rmarketing powerhousee from modest auto auction to a ... 1-40.pdf · 10 remarketing recap...

Volume 4 / Number 3 / $4.95 / august/sEPtEMBER 2010 / www.autosphere.ca

Scott rennie, Darryl maidment, lou boccia and richard Kennedy

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remarketing Powerhouse

From modest auto auction to a primary wholesale outlet

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6 leADer Profilebeating the odds

8 eXPo 2010fleet Challenge & Green fleet

10 remArKetiNG reCAPHighlights from the 2010 remarketing forum and expo

12 CflA2010 Conference

COVER STORY

14 SuPPlier SPotliGHtexponential Growth

16 A SmArt CHoiCe forSmAll-CAr fleetSlittle two-seater perfect for sales routes and city traffic

17 SuPPlier SPotliGHtClicking tires

18 leADer Profileright man for the Job

22 WomeN of tHe iNDuStrymy Passion for Cars

23 SiViC 2010: fleet mANAGemeNt, A Key buSiNeSS eVeNtSaint-Jean-sur-richelieu, September 14 and 15

24 2011 Gm PreSeNtAtioN All-new models, Chevrolet Cruze and buick regal, unveiled for fleet customers

25 2010 feDerAl fleet WorKSHoPfleet medley

26 mArKet SNAPSHotlooking at the Numbers

28 ANNouNCiNG tHe JeeP relAuNCH the 2011 Grand Cherokee - the New Generation

30 Are you reADy? it’s winter time once again.

32 iNDuStry eVeNtSGe ride & Drive Highlights

34 CANADiAN HiGHliGHtSNAfA’s 2010 institute & expo

FlEET OF ThE mOnTh 38 oNtArioS miNiStry of trANSPortAtioN

Commited to Green

www.autosphere.ca | August/September 2010 | | 3

I f you believe the television commercials, September is the “most wonderful time of the year.” As children go back to school

and parents once again focus on work, perhaps it’s time to ask yourself how you feel about sending yourself and your employees back to school... so to speak.

True, both you and your employees have likely already completed high school, college or even university. But you probably realize that successful people continue to learn long after they earn their diplomas. Ongoing training, especially in today’s increasingly competitive environment, is a must if you want to stay ahead of the competition.

If the guy down the street has better marketing, management, sales or technical skills than you do, then he’s likely to get the business you’re

Rémy L. Rousseau [email protected]

Successful business people

never stop learning. They

see ongoing training as an

investment and not as an

expense.

both after since his skills are a little sharper than yours. How can you avoid playing second fiddle? Take the initiative and stay on top of your game. If there’s something you or your people should be better skilled at, then find out who offers the courses you need and take them.

Expense vs investmentUnfortunately, some businesses frown on education and training because they see it as “just another unnecessary expense.” This short-sighted view doesn’t take into account the fact that your competition is likely train-ing their employees, so if you don’t make an investment in training, you’ll be left in the dust as they charge ahead.

Training your people to be better at what they’ve been hired to do is not an expense. On the contrary, it’s an investment. You’re investing in the people who make you money, offer your clients better service, or save you money. And if you don’t have a large team of people working for you, then you’re investing in yourself - the one person who has to do all of the above.

OptionsUnlike full time students, you don’t have to sign up for a 40-hour course (unless you would like to). Continuing your education, or that of your team, is as simple as taking an online course, attending job-specific training or taking advan-tage of NAFA’s seminars. The next one takes place in Calgary on Sept. 14 and 15 and is designed “to provide comprehensive education to fleet managers and professionals who seek the fundamental principles and practices of suc-cessful fleet management.”

If you know it all, then there’s no reason to at-tend the seminar, or to continue learning in any way, shape or form. But it’s the smart business-person who realizes that he can never know it all since the world is constantly changing.

To stay abreast of all that’s new while out-pacing the competition, make a commitment to going “back to school.” And don’t forget to visit our unique bilingual automotive portal, www.autosphere.ca, for a regular dose of great advice and industry insights.

Back to School

Founding Publisher Rémy L. Rousseau

Publisher Isabelle Courteau

Contributing Editors Éric Descarries, Jack Kazmierski, Jil McIntosh and Jean-Roch Savard

Revisor and TranslatorsShirley Brown, Marie-Eve Brideau and François Charron

Production Coordinator Jarushka Fucikovsky

Graphic Design Olivier Rhême

Photographers Jack Kazmierski and Marie-Josée Rousseau

Circulation Manager Nancy Belleville

Administrative Assistant Françoise Poynee

Sales Assistant Marie-Hélène Côté

Business Development ManagersJean Boutzis [email protected]

Réjean A. Rousseau [email protected]

Alain P. Gariépy [email protected]

Garth Vogan [email protected]

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

Published by

Rousseau Automotive Communication 455, rue Notre-Dame Est, suite 311 Montréal, QC H2Y 1C9 & 514-289-0888, 1-877-989-08882 514-289-5151z [email protected]

fleetdigest is dedicated to serving the business interests of the Canadian fleet industry. It is published 5 times a year by Rousseau Automotive Communication. Material in fleetdigest 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

fSC loGo Here (Solisco)

4 | | August/September 2010 | www.autosphere.ca

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W hile some people allow difficulties and challen-ges to crush their ambi-

tions, others rise to the challenge and find ways to overcome what-ever life throws at them. The cur-rent Canadian Finance & Leasing Association’s (CFLA) Chairman, Serge Mâsse, most definitely be-longs to the latter group.

Mâsse had a difficult start in life, but managed to overcome life’s challen-ges. “I dropped out of school when my father died,” Mâsse recalls. “I was the eldest of 4 boys, and so I had to go to work to support the family.”

The lack of a university degree did not stop Mâsse pursuing success. Years later, Mâsse made a deal with his wife. “I told her that I would go back to school to get a degree, and then she would go back to school to get a degree as well,” he explains.

Although it took him some time to get that degree, Mâsse eventu-ally graduated, and once he did, he tackled the business world head-on. Mâsse got into the equipment leasing busi-ness in the 1970s and eventually decided that he would be happier owning a business rather than working for one.

“At the time,” he says, “there was a small leasing company that needed to be turned around. They were close to bankruptcy, but I got in there and turned it around. That was my start as an entrepreneur.”

FinTaxiIn 2001, Mâsse was approached with an innovative business idea: financing taxi

drivers in the province of Quebec. The goal of this business, called FinTaxi, was to get the usurers out of the market, and to give drivers the means to attain ownership of their taxi permits, since Quebec taxi drivers can buy and sell their permits the same way houses are bought and sold.

Permits range in value from as little as $4,000 to almost $275,000, which is why a mortgage is sometimes necessary. FinTaxi provides “mortgage” financing for these incredibly valuable permits.

FleetHaving built a solid business around the FinTaxi concept, today Mâsse is looking for a way to expand his busi-ness into the fleet world. Although some details still need to be ironed out, Mâsse believes there’s an op-portunity to create a win-win situa-tion that will benefit both taxi driv-ers and fleet managers.

“We’re working on a fleet product where the taxi driver’s vehicle costs, maintenance costs, and everything else is included in a single loan pay-ment,” Mâsse explains. “We could have an electronic chip in each vehicle telling the driver when they should be coming in for mainten-ance and that would actually bring the cost of doing business down for taxi owners.”

Mâsse would like to set up a sys-tem, perhaps Internet based, that

would allow taxi drivers to buy used vehicles directly from fleet man-agers. This approach, Mâsse be-lieves, “would probably allow fleet managers to get a better price for

their used vehicles than they might other-wise get at a wholesale auction.”

Not only could fleet managers get a better price, they would also have the peace of mind that comes from knowing that a cus-tomer (a taxi driver) is already waiting for the vehicle the moment it comes off lease.

“I think this is an opportunity we will be able to pursue in the near future,” concludes the man who beat the odds to succeed in the leasing business and beyond.

leader Profile

Beating the OddsSerge mâsse overcame life’s challenges to build a successful business,

and is now ready to expand into fleet.

Jack Kazmierski [email protected]

“This approach would probably allow fleet managers to get a better price for their used vehicles than they might otherwise

get at a wholesale auction.” –Serge Mâsse

Serge mâsse

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t he annual Fleet Challenge & Green Fleet Expo, held at Centennial College in Toronto this year, brought

together fleet managers, environmental-ists, auto executives and the media for two days of seminars, panel discussions, a ride and drive event, as well as a green trade show.

The City of Toronto co-hosted the event with their partners from the City of Hamilton and Fleet Challenge Ontario.

The two-day event allowed all in attendance to benefit from a wealth of information. Panel discussions with original equipment manu-facturers highlighted new and emerging tech-nologies, challenges and possibilities.

A long list of distinguished speakers cov-ered a broad range of topics - from hybrid vehicles maintenance, to green initiatives spearheaded by all levels of government, to futuristic modes of transportation that will make up the fleets of tomorrow.

industry events

Fleet Challenge & Green Fleet Expo 2010Every year, fleet professionals put their minds together to come up with new green initiative,

discuss best practices, and look forward to emerging and promising green technologies


An oem panel discusses future modes of transportation and tomorrow’s green vehicles.

larry Conrad, manager, Waste operations for the region of Peel explains how Peel region’s

fleet of VW cars and ram trucks run on biodiesel made from recycled cooking oil.

Chris Hill, manager of Central fleet, City of Hamilton was the moderator of the 2-day

Green fleet expo event.

roger Smith, executive Director, fleet Challenge ontario at the fleet Challenge

booth (indoor trade show).

the Green fleet management breakfast forum panel - richard Gilbert (l) and Antoine belaieff, toronto City Director of Clinton Climate initiative - answer questions from the

audience.

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t he first ever Remarketing Forum and Expo, hosted by ROUSSEAU Automotive Communication on May

12-13 in Niagara-on-the-Lake, Ontario, was a resounding success.

Close to 150 business leaders, media, and industry experts gathered for the 2-day event to explore the ever-changing used car market, gain valuable industry insight from a host of great speakers and panel discussions, as well as network with peers and suppliers.

The ROUSSEAU Automotive Commu-nication team assembled the best in the business, putting together two days of in-sightful information about financing, whole-sale issues, challenges in fleet remarketing,

retail opportunities, web-based marketing, legal issues and much, much more.

Over the next few months Fleetdigest will be publishing highlights of the event so that those who could not attend the 2010 Remarketing Forum and Expo will still benefit from the insightful and timely in-formation presented by the many experts who either spoke at the Expo or were part of a panel discussion.

Talking tiresPeter James Gregory, President of Atlas Tire Wholesale, provided insight into the tire market and how proper tire selec-tion relates to remarketing. Gregory ex-plained how a large number of pre-owned vehicles in the market are entering the

remarketing channels when they’re be-tween three and five years old.

“If you are remarketing preowned vehicles, a high volume of vehicles built in 2005 or thereafter are on your lots,” Gregory ex-plained. “These are 21st century vehicles, vastly different from vehicles manufac-tured in the 90s or even 8 or 9 years ago.”

Gregory pointed out how vehicle manu-facturers have had to balance consumer demands with government requirements and somehow deliver a vehicle that every-one is happy with.

“Consumers want larger vehicles and more content, but then the manufacturer has to deal with fuel economy requirements and

remarketing recap

Highlights from the 2010 Remarketing Forum and ExpoIf you’re remarketing vehicles with the wrong tires, you may be selling yourself short.


Peter James Gregory, President of Atlas tire Wholesale


consumer demands for better mileage. So somehow the car manufacturer has to juggle all of these demands and produce a vehicle that is going to be wanted by the consumer.”

Thanks in part to these pressures, today’s vehicles are better engineered than their predecessors, and advancements in tech-nology have dramatically impacted every component found on modern vehicles, including the humble tire.

“Take the Toyota Camry as an example,” Gregory said. “In 1998 the 4-cylinder Camry had 14-inch ‘S’ speed rated tires. By 2005 it had 15-inch ‘H’ speed rated tires, and by 2008 it received ‘V’ speed rated 16-inch tires. This is not a high-per-formance vehicle, it’s a family sedan. Yet in 2008 it’s got a ‘V’ speed rated tire capable of 240 km/hr. Does it need that speed rat-ing? Not necessarily. But the speed rating is there for the handling and braking.”

While some consumers, as well as some dealers, may not want to spend the money on a ‘V’ speed rated set of tires, Gregory said that this kind of thinking does not make sense since the vehicle was engineered to ride, handle and brake properly with those tires in mind. When you change the rating of the tires, you’re undermining the performance of the vehicle.

But why would a family sedan, like the Camry, even need ‘V’ speed rated tires? “The braking and suspension systems have become more sophisticated, and the tire is now a very important component of the suspension and braking system,” Gregory explained.

The components that go into the making of tires have also changed. “Goodyear is now using Kevlar in their tires,” Gregory said. “That’s the material they make bulletproof vests out of. The rubber com-pounds are also very different, and that’s because tires are now called on to last longer, handle better, stop shorter, give improved ride comfort and provide better mileage.”

Better tires, better salesIf you’re remarketing vehicles, you’ll want to make sure that your vehicles have the right tires on them. “If you want to change the tires on a vehicle, it’s very important to

stay with the OE specs - the correct size, speed rating and load index,” Gregory said. “All four tires should be the same brand and same tread pattern. If you’re changing from OE tires to something dif-ferent, please try to stay with the specs. This will ensure that the vehicle performs to the standards set (out by the manufac-turer of the vehicle).”

Although the right tires may cost more, Gregory believes that the right tires can help you sell the vehicle. “The consumer comes in and takes your car for a test drive - a very important part of the sell-ing process. If you put low quality tires on the vehicle you will get more noise, poor handling, poor braking and it’s going to be a disappointment to the consumer.

“With the right tires, on the other hand, the consumer will enjoy a better test drive, which in turn will protect your sell-ing price and allow you to get a quicker sale. So for a relatively small investment you can give yourself a better chance of selling the car.”

By investing in the right tires for the vehicle, Gregory also believes you will set yourself apart from the competition because you’ll be able to tell potential consumers that your pre-owned vehicles are refurbished to OE specs, including the tires.

Close to 150 business leaders, media, and industry experts gathered for the 2-day remarketing event

“With the right tires, on the

other hand, the consumer

will enjoy a better test drive,

which in turn will protect your

selling price and allow you to

get a quicker sale.”

–Peter James Gregory


M ore than 250 delegates are ex-pected to attend the 2010 CFLA Conference (Canadian Finance &

Leasing Association), scheduled to take place this year at the Pan Pacific Hotel in Vancouver, British Columbia from Sept. 22-24. The theme of this year’s confer-ence: “The Turning Point.”

“Given the roller coaster ride that the Canadian economy and other major econ-omies have experienced over the last couple of years,” explains the CFLA, “the focus of the CFLA conference is strategy, making the critical choices to weather the storms in the short-term and to thrive long-term in the new economic reality.”

Conference themeThe theme of this year’s conference, “The Turning Point,” is based on the fact that every economic downturn reaches a critical moment, or a turning point, when things turn around, the economy changes

gears, and business starts to move ahead again. Every recession is followed by an expansion, which in time leads to another recession.

According to the 2009 CFLA Conference keynote speaker, Geoff Colvin, some busi-nesses, and some people, will emerge from this downturn stronger and more domin-ant than when the recession started, while other will weaken and fade. Which side of the fence will you be on? That depends on the critical choices you make now.

Guest speakersTo help businesses make the right deci-sions now so as to be on the right side of the fence as the economy recovers, the CFLA has invited a number of notable speakers to address a variety of timely subjects.

Stanley Hartt, Chairman, Macquarie Capital Markets Canada will discuss “The credit crisis and its impact on the Canadian economy.” Hartt will provide insight into the impact of the credit crisis and will offer his perspective on the supply of funding for the finance industry.

Jim Allworth, Director, RBC Investments, and Vice-Chair, RBC Dominion Securities’ investment strategy committee will cover the topic, “Strategic thinking about eco-nomic growth and business opportun-ities.” He will discuss today’s economy

and the strategic thinking he employs to identify growth opportunities.

Mike Waites, President & Chief Executive Officer, Finning International Inc. will talk about “Developing and implementing business strategies today,” while Andrew Coyne, National Editor, Maclean’s Magazine & The National, CBC political panel

Huw Williams, President, Impact Public Affairs will provide a provocative and insightful commentary on political and economic issues.

Robert Burbach, Senior Analyst, Canadian Financial Advisory Service, IDC Canada will tackle the topic, “The top strategic technologies impacting your future.” He will explain why managers need to understand as well as deploy emerging technologies.

Panel discussions and workshopsSince access to stable sources of sus-tained funding at a reasonable cost is the single most significant issue con-fronting the asset-based financing, vehicle and equipment leasing industry today, a panel will address the issue with a discus-sion entitled, “Funding: What’s the ‘new normal?’”

A variety of workshops have also been planned for the 2010 CFLA Conference, covering a wide range of topics including, “What’s new in law for leasing?” “Financing alternative/clean energy projects - the pros and cons,” and “What’s the latest in automotive financing fraud?” Don’t miss a moment of this exciting program. Register today!

industry events

CFLA’s 2010 ConferenceThe Canadian Finance & leasing Association (CFlA) represents the asset-based financing,

equipment and vehicle leasing industry in Canada.


Serge mâsse

“Some businesses, and some people, will emerge from this downturn stronger and more

dominant than when the reces-sion started.” –Geoff Colvin


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Green is the way to go.

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1 Dir. artistique Rédacteur Réviseur Serv. clientèle Client

No de dossier : 21977 | Produit : Ann. Magazine | Date : 21/01/2010 | Infographiste : SC

Client : Volkswagen | No Annonce : VW-10-01A | Titre : Green is the way to go. | Couleur : CMYK

Format : 7,125 po x 9,875 po | Publication : Fleet Digest

21977_Mag_FleetDigest_en.indd 1 21/01/10 4:35 PM

t he large auto auction that sits at the corner of Highway 7 and Goreway Drive in Brampton, Ontario has

quite a story to tell. It started off as the flagship site of the Canadian Auction Group, the chain that was acquired by ADESA a decade ago. Now, several years later, the auction that used to be known as the “Ford Sale” has evolved into a primary remarketing outlet for Canada’s major vehicle consignors, and dealers know exactly where to be every Wednesday when the sale kicks off and the vehicles they need are offered in the lanes and online.

ADESA Toronto has managed to create a robust marketplace that brings buyers and sellers together every single week. Key factors make this location ideal for remarketing vehicles. With a location

that is accessible from anywhere in the greater Toronto area (and just minutes from Pearson International Airport), cus-tomers find it easy to attend the auction. There’s also a very large parking lot, but the experts will tell you that, these days, you better get there early if you want a good spot. Such is the demand for access to one of the fastest growing auctions on the continent.

Fully equippedIn addition to a great location, ADESA has created a great atmosphere for both buyers and sellers. The main building is fully equipped to provide visitors with a variety of creature comforts. A large foyer ensures there is plenty of space for deal-ers to move around in on auction day, while the cafeteria has lots of seating for hungry businesspeople on the go. The

reconditioning building is just a short walk across the parking lot and houses three reconditioning lanes as well as mechanical bays and a car wash - all of which are in constant use supporting the volume of vehicles going through the auction.

The site’s office space is home to both ADESA staff and a number of the manu-facturer finance companies’ remarketing teams - each with their own office space. These remarketing professionals work closely with ADESA account management staff, which in turn, leads to highly effect-ive and collaborative relationships.

These relationships are the foundation of ADESA’s impressive growth, and the company takes great pride in being able to serve their customers with a team of dedicated professionals. ADESA’s team works hard to put the customer first! After all, it is ADESA’s customers who have contributed the most to the success of this auction.

The early yearsTen years ago, the site typically ran five lanes during its consignment auction every Wednesday. The majority of the vehicles offered in those days were Ford units (both off-lease and daily rental buy-backs), along with some fleet and dealer consignment business. Over the next several years, the team at ADESA Toronto worked diligently to build on what they learned from successfully supporting the Ford business, in order to earn the op-portunity to auction vehicles for other consignors. Due to the team’s persever-ance and dedication to excellence, BMW Financial Services signed on as a custom-er, followed by GMAC, Honda and Toyota, all of whom began testing the ADESA Toronto market.

Supplier Spotlight

Exponential Growthhow a small auto auction evolved into a remarketing powerhouse.

C O V E R S T O R Y


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ADeSA’s “internet cafe” allows buyers to browse the listings while enjoying a hot cup of coffee.

“Since signing an exclusive arrangement with ADESA, we immediately started consigning our vehicles with ADESA Toronto (primarily used by all OEms). We never really committed to this location in the past; however, the Toronto management team and staff have worked hard to accommodate our needs. We are pleased with the service provided and look forward to many more opportunities with ADESA Toronto in the future”. –G. John Carere, national Remarketing manager, SmartAuction


With slow and steady consignment growth, dealer attendance also grew, and as the selection of vehicles available each week improved, more and more bidders entered the lanes. One success led to an-other, resulting in better prices and more interest from other sellers.

The most profound change occurred in mid-2003 when ADESA LiveBlock was launched with an immediate impact on dealers as they readily adopted this new way of purchasing vehicles. The online in-itiative also had an impact on the physical auction’s attendance numbers, which were bolstered by the great number of dealers participating over the Internet and bidding from the comfort of their individual offices.

Continued expansionADESA’s success con t inued w i th Mitsubishi, Nissan and Mercedes-Benz selling regularly and other consignors beginning to run test sales to see if perhaps Brampton was the market for them. The team at ADESA Toronto fo-cused on operational improvements and on implementing measures to ensure all new customers would be cared for appropriately. ADESA also embraced eBusiness and introduced processes to streamline the online posting of vehicles and the post-sale services for purchasing

dealers. As a result of this commit-ment to excellence, ADESA Toronto was named ADESA’s Canadian Auction of the Year in 2004.

Over the next couple of years the com-pany focused on growing an Internet buyer base, which in turn led to stronger auctions as more dealers competed for the available units. While online buyers increased, physical auction attendance also remained strong as dealers recog-nized the value of being present each week. By 2006, ADESA Toronto was offering vehicles from all major vehicle consignors.

Customer serviceCustomer service initiatives were (and still are) a priority and between 2004 and 2007 all ADESA Toronto staff mem-bers received service training. In 2008, ADESA Toronto participated in an oper-ational effectiveness and best practices initiative that was implemented at all ADESA sites in Canada and the U.S.

These measures were critical in the evo-lution of the company and helped drive consistency in operations to the benefit of all customers.

Fast-forward to 2010 and ADESA Toronto continues to evolve. Earlier this year, ADESA signed an exclusive remarket-ing agreement with General Motors and GMAC, resulting in a large influx of vehicles to the auction, as well as in-creased growth in dealer attendance and ADESA’s buyer base. Today, the parking lots fill up earlier than ever, and online bidding has continued to bring more demand into the lanes with Internet bids received via ADESA LiveBlock almost doubling over the past three years.

From its modest five lane setup ten years ago, ADESA Toronto has expanded to the point where the company regularly operates fifteen lanes every Wednesday. If you want to experience the wholesale market at its peak, ADESA Toronto is the place to be.

C O V E R S T O R Y

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the parking lots fill up early, and ADeSA now runs a very successful multi-lane operation.

Doug Collis from Ford of Canada Remarketing has seen adramatic increase in the focus on a metrics driven solution to thedisposal of used vehicles. “The internet has driven many of theimprovements allowing buyers to view and purchase used vehicles online while giving sellers access to much broader markets,” he says.


B uilt in France, these little urban runabouts are sold by Mercedes-Benz. They’ve been updated for

the 2011 model year: the mechanicals are the same as before, but the interior has received numerous improvements, includ-ing extra storage pockets and a driver’s knee airbag, and some new options, such as a navigation system, high-performance sound system and Bluetooth telephone connectivity.

Coupe or convertibleSmart comes as a coupe or convertible; that model can be driven with the soft roof slid back, or it’s a quick and simple oper-ation to remove the roof rails to open it up entirely. All models use a rear-mounted, 1.0-litre three-cylinder gasoline engine mated to an automated five-speed trans-mission (a diesel engine, the only choice when Smart was introduced in Canada, was phased out after 2007).

The engine makes a mere 70 horsepower, but that’s sufficient in a car this small. It does request premium fuel, but it’s rated at 5.9 L/100 km (48 mpg) in city driving. Prices for 2011 hadn’t been announced at press time, but on 2010 models, the stickers range from $14,990 for the entry-level coupe, to $24,900 for a con-vertible factory-outfitted with accessories from German customization company Brabus.

Even six-footers will fit easilyThe most common thing heard around a Smart is, “I’d never fit in that.” It’s the first misconception that flies out the window when the person gets inside. Smart is de-signed to make the most out of its small footprint, and even those that top six feet can sit easily and comfortably inside its upright cabin.

Cargo capacity is also more than ex-pected: up to 340 litres behind the seats, and the passenger seat folds forward to hold even longer or bulkier items.

Although its automated transmission is jerky – you can put it in manual mode for somewhat smoother shifts – Smart is a great driver on city streets, with a tight turning radius and the ability to park almost anywhere. Fitted with winter tires,

it’s also surprisingly good in snow, tackling foul weather as well as any compact car.

The future is electricOn a recent event in Germany, I had a chance to drive the newest Smart: the Fortwo Electric Drive. It’s powered exclu-sively by an electric motor, but it’s not just a prototype; there are a number of them in the hands of select customers in several European cities, and it will come to Canada this fall. By 2012, it’s expected to be available to all customers as a regular model. It charges on regular household current, and Smart claims it will travel up to 135 kilometres on a charge. While it might be a while before you get any on your fleet, it’s certainly an interesting look at what might be the future of the city automobile.

A Smart choice for small-car fleets

Little two-seater perfect for sales routes and city traffic The right vehicle for the job is often just enough vehicle to

do the job; buying and operating something that’s bigger than

needed is spending money needlessly. For small urban tasks

that only require moving one or two people and small cargo,

such as a sales route, a Smart Fortwo might be the answer.

dRIvIng IMPREssIon

the smart Electric drive will be coming to Canada

this fall

For 2011, smart’s interior is substantially upgraded

Jil McIntosh [email protected]

Despite its small size, Smart is very roomy inside, even for tall drivers

More onautosphere.ca


t he idea that used vehicles can be bought and sold without the buyer ever “kicking the tires” seems, at

first glance, like a far-fetched idea. Yet despite the naysayers who thought it would never work, online remarketing has been around for years and has been quite successful.

Today, buyers and sellers are able to “click” instead of “kick” tires, and OPENLANE has been at the forefront of this develop-ment. An online auction company, used by North American auto dealers to wholesale vehicles, OPENLANE is celebrating ten years in business. Recently, the company expanded its reach in Canada with the introduction of the iDEAL program, as well as an upgrade to its Canadian site - now rebranded as OPENLANE.ca.

Hassle-free sellingWith OPENLANE, sellers don’t have to transport vehicles hundreds of kilometres for a sale that may or may not happen. Instead, sellers are able to remarket their vehicles online to a national audience of potential buyers - more buyers than any-one could possibly fit under one roof for a physical auction. Moreover, without the need to transport vehicles to physical auc-tions, sellers save on transportation costs and associated fees while selling their vehicles faster and for maximum profit.

“When I went to auctions, sometimes I’d leave with nothing, and I’d be out a few

hundred dollars for travel and lodging fees,” says Scott Esplen of the Humberview Group. “OPENLANE has opened up many new doors for us over the years. They’ve become our reliable eyes and ears, and even our feet – to kick the tires. We get a perfect image of the vehicle we’re purchasing without needing to physically see it in person.”

iDeal is idealOPENLANE’s iDEAL Open Seller program is a unique initiative that allows independ-ent franchise dealers, fleet leasing com-panies, daily rental operators and other sellers the ability to market and sell their vehicles to a national network of deal-ers while at the same time offering the vehicles for retail sale on their own lots.

With OPENLANE, buyers and sellers zero out the overhead costs of getting vehicles to and from physical auctions because they can sell their vehicles while those vehicles are still on the lot. This allows dealers not only to save on transportation costs, but to limit the depreciating value of their vehicles and to save on auction fees.

Refined websiteRecent enhancements to OPENLANE’s website make the online experience easier, faster and more efficient, thereby providing

companies with even greater time and cost savings, while benefiting all parties involved in the online used vehicle wholesale market.

Designed with ease-of-use in mind, the newly streamlined OPENLANE.ca site boasts a complete redesign of popular applications including Vehicle Detail, and Search and Bid/Buy Confirm - now fea-turing a fresh, easier-to-read interface. Dealers and other sellers will benefit from site enhancements like a new one-screen web-listing page (replaces the former five-web page listing process), and a real time seller interface that makes it faster and easier to list and manage vehicles for sale.

For years now, many dealers have relied on OPENLANE’s features and functional-ity when buying or selling high-quality used vehicles, and the online experience continues to improve. With enhancements to the website and to the iDEAL Open Seller program, OPENLANE continues to provide dealers with the peace-of-mind that comes from knowing that with OPENLANE there are no surprises when you’re buying online.

Supplier Spotlight

Clicking TiresOPEnlAnE’s no-hassle and no-surprise approach to online remarketing gives both buyers

and sellers the peace-of-mind they deserve.


(l-r) melanie Abraham, Chris Harvey, eddy Cusan, Chris Stickley, mike brown, bob forster. Absent: michele Wedemire

OPEnlAnE Canada’s management team brings to the table 50+ years

combined experience in Fleet, Daily Rental, Retail and Off-lease

Remarketing. This experience coupled with OPEnlAnE’s leading edge

technology makes them the industry leader in online Remarketing.


H uman resources is all about hiring the right people for the job at hand. Four years ago, when JPL pulled

Alex Connolly out of retirement to serve as president of JPL Vehicle Management Services, they knew they were getting the right person for the job. What may have surprised them however, is just how valu-able Connolly would prove to be in the years to come.

Economic meltdownA banker by trade, Connolly spent 32 years with Scotiabank before retiring. He took the helm of JPL in May 2007 - just three months before the world fell apart as one financial meltdown led to another. Fortunately, Connolly knew his way around the financial world and was the best person for the job at hand - helping JPL survive and thrive while the world’s financial woes grew.

“When the predominant meth-od of funding fleet management and leasing companies stopped,” Connolly says, “it was fortunate that JPL had very strong relationships with their banks and that the com-pany had been well run, was profit-able, very well capitalized and had a great reputation. With all of that ,we were able to go to the street and Scotiabank came to the table with additional funding. As a result, we were able to get through all the trials and tribulations of ‘07, ‘08 and ‘09 without missing a beat.”

While Connolly makes the process of “going to the street” to get funding seem like a walk in the park, it’s clear that his keen understanding of the banking world

is what allowed JPL to access funding more easily than they could have without his expertise and leadership.

“My ability to work with bankers, because I speak their language, was certainly help-ful,” he admits, “but my background alone would not have helped had JPL not been well structured, well capitalized and had a solid reputation in the industry. I was

known at Scotiabank so I think there was a high level of trust there, but JPL was in a position where it warranted the financing we were able to get. As a result we were able to find funding when many other companies simply couldn’t.”

VisionConnolly is more than a banker with a panache for the automotive world. He’s also a true leader with a clear vision. JPL has undergone a degree of rebranding on Connolly’s watch, and the company continues to evolve in step with the ever-changing market.

“I see leasing becoming less of a core product of fleet management,” he says. “Increasingly, it’s about managing on behalf of the client, lowering expenses, providing value and managing information. So I see it becoming much more service oriented. That’s exactly how we’re positioning JPL for the future.”

Connolly underscores the fact that JPL is dedicated to fleet manage-ment with a view to the future. “We are committed to fleet manage-ment and intend to be in that busi-ness for the long run. Our mission

is to deliver insightful fleet management solutions that enable our clients to focus on their business. And, as an organiza-tion, we have the financial capacity, cor-porate commitment, people, products and services to deliver on our mission statement.”

leader Profile

Right Man for the JobIn a time of financial crisis, it certainly helps to have a seasoned banker on your side.


Alex Connolly, President of JPl Vehicle management Services

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“We were able to find funding when many other companies simply couldn’t.”

–Alex Connolly


At JPL, we share an unwavering passion for customer service and a commitment to providing strategic solutions tailored to our customers’ needs.

That passion and commitment are reflected in our mission statement:Delivering insightful fleet management solutions that enable our clients to focus on their business.

Contact JPL today to learn more about the ‘JPL difference’ and how we can assist you with your fleet management requirements at:

Calgary: 1-888-595-5951Edmonton: 1-888-535-5258Montreal: 1-800-465-1174Toronto: 1-800-465-1174

jplvehiclemanagement.com

CALGARY | EDMONTON | MONTREAL | TORONTO

DeliveringInsightfulSolutions

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DOCKET # FOC FLE A08943

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LIVE: 15.75 in x 10.375 inCOLOURS: 4C

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ACCOUNT EXEC: Andreea Vernescu

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DATE INITIAL

TRIM: 16.25 in x 10.875 inCLIENT

BLEED: 16.5 in x 11.125 inCLIENT: Ford

JOB DESC.: Fleet Work Solutions

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START DATE: 4/15/10

MOD. DATE: 5-20-2010 3:59 PM

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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.

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a sk almost any teenager what kind of career path they plan to follow or what they intend to study after

high school, and you’ll probably hear them say that they’re leaving their options open. But Kerri Gitschel, Fleet Manager at Colombo Chrysler Jeep Dodge Inc. in Woodbridge never had that problem. For as long as she can recall, Gitschel has al-ways wanted a career in the auto industry.

After high school, Gitschel attended Georgian College, pursuing a degree in Automotive Marketing, Business Administration. “When I told my dad what I wanted to study,” she recalls, “he looked at me and asked if I was sure I wanted to be around cars for the rest of my life. When I told him that I was and that I really like cars he asked, ‘You’re not doing this for a boy, are you?’”

First stepsAfter graduating, Kerri was hired on as service advisor - a job she enjoyed for more than 12 years. “When I first started, there weren’t many female service advisors in the industry, but that has changed since then,” she says.

While most customers were very happy to deal with a female service advisor, Kerri has had to deal with the ‘old boy stigma’ of women in the industry now and then. “I remember getting a call from a man who wanted information, but insisted that he didn’t want to speak to me because,

‘women don’t know enough about cars to be of any help.’ Although I told him that I was more than qualified to help, he in-sisted and eventually decided to go over my head to speak with my boss, the service manager.

“But my service manager at the time was also a woman, so when I transferred him over, he again insisted that he didn’t want to speak to a woman because, ‘women know nothing about cars.’ My service manager got fed up, asked him if he was sure he wanted to speak to a man, and when he said that he was, she transferred him over to the custodian.”

Working in fleetAfter 12 years as a service advisor, Kerri moved on to learn another aspect of the dealership (working in the body shop), and when the opportunity presented it-self, she advanced to the position of Fleet Manager. Taking on her new position with-out direction from the previous manager, Kerri had to start from scratch and figure out the fleet world on her own.

Determined to succeed, Kerri has put her proverbial nose to the grindstone learning all she can about fleet while working on tenders in order to procure new business. In fact, Kerri spends a lot of time on the phone speaking with potential customers in order to determine exactly what they need and want.

She is also happy to offer advice, rather than just sell. Building relationships is the key to her business. She takes the time necessary to explain options and help customers se-lect the vehicles that are right for whatever fleet application they have in mind.

Kerri Gitschel’s eagerness to go the extra mile with impeccable customer service, her willingness to work hard, and her tireless persistence has all paid off. The fleet business at Colombo Chrysler Jeep Dodge has grown steadily over the years, and although she still pursues tenders, much of Kerri’s new clients are referrals from happy and satisfied customers who eagerly encourage friends and colleagues to call the Fleet Manager with a passion for cars - Kerri Gitschel.

Women of the industry

My Passion for CarsKerri Gitschel always knew that a career in the auto industry was her calling.


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weren’t many female service ad-visors in the industry, but

that has changed since then.” –Kerri Gitschel


Saint-Jean-sur-richelieu, September 14 and 15

SIVIC 2010: Fleet Management, a Key Business Event!The fourth edition of the SIVIC (International Industrial Vehicles

and Body Trade Show) will be held on September 14 and

15 at the Royal military College St-Jean, under the honorary

presidency of mario Gionet, President of nAFA Quebec.

d uring these two days, attendees will have the chance to take part in different workshops on carefully se-

lected topics. Indeed, expert speakers in their respective fields will discuss ground transportation efficiency, green technolo-gies in transportation, ecological technol-ogies in the industry and global markets.

We invite all fleet managers to attend the SIVIC Show, either as visitors, exhibitors or buyers.

Equipment ExhibitionIn addition to the informative portion of the event, a trade fair featuring transpor-tation equipment and related products will run concurrently. Held inside and out, the exhibition area covers more than 40,000 sq. ft., accommodating around 130 suppliers from the special vehicles industry in Quebec that will be present.

During the two days of the event, private meetings with major manufacturers will be

held on both afternoons. On Wednesday morning, Michèle Boisvert, head of the business section of the La Presse daily newspaper and radio columnist, will hold a conference on the economic trends of the Quebec manufacturing industry.

For more information on the SIVIC 2010 Show, visit sivic.ca.

For your all around automotive needs, contact Kerri Gitschel – 1-705-727-2626

Let us show you how easy it can be!

Your Fleet your way

Jean-Roch Savard [email protected]

more than 1,500 visitors are expected at the SiViC 2010 Show to be held in Saint-Jean-sur-richelieu

on September 14 and 15.

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d esign, build and sell the best

vehicles in the world, this is GM’s new mission in a nutshell. Having

won more than 20 Awards in Europe, the Chevy Equinox is the highlight vehicle of the relaunch, exemplifying the brand’s new quality standards. And according to GM representatives, the all-new compact Chevrolet Cruze, having undergone the most rigorous testing ever for any GM vehicle, including more than 6 million kilometres under all types of conditions, points to a bright future for the Detroit manufacturer.

Arriving this OctoberAlready commercially available in several world markets, the Cruze will be intro-duced in Canada next October. Rated 5-star for safety in Europe, the Cruze comes equipped with 10 airbags, traction control (a standard feature) and an OnStar system. GM’s new DELTA 2 platform (the same as that used for Chevrolet Volt) is also used for the Cruze. Two 4-cylinder

engine options are offered under the hood of this all-new compact: a 1.8 L, 136 hp engine and a 1.4 L turbo, 138 hp engine.

The Regal, the third model in the new Buick series, has won 34 awards in 15 countries. Moreover, it currently leads the way as Europe’s top selling sedan. Featuring three different driving modes (normal, tour and sport), the Regal comes with either one of two engines: a 2.4 L,182 hp 4-cylinder Ecotec engine or a 2 L, 220 hp 4-cylin-der turbo engine, both with 6-speed auto-matic transmission. For the first year of production, the Regal will be assembled in a German plant. After that, production will move to the GM facilities in Oshawa.

In addition to the Cruze and the Regal, the GM relaunch features the most popu-lar Chevrolet, Buick, Cadillac and GMC models, such as the Terrain, similar to the Equinox, as well as the Silverado and Sierra pickups, now more robust and more

powerful with a maximum payload of 3,010 kg and a 9,850 kg towing capacity. These utility trucks are offered in 13 dif-ferent models.

Finally, here’s some noteworthy news – as of January 2011, fleet managers will have exclusive access to the Business Bridge Telematics System for several GM models.

2011 Gm Presentation

All-new models, Chevrolet Cruze and Buick Regal, unveiled for fleet customersProudly announcing Gm’s return to profitability for the first time since the first quarter of 2007,

Jerry Daniel, Director - Fleet and Commercial Sales, and Pierre Guèvremont, Fleet Account

manager – Quebec & Atlantic Canada, met up with their Quebec customers on June 16 in

Vaudreuil-Dorion where the all-new 2011 models, the Chevrolet Cruze and the Buick Regal,

were in the spotlight.


With much confidence in Gm’s future, Jerry Daniel, Director - fleet and Commercial Sales, met with major Quebec customers.

in showrooms throughout october, the Chevrolet Cruze will certainly be a contender for fleet managers planning

new acquisitions.

the interior design of the 2011 Cruze is as good as it gets when compared to competing models within the same category.

equinox, traverse and terrain: 3 models instrumental in Gm’s relaunch.

the 2011 regal is the third model in the new buick line-up.


t h e 2 010 Fe d e r a l F l e e t Workshop, scheduled to take place in Orford, Quebec from

Oct. 26 - 28, will offer government fleet managers an extensive menu of information and insight from a broad range of speakers. As always, the event will bring together federal fleet managers, municipal representatives, provincial government fleet man-agers and federal fleet suppliers.

“Although most of the people in at-tendance are from the public sector,” says Serge Joanisse, Chair of the Federal Fleet Workshop organizing committee, and Senior Policy Analyst with the Treasury Board of Canada, Secretariat, “we have a few individ-uals from the private sector as well. They’re the ones who deal with the government on a regular basis, and it’s important that they be in attendance to listen, share their thoughts and hear what others have to say so that they can provide their perspective on possible solu-tions to some of the issues we’re dealing with.”

On the agendaThe three-day Workshop will address the concerns that are top of mind with today’s

fleet managers. “We will have three dif-ferent perspectives on best practices in fleet management,” Joanisse says. “There will be a presentation on best practi-ces and managing federal fleets by the Department of National Defense, there will also be one on managing municipal fleets by the City of Ottawa, and from the point of view of the private sector, Toyota Canada will talk about how they manage their own internal fleet.”

Goodyear Canada and Uni-Select Canada’s Automotive Group (two separate pres-entations) will talk about how they have reduced greenhouse emissions in their own operations.

“NAPA Canada will talk about their fleet parts supply solutions and they’ll also dis-cuss training,” Joanisse adds. “They are

going to introduce participants to a new integrated business solution pro-gram that solves the problem of get-ting the right part to the right place at the right time.”

GM Canada has prepared a presenta-tion on the new Chevrolet Volt, and Joanisse says that he and his col-leagues hope GM will be able to bring a Volt to the Workshop, allowing fleet mangers to experience the vehicle first-hand. “In previous years we have had presentations on hybrids and alternative fuel vehicles so it will be interesting to see what GM has to say about the Volt,” Joanisse adds.

TrainingGeorgian College and Uni-Select’s Automotive Group have each pre-pared a presentation on the training

courses and programs they offer, while Joanisse plans to update attendees on the online fleet management course that was developed by the Treasury Board of Canada Secretariat. “We’ll be updating our audience on how the program has been received, who is using it and what we have planned for the future,” Joanisse adds.

RemarketingOn the remarketing end, there will be a presentation on the sale of surplus gov-ernment vehicles by Public Works and Government Services Canada - the depart-ment responsible for the procurement and disposal of assets. As always the Federal Fleet Workshop will also host a trade show, as well as a vehicle demonstration segment that will allow fleet managers to test drive the latest vehicles on the market.

2010 federal fleet Workshop

Fleet Medley This year’s Federal Fleet Workshop covers many bases, offering all in attendance a well-

rounded look at the overall federal fleet picture.


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“In previous years we have had

presentations on hybrids and

alternative fuel vehicles so it will

be interesting to see what Gm

has to say about the Volt.”

–Serge Joanisse


t he annual PHH Arval Strategic Fleet Management Symposium was in-formative and insightful with key

speakers presenting a clear picture of the fleet world today, and what might be ex-pected in the near future.

George Kilroy, President and CEO of PHH Arval welcomed guests and discussed his vision for the company including a time when global fleets could be managed from a single location.

K inday I s l e r, S t ra teg i c Bus iness Consultant, PHH Arval took a closer look at the numbers affecting the auto indus-try. Vehicle pricing has increased thus far in 2010, and will continue to increase. We’re also going to see higher prices for parts. And when it comes to fuel - expect a 15-20 % increase for 2010.

How much does it cost to own and operate a vehicle? According to Isler, 43% of the cost of ownership is fuel, so fleet managers will want to have fuel-efficient vehicles on their selectors. Depreciation accounts for 27%, and maintenance is 15%.

Isler recommends looking at multi-year agreements, getting rid of older vehicles, taking advantage of the fall market and acquiring fuel efficient vehicles.

ManufacturersTroy Campbell, VP Client Relations and Sales, PHH Arval put the car companies under the microscope. Much has changed since automakers experienced dramatic losses and some even dealt with the pos-sibility of bankruptcy.

Sales are up 8.4% in Canada, and all three domestic brands are posting profits. Toyota has seen $1.2 Billion in profit in Q1 despite recalls and other problems, GM paid back loans in USA and Canada, Chrysler accelerated bringing fresh prod-ucts to market (Fiat, for instance), and OEMs are adding value to their vehicles with enhanced content, which in turn translates into better residual values.

Fleet is still an important part of the over-all business pie for manufacturers. They say it still makes up about 25% of their overall volume. Unfortunately (for buyers), there’s a downward pressure on incentives as OEMs crawl out from under their eco-nomic woes.

RemarketingTim McGee, Manager, Vehicle Remarketing Operations, PHH Arval talked about the used vehicle market and explained how the quality of used vehicles is on the rise. Some say today’s vehicles will last 15 to 20 years with odometer readings in ex-cess of 400,000 km.

With respect to resale trends, McGee pointed out that the used vehicle market bottomed out in 2008 when over 30,000 vehicles a month were being imported from the USA. Things have improved dra-matically since then and this past spring we enjoyed a great market.

TechnologyKim Hearn, VP, CIO, PHH Arval ex-plained how the technology driving PHH InterActive is becoming more intuitive and user-friendly. PHH Onboard is a real time telematics solution that helps reduce overtime, idling and improves safety.

To n y V i n c i g u e r r a , V P, P r o d u c t Management, PHH Arval talked about the innovation centre - a catalyst for change and a way to bring new ideas to market.

Benjamin Tal, Senior Economist at CIBC World Markets spoke about the state of the economy, admitting that we nearly avoided an economic disaster. Where are we now? Our GDP is a miracle, he said, stimulated by government spending. But when the spending ends, taxes will in-crease in order to refill government coffers.

Tal also believes that the recovery from the recession will not go as smoothly, or be as linear as we might hope. The second half of 2010, as well as most of 2011, will see a slowdown.

industry events

Market Snapshot: Looking at the NumbersPhh Arval takes a closer look at the market - past,

present and future - at their annual Strategic Fleet

management Symposium


George Kilroy (l), President and Ceo of PHH Arval; Jim Halliday, President, PHH Canada

benjamin tal, Senior economist, CibC World markets


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Announcing the Jeep relaunch

The 2011 Grand Cherokee – the New Generation During the ‘Rise Above’ Canada-wide tour, Chrysler Canada’s Fleet & Commercial division

announced the 2011 new generation of Grand Cherokee. Stopping over in montreal on June 10,

Chrysler Canada’s fleet representatives presented the new design and technical features of the

2011 Grand Cherokee.

More Refined Than EverRejecting claims that its reign has ended, Chrysler has completely redesigned the luxurious Jeep SUV, while still keeping the iconic front grille. According to the manufacturer, the 2011 Grand Cherokee is the most refined model it has ever produced. Chrome accessories, a dual-pane panoramic sunroof, front and back heated seats, a heated steering wheel and a remote start system with a Sentry key engine immobilizer, are just a few of the latest additions prominent in this vehicle’s renewal. Plus, cargo capacity

has increased by 17%. But, it’s what’s under the hood and the floor that makes the 2011 Grand Cherokee truly stand out from its predecessor. Performance-wise, it’s the first model in the series equipped with a V6 Pentastar engine. This engine, replacing all other V6 engines found in Chrysler models (2.7 to 4 L), delivers 290 hp and 260 lb-ft of torque. And fuel con-sumption is better with 8.9 L per 100 km of road travel, that is, 14% less than the older Grand Cherokee’s 3.7 L V6 engine. Better yet, the 1,000 km driving range surpasses that of the Grand Cherokee

Diesel. A 5.7 L, 360 hp V8 engine, deliv-ering 390 lb-ft of torque, is also available for this model.

A Better Driving ExperienceAs far as road handling goes, the 2011 Grand Cherokee is furnished with the new Selec-Terrain system as well as the latest Jeep Quadra-Lift suspension sys-tem. The all new body structure means a 146% increase in torsional rigidity.

What’s more, the 2011 Grand Cherokee also offers other impressive features such as a blind spot monitoring system, a forward colli-sion warning system, programmable adaptive cruise control, and, the battery (with a 25% longer lifespan) right under the driver’s seat.

Lastly, it’s important to note that 75% of the latest Chrysler, Jeep and Dodge models will be returning between now and December 2010. And, for those eagerly awaiting Fiat’s Quebec come-back, they’ll be happy to know their wish comes true early in 2011.

Demonstrating the Quadra-lift air suspension system, new to the 2011 Grand Cherokee.

the new vehicle’s dashboard is both functional and elegant.

in addition to the Grand Cherokee, around ten or so other Chrysler, Dodge and Jeep models were available to customers for a test drive.

under the hood as well as inside the passenger compartment, the 2011 Jeep

Grand Cherokee is packed with many new design and technical features.

éric Gauthier, Chrysler Canada’s fleet and Commercial Account manager in Quebec, presents the new 2011 Grand Cherokee to his leading customers.



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Utility.

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u nless you spend the cold season in the South, you will surely have to drive in the snow, on the

ice, in the rain or on very cold pavement for the few next months. Consequently, you know by now that winter tires are your best op-tion to keep control of your vehicle. Unless you live and work in Quebec where winter tires are mandatory, it will be up to you to choose a good winter tire or not. Still, do we have to remind you that at seven degrees Celsius, an all-season tire begins losing some of its best characteristics? So here are some of this coming season’s best choices.

New tires for light trucksFirst of all, let’s mention that many tire manufacturers are now offering many more winter tires and sizes for bigger pick-up trucks such as the Ford F-250, Chevrolet Silverado and GMC Sierra 2500 and Ram Heavy Duty 2500. Among them, there is Continental with its ExtremeWinterContact launched last year, Michelin with its all-new LTX Winter and Toyo with its Open Country WLT-1, all products designed for LT (Light Truck) applications. Goodyear has the Ultra Grip WRT for such vehicles while General Tire has specific light truck sizes in its Altimax

Arctic line of winter tires and Nokian already has its Hakka LT in its catalogue.

Lots of new productsObviously, most tire manu-facturers have some new product to introduce in fall. Some tires are very affordable while many others are highly de-veloped products de-

s igned for spec i f i c veh i c l e s. Ac tua l l y, many car manufactur-ers are now mounting

performance tires on their cars and light trucks. Consequently, before

choosing a bargain-priced winter tire, make sure you are buying the right one for your vehicle. If your knowledge of tires is limited, it would be better to have an expert have a look at your original tires. Nonetheless, if your vehicle came from the plant with H, V, Z, W or Y rated tires, make sure you are installing winter tires with at least H or Z codes.

As far as exciting products are con-cerned, be on the lookout for afford-

able products such as the new Winter Slalom KSI by BFGoodrich or the now legendary Blizzak available in the WS-70 format. Light truck users will go for the Blizzak DM-V1.By the way, Firestone’s Winterforce brand is also part of the famous Bridgestone family of products. Uniroyal, part of the same family as BF Goodrich (they both belong to Michelin) is also coming out with a new revised version of its winter tire, the Tiger Paw Ice & Snow II that remains studdable.

G e r m a n m a n u f a c t u r e r Continental, now offers its

ExtremeWinterContact even for light trucks as mentioned before and a new w in ter tire for 16- and 17-i n ch whee l s , t he ContiWinterContact TS830P. American manufacturer Cooper has three new very af-fordable tires on the

Éric Descarries [email protected]

Bridgestone’s Blizzak Ws-70 is the latest

in a long line of legendary winter tires by the

Japanese manufacturer.

Yokohama is now offering a very modern performance winter tire, the W.drive.

toyo’s observe g-02 needs no introduction

Are you ready?

It’s winter time, once again. Whether you like it or not, wherever you live in this country,

winter will be back in a short while.


market, the studdable Weather-Master S/T, the unidirectional Weather-Master WSC for SUVs (and it is studdable) and a Discoverer M+S for light trucks, cross-overs and SUVs in many more sizes.

Looking for a European brand? How about the new Graspic DS-3 by Dunlop available in 35 sizes for 13- to 18-inch wheels? Newcomer (in the winter tire segment) Falken is launching its HS439 available in some 40 sizes for 13- to 19-inch wheels and its Wildpeak A/T for small trucks and SUVs. Though it has an American name, the General Tire Altimax Arctic is also from European origins and this well-known tire is now available in 50 sizes in-cluding some for light trucks as mentioned before. The Goodyear Ultra Grip Ice WRT was discussed earlier, but let’s not forget that Korean tire manufacturer Hankook has a nice line-up of very efficient winter tires including its popular Icebear W300, Winter i*Pike and the newer i*Pike Rw 11 for SUVs and light trucks available in 37 sizes including LT Metric with C and E load indexes. Kumho is also Korean and, it too, has great winter tires under the I’ZEN KW25, I’ZEN KW27 and I’ZEN WIS KW19 monikers. As far as Japanese tire mak-ers are concerned, look at Toyo with its well-known Observe products and mostly its all new Open Country WLT1 truck

tire, and at Yokohama that is bringing back i t s g rea t IG20 , G e o l a n d a r I / T G072 and W.drive winter products.

B a c k t o t h e European t i re makers begin-ning with Italian Marangoni spe-cialized in small car products with its 4-ICE and the Meteo Gr ip E+ (the E+ meaning it is environmentally friendly) and continu-ing with the legend-ary Michelin brand that should need no presentation. Other than its new X-Ice Xi2, it also introdu-ces new sizes for the l ight truck Latitude X - I c e X i 2 . Obviously the LTX Win te r m e n t i o n e d at the begin-n ing o f th i s t ex t s h o u l d not be forgot-ten. Still within the European line-up, winter tire spe-cialist Nokian should be introducing its all new Hakkapeliitta 7 to the Canadian market, but its regular Hakkapeliitta 5 will remain one of its most popular products. Italian Pirelli launches a totally new winter tire this year, the Winter IceControl available in 28 sizes for 14- to 17-inch wheels. Dutch Vredestein (now member of the Apollo Tyre family of prod-ucts) is now offering the newer Arctrac for 13- to 17-inch wheels. There is also a light truck version of the same tire called the Arctrac SUV.

NewcomersObviously, there are always newcomers to the market. This time, most of them come from China or other parts of Asia. Such is the case for Infinity from Dubai with its INF-049 made… in China!

Nankang is from Taiwan and it offers the Canadian

market the SV-1 and SW-5 winter tires. Add to that the

S-600 available at a reason-able price. South Korean Nexen

(also called Roadstone) is now part of the Canadian winter tire market with its line-up of Winguard Sport, Euro win and Winguard SUV tires, while Chinese Westlake that has been here for a little while is back with its twin brand Goodride with the SW601 and SW602 products. Isn’t that enough for you? Michelin also has winter tires for light

trucks such as its LtX Winter

Continental’s great Extremewintercontact

is also available for light duty pick-up trucks.

Italian tire manufacturer Pirelli is introducing this new Ice Control to our market


AuDI

CHRySLER

industry events

GE Ride & Drive HighlightsThe annual GE Capital Fleet Services Ride & Drive featured over 100 new vehicles while

offering fleet professionals a sneak peek at several soon-to-be-released models.


FORD

SuBARu

VOLVO

Randy Jenish, Ford

Lorraine smith and scott Langlois, subaru

norm Lyle, Chrysler

Jonathan Breton. audi Emanuel Lichtinshtein, volvo

Randy Jenish demonstrates

the abilities of the new Ford

Transit Connect, equipped with the innovative

Ford Work Solutions package.

The Subaru Legacy continues to be offered

in three exceptional trim levels: the 170-hp 2.5i,

the 265-hp turbo-charged 2.5GT with 6-spd manual

transmission, and the 256-hp 6-cylinder 3.6R

with a 5-speed automatic transmission with

manual mode.

The 2011 Jeep Grand Cherokee is new from the ground up. It’s bigger, smoother, roomier, and it boasts amazing fuel economy (about 1,000 km per tank of gas).

The Lancer and Outlander are Mitsubishi’s biggest fleet sellers. The 2010 Outlander boasts a revised body style, the 2010 Endeavor is now larger, and the 2011 Eclipse Spyder is sexier than ever.

The all-new S60 comes with Volvo’s City Safety technology, as well as a pedestrian detection system that detects pedestrians crossing in front of the vehicle and automatically applies the brakes.

NISSAN

The brand new 2011 Nissan

Juke is a small crossover

(slightly smaller than the Rogue),

comes in either front or AWD configurations, and

boasts a fuel-efficient 1.6L 4-cylinder turbocharged engine.

(L) Lisa Bouchard and Judy grant, nissan

While the gorgeous R8 V10 takes home the prize for the sexiest car at this year’s Ride & Drive, Audi also brought the A4 and

A5 to the event (their largest volume fleet

vehicles for executives), along with an A6 Special

Edition, the new Q5 3.2L, and the Q7 TDI.

MITSuBISHI

shawn Bryan, Mitsubishi


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TOyOTA

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KIA

BMW

HyuNDAI

GM

Carol gooding, toyota

(L) Richard Pasta and george Lykopolous

allison scarangella, BMW

thomas Roth, Hyundai

The all-new Toyota Sienna has been completely redesigned and is available as either a 4 or 6 cylinder model. Toyota also brought a Lexus RX to the Ride & Drive - one of the first times they’ve had a vehicle from their luxury line on display.

The 2011 Sorento comes in 5 or 7 passenger configurations, 4 or 6 cylinders, and AWD. The 2011 Sportage boasts a 4-cylinder engine with a turbo option (276 hp output), and comes with UVO - the next generation of hands-free technologies.

BMW has just launched their fleet program with incentives based on the capitalized cost of the vehicle (an industry first). BMW showed off the all-new 5 Series, available with an 8-speed automatic tranny!

The Sonata has been completely redesigned, and now features a 2.4L 4-cylinder engine. Bluetooth is standard, and advanced features (like heated back seats) are available on the Limited model.

The Chevrolet Cruze (already launched in over 60 countries) will be coming to Canada this fall. Bigger than the Cobalt and smaller than the Malibu, the Cruze comes with 10 standard airbags and boasts 5L/100 km fuel economy numbers.

Joe destefano, gM

Bruce Lindsay, volkswagen

The key corporate vehicles for Mercedes are the C-Class, E-Class and the GLK. With a focus on safety, the E-Class is available with a lane departure warning system that vibrates the steering wheel to alert the driver.

Volkswagen continues to put their best foot forward with their advanced TDI Clean Diesel technology. Fuel-efficient and environmentally-friendly, TDI is available as an option on a variety of VW models.dino Casanova, Mercedes-Benz


n AFA’s annual Institute & Expo seems to get better every year. The last I&E, which took place in

Detroit, Michigan got rave reviews from all in attendance, including the many Canadians at the event.

“We had an excellent Canadian round table discussion,” says NAFA VP Canada, Kate Vigneau, CAFM. “There were approxi-mately 50 people taking part in the dis-cussion, Mario Gionet was the MC again, and he did an incredible job. We dealt with everything from tire treads to cell phones, and following the discussions GM Canada hosted a really nice reception. It was a valuable opportunity for the Canadians to spend some time together and talk about uniquely Canadian challenges.”

The Expo was one of the largest ever and had an excellent variety of vendors. But the success of the Expo was no accident. NAFA has been working with focus groups in order to bring about improvements.

“If you don’t have traffic on the Expo floor, the exhibitors don’t come back the next year,” Vigneau says, “and if they don’t come back then there’s not going to be an I&E the next year. So NAFA made getting fleet managers onto the Expo floor a priority.”

NAFA Excellence in Education AwardA dedicated NAFA member, Kate Vigneau was honoured by NAFA with its Excellence in Education Award for her “unswerving dedication, commitment to excellence, and willingness to tackle the most difficult tasks that have led to a long list of unsurpassed

significant accomplishments,” said NAFA President, Chris Amos, CAFM.

“I got a lovely plaque,” Vigneau adds, “but the really meaningful part of this award is the fact that I get free registration to the I&E for the rest of my life!”

Building bridgesIn order to bring new people into the industry, NAFA has started partnerships with a number of universities, and at this year’s I&E, the “sponsor a student” pro-gram proved successful with many young and eager faces in the audience.

“I had the Associate Dean of Georgian College, Alan McGee, attend the I&E as NAFA’s guest,” Vigneau says. “This was his first time attending a NAFA event, and a great opportunity to plant the seed for a partnership with Georgian College.”

McGee was very impressed with the pro-gram. “I think NAFA did a tremendous job in planning this event as there were many

interesting things to see and do each day and plenty of opportunities to meet other people in this industry,” he says. “It was obvious that this is a group of people who are committed to the success of their industry and who also enjoy each others’ company while doing it.”

Moving onKate Vigneau recently announced that she will be stepping down as Canadian VP. Fortunately, she is not leaving the NAFA family, but will simply be serving the industry in a different capacity. “I have ac-cepted a contract with NAFA to act as their Professional Development Strategist,” she says, “and am happy to announce that my replacement is Mario Gionet.”

Gionet joined NAFA in 2001 and has served as Quebec Chapter Chair, as a member of the I&E Curriculum Committee, and on several project teams. We certainly wish Gionet much success in his new pos-ition as Vice President for Canada and Northern Region Trustee.

industry events

NAFA’s 2010 Institute & Expo: Canadian HighlightsAs the industry continues to grow and change, nAFA

keeps up with fresh initiatives and valuable insight.


NAfA President Chris Amos, CAfm presents Kate Vigneau, CAfm with the NAfA excellence in education Award

“This is a group of people who are

committed to the success of their

industry and who also enjoy each

others’ company while doing it.”

–Alan mcGee

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Industry news

Mario Gionet Named NAFA’s Vice President For Canada

nAFA Fleet ma-nagement Asso-ciation (nAFA) is proud to announce that Mario Gionet, of CBC/Radio-Ca-nada, has been named the Associa-tion’s new Vice Pre-sident for Canada and northern Re-gion Trustee effec-tive immediately. Gionet, who joined nAFA in 2001, has been active within the Association as a member of the Quebec Chapter

and nationally through his participation on the I&E Curriculum Committee and several project teams. he replaces Kate Vigneau, CAFm, who resigned from the Board to ac-cept a contractor position with nAFA.

David Thornton joins JPLJPl Vehicle management Services is

proud to announce that David Thornton has joined their head office team as manager, Client Relations. With his extensive bac-kground in Fleet management in various capacities such as: strategic consulting, client service and sales; mr. Thornton will be responsible for leading JPl’s Eastern Regional Client Service Fleet management Team.

Geothentic in Middle EastSince Geothentic’s ORCA system has alrea-

dy widely proved its efficiency, companies from Kuwait and the Emirate of Dubai are looking to take advantage of this innovative fleet management technology.

The first meetings of its president, Guillau-me Poudrier, were crowned with success and in the next weeks, Geothentic’s management team and its partners will return to that re-gion to carry on the introduction of the ORCA technology in the middle East.

left to right, m. Guillaume Poudrier, Geothentic’s President and Ceo; Dr. Nasser Al masri, from e.Q.e Kuwait; and Abdel Kabir belbsir, President and Ceo of b.A.K. international.

More onautosphere.ca


More onautosphere.caIndustry news

AMETVSTransportée par la croissance de notre industrie

Transportée par la croissance de notre industrie

Transportée par la croissance de notre industrie

AMETVS

AMETVS


2”

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2”

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ADESA 14, 15

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ARI 29

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Audi Canada 37

www.fleet.chrysler.ca

Chrysler Canada 40

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Ford of Canada 20, 21

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GM Canada 39

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Mercedes-Benz Canada 7

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Sirius Satellite 27

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Volkswagen 13

Veteran Fleet Expert to Lead NAFA’s Education Efforts

nAFA Fleet management Associa-tion (nAFA) has retained the ser-vices of veteran fleet management expert Katherine Vigneau, CAFm, to lead the Association’s education efforts. As nAFA’s Professional De-velopment Strategist, Vigneau will be responsible for identifying fleet manager education needs and re-commending methods to meet those needs; directing the Associa-tion’s education efforts, including seminars, products, and programs; managing nAFA’s professional cer-

tification programs; leading nAFA’s education partnership efforts; and serving as subject matter expert for various committees.

Vigneau, who has more than 22 years of transportation and management experience, has been instrumental to nAFA’s fleet education through her work as a classroom instructor and valuable member of the Association’s Certification Board.

Vigneau, who recently held the position of nAFA’s Vice President for Canada and northern Region Trustee, resigned from the nAFA Board of Trustees to accept the Professional Development Strategist contract. For more information visit http://www.nafa.org

Numerous changes at Transportaction

Jim Cavin, Branch manager, Edmonton office, has retired ef-fective April 15, 2010. hired in 1999, his main challenge was to build a western fleet operation, which now consists of three of-fices, Vancouver, Calgary and Edmonton. Blake Karasiuk was appointed to Cavin’s position on April 19th, 2010.

Francine lavoie, Account ma-nager, montreal office, has an-nounced her retirement effective as of July 1, 2010 after 20 years of service. Johanne Legault will be filling in for mrs. lavoie.

Germain Belanger, Eastern Re-gional manager, montreal office, has announced his retirement ef-fective as of July 1, 2010 after more than 20 years of service. Carole Senecal has assumed lea-dership of the montreal office as of may 3rd, 2010.


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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.

o ntario’s Ministry of Transportation seems to have adopted the old slogan, “Go big or go home,” with

respect to their green initiatives. Not content to simply tinker with the idea of a greener fleet, they’ve tackled the problem head-on from a variety of angles.

“We have set ourselves some pretty auda-cious goals,” admits Mike Cole, Project Coordinator, Fleet Management Centre, Ministry of Transportation, “but that’s what keeps us motivated to work hard.”

Cole is heading a team that hopes to achieve what at the moment might seem impossible. “By 2014 we want to reduce our fuel consumption across the entire Ontario public service by 8 million litres per year,” he says. “That translates into a reduction of more than 21,000 metric tons of greenhouse gases that would have been produced through the consumption of those fuels.”

Why pursue such ambitious goals? “Our ef-forts to green our fleet are critical to reducing the Government of Ontario’s environmental footprint,” says Neil Sentance, Assistant Deputy Minister, OPS Green Office.

StrategiesDrastic cuts call for drastic measures - lots of them. “There’s no one solution that will get us anywhere near our goals,” Cole adds. “We are working on a multitude of things at the same time in order to achieve those goals.”

A large part of the overall green strategy is the vehicle selection process. Cole and his team are constantly re-assessing vehicle choices as new models come on the mar-ket. “When manufacturers submit to us their recommendations,” Cole explains, “we do an analysis on those vehicles. We don’t automatically take the vehicle they recommend and we don’t take the cheap-est vehicle. We select the vehicles that offer us the best overall return on investment both environmentally and financially.”

The Ministry of Transportation looks at four distinct criteria, breaking all the vari-ables down to a cents/km standard: fuel economy, emissions, cost of operation, and the cap cost.

“When we choose a vehicle it becomes the primary choice vehicle for our clients, which are the fleet users throughout the entire province,” Cole says. “We also have a secondary choice, but we’re not promot-ing gas-guzzlers or other vehicles that don’t fit into our overall green picture.”

Even the drivers are being urged to drive in an environmentally-friendly fashion. An anti-idling program and a driver educa-tion program teach drivers to be more conscious of their driving habits.

The Ministry of Transportation is also investing in greener vehicles like hybrids

(they already have 750 hybrids in their fleet), while taking part in a pilot project to evaluate the use of plug-in hybrids and electric vehicles. “We are continually enhancing our fleet to take advantage of innovative new green technologies,” adds Mike Goodale, Assistant Deputy Minister, Ministry of Transportation

Emergency vehicles

Police, emergency, and medical servi-ces vehicles get special attention with a vehicle idling reduction project - some-thing the Ministry of Transportation has been a part of right from the beginning. “We were part of an original stake holder group that sat down with Fleet Challenge Ontario and with manufacturers to brain-storm ideas,” he says. “We’ve been a will-ing and active participant in the project.”

Cole has also started an internal project to determine which OPS fleet vehicles would best benefit from idle reduction technol-ogy, and results thus far are promising with a 10-23% reduction in idling overall.

Will the Ministry of Transportation achieve their ambitious goals in time for the 2014 deadline? Only time will tell, but Cole and his team are certainly doing all they can and they’re getting greener by the minute!

fleet of the month

Committed to GreenOntario’s ministry of Transportation is so committed to a green fleet that they’re firing on all

cylinders with an assortment of green strategies.


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mike Cole, Project Coordinator, fleet management Centre, ministry of transportation

“Our efforts to green our fleet

are critical to reducing the

Government of Ontario’s

environmental footprint.”

–neil Sentance, Assistant Deputy

minister, OPS Green Office.


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CHRYSLER CANADAQ2 2010 FLEET MAGAZINE ADSCFT_10_1034

IT’S LEGENDARYTOW CANADA

7” X 9.5”8.125" X 10.875"8.625” X 11.125”

AMY TSANGJ. GREEN4C Frutiger; Helvetica Neue

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Date:Designer/Studio Artist:

JUNE 10, 2010DC

AD NUMBER:

CFT_M_10_1034_REFINE_A

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Live: Trim:Bleed:

www.fl eetchrysler.ca 1.800.463.3600

CFT_M_10_1034_REFINE_A.indd 1 6/11/10 12:37:10 PM

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