Gettelfinger's remarks are not the facts, he says. China has health and safety",{"_176":177,"_157":993,"_178":994,"_163":998,"_165":998,"_168":999,"_738":1000,"_170":162,"_171":976,"_173":162,"_166":1001,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[995],{"_54":996,"_182":997,"_184":162,"_734":162},"MARK MILLER","/author/mark-miller","Insist On Quality Leads","/industry/insist-on-quality-leads",{},"Here are five important considerations for evaluating whether third-party Internet lead providers are delivering qualified new buyers for the vehicles you need to sell - or whether they're wasting your time and money. Filter out browsers from serious buyers. While the volume of new-car buyers who use the web for research continues to grow aggressively, that's not a statistic that is terribly relevant",{"_176":177,"_157":1003,"_178":1004,"_163":1009,"_165":1009,"_168":1010,"_738":1011,"_170":162,"_171":976,"_173":162,"_166":1012,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1005],{"_54":1006,"_182":1007,"_184":1008,"_734":792},"Christie Schweinsberg","/author/christie-schweinsberg","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/bltbe90e0fc0d65ab1c/6614eb824a9da392d0fffdba/schweinsberg-christie-blog-headshot.jpg","Pinch Free","/industry/pinch-free",{},"Window closing devices in automobiles have come a long way. First there was the manual crank: Practical, but tiresome. Then came power windows, easier to operate, but painful if a child's fingers get in the way. So-called contact sensing has come along to solve this nagging problem. It senses when the window is pinching little fingers (or big ones) and automatically reverses its movement, preventing",{"_176":177,"_157":1014,"_178":1015,"_163":1020,"_165":1020,"_168":1021,"_738":1022,"_170":162,"_171":976,"_173":162,"_166":1023,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1016],{"_54":1017,"_182":1018,"_184":1019,"_734":938},"David C. Smith","/author/david-c-smith","https://eu-images.contentstack.com/v3/assets/blt7121b6ec5c11097b/blt43b859cd85129c58/6614eb858bf0679e4a1d2c88/Smith_20Dave_20(2002)_201.jpg","Former Ward's Chief Dies","/industry/former-ward-s-chief-dies",{},"Roger F. Kelley, president and publisher of Ward's Communications from 1970 to 1984, died April 21 in Naples, FL, after a short illness. He was 82. Known internally as Mr. Kelley or Kelley co-owned Ward's with his late brother, Phillip. They sold the company to the Toronto-based Thomson Group in 1981, and he retired three years later. Intertec Publishing, later named Primedia Business Magazines and",{"_176":177,"_157":1025,"_178":1026,"_163":1028,"_165":1028,"_168":1029,"_738":1030,"_170":162,"_171":976,"_173":162,"_166":1031,"_742":162,"_188":743,"_174":208,"_175":209,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1027],{"_54":805,"_182":806,"_184":162,"_734":162},"Aluminum Flyer","/industry/aluminum-flyer",{},"SEVILLE, Spain It's a designer's most challenging task: Redesign your brand's icon, yet maintain the character traits buyers have come to expect. While some advocate throwing caution to the wind and taking a radical departure from the past, there are the more conservative who suggest a little nip and tuck here and there. When Jaguar's design team set out to redo the flagship XJ sedan, it opted to",{"_176":177,"_157":1033,"_178":1034,"_163":1036,"_165":1036,"_168":1037,"_738":1038,"_170":162,"_171":976,"_173":162,"_166":1039,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1035],{"_54":906,"_182":907,"_184":162,"_734":162},"Plan for the Tough Times","/financials/plan-for-the-tough-times",{},"There's good news and bad news out there, but it's the negative news that creates consumer uneasiness of the type we're seeing these days. The recent rash of negative news (gas prices higher, the situation in Iraq continues, quarterly earnings aren't so hot) has affected new-vehicle sales. Comparing March 2003 to March 2002, new vehicle sales are down 4.4% or 174,170 units. If new-vehicle industry",{"_176":177,"_157":1041,"_178":1042,"_163":1044,"_165":1044,"_168":1045,"_738":1046,"_170":162,"_171":976,"_173":162,"_166":1047,"_742":162,"_188":743,"_174":215,"_175":216,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1043],{"_54":780,"_182":781,"_184":162,"_734":162},"What's Your Store Worth?","/regulatory/what-s-your-store-worth-",{},"Intuitively, most people conclude that the reasons for a dealership valuation should have no impact on what it is worth. Read on to find out otherwise in various situations. Estate and gift planning are among them. IRS codes and regulations rely on a standard of value called fair market value. The IRS says that's the price at which the property would change hands between a willing buyer and a willing",{"_176":177,"_157":1049,"_178":1050,"_163":1054,"_165":1054,"_168":1055,"_738":1056,"_170":162,"_171":976,"_173":162,"_166":1057,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1051],{"_54":1052,"_182":1053,"_184":162,"_734":162},"DAVE SKROBOT","/author/dave-skrobot","Upselling is Win-Win","/financials/upselling-is-win-win",{},"Dealerships can increase their parts and service department profits by making sure staffers are attuned to additional sales opportunities. Personnel should be on the lookout for incremental sales or upsells. They come in two forms: suggested and needed. Suggested up-sells are items that complement the purchase and are ones the customer quite likely wants, but had not thought of buying. Possibly the",{"_176":177,"_157":1059,"_178":1060,"_163":1062,"_165":1062,"_168":1063,"_738":1064,"_170":162,"_171":976,"_173":162,"_166":1065,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1061],{"_54":819,"_182":820,"_184":821,"_734":822},"Crucial Capacity?","/financials/crucial-capacity-",{},"Excess production capacity in North America and the rest of the world often is cited as one of the biggest problems facing the auto industry, particularly the U.S. Big Three. But as strange as it sounds, North American manufacturers could end up needing nearly all of their current annual straight time production of 18.2 million in the not-to-distant future, based on sales projections and long-term",{"_176":177,"_157":1067,"_178":1068,"_163":1070,"_165":1070,"_168":1071,"_738":1072,"_170":162,"_171":976,"_173":162,"_166":1073,"_742":162,"_188":743,"_174":212,"_175":213,"_186":744,"_745":-5,"_746":747},{"_159":162,"_161":728},[1069],{"_54":936,"_182":937,"_184":162,"_734":938},"Hard One-Two Punch Hits Subprime Market","/financials/hard-one-two-punch-hits-subprime-market",{},"The subprime market is reeling from a one-two punch of declining used-car values and incentives drawing many would-be used car buyers into the new-car arena. Subprime's downtrend, signs of which first appeared last summer, brought about a climactic $44.7 million fourth quarterly loss for the largest independent non-prime lender, AmeriCredit, Inc., and prompted a tightening of loan acceptance criteria","sidebarModules",[1076],{"_85":1077,"_1078":1079},"module_link_list","data",{"_1080":1081,"_1082":1083,"_1084":342,"_1085":162,"_1086":1087,"_530":29,"_1091":1092},"listOption","Dynamic","listTitle","Reports","icon","externalFeed","ctaButton",{"_1088":341,"_1089":1090},"ctaButtonLink","ctaButtonText","See all","articles",[1093,1099,1101,1105],{"_176":342,"_106":338,"_56":340,"_1094":29,"_1095":348,"_1096":1097,"_1098":162,"_173":162},"isExternalLink","readTime","publishedDate","2025-02-06T11:30:00.000Z","eventDate",{"_176":342,"_106":352,"_56":354,"_1094":29,"_1095":206,"_1096":1100,"_1098":162,"_173":162},"2025-02-05T11:45:00.000Z",{"_176":342,"_106":1102,"_56":1103,"_1094":29,"_1095":206,"_1096":1104,"_1098":162,"_173":162},"Shifting Gears: What Car Buyers Really Want in 2025","/retail/untitled","2025-02-04T11:30:00.000Z",{"_176":342,"_106":1106,"_56":1107,"_1094":29,"_1095":206,"_1096":1108,"_1098":162,"_173":162},"Less is More: How Website Overload Sinks Your Sales","/digital-marketing/less-is-more-how-website-overload-sinks-your-sales","2025-01-31T11:15:00.000Z","metadata",{"_1111":1112,"_1113":1114},"uid","blt43816b1bf2f7a147","aid","241824","schema",[1117],{"_1118":1119,"_1120":1121,"_1122":1123},"@context","https://schema.org","@type","BreadcrumbList","itemListElement",[1124,1128],{"_1120":1125,"_1126":744,"_54":556,"_1127":10},"ListItem","position","item",{"_1120":1125,"_1126":348,"_54":208,"_1127":1129},"https://www.wardsauto.com/industry","seo",{"_1132":1133,"_1134":1135,"_1136":1137,"_1138":29,"_1139":1140,"_13":14},"canonicalUrl","https://www.wardsauto.com/industry?page=355","metaDescription","Explore the latest news and expert commentary on Industry brought to you by the editors of Wards Auto","metaTitle","Industry recent news | Wards Auto","noIndex","imageUrl","https://www.wardsauto.com/assets/wardsauto-B4lJRlWA.ico","topic","pageName","weatherWidgetConfig","actionData","errors"]

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