Liza’s Month-End Review

It was not an April Fools joke! We had an incredible month of March as a company, led by our best ever used vehicle sales month, a huge increase in parts and service over February of last year, and awesome Do More Moments happening across Virginia and West Virginia!

We sold 930 used vehicles, and 1000 are in our sights. I'm taking bets on which month this year we will break 1000…message me if you want in! Our new vehicle sales continue to be very tied to our available inventory. We had three dealerships finish the month with 0 vehicles on the ground and another 5 with less than 10 vehicles on the ground. By turning our inventory as soon as it hits, we are helping ourselves earn a higher percentage of the regional allocation, so please do your part to help make this happen! In addition, we know our customers have been waiting and waiting, in some cases, months for their new vehicle to arrive. If we let our customers know that we have a goal of getting their vehicle to them within 48 hours of arrival because we know how excited they are, the customers will help us make this happen.

Our Parts and Service Departments have had a super exciting first quarter. We have more apprentice technicians working in our shops than ever before. And we had over 100 future technicians visit our dealerships during the first quarter to learn more about a career as a tech, learn more about CMA, and invite their parents to do the same. I want to thank our technicians for helping on shadow days and giving such a great experience to many of these young men and women. Beth Lucchesi has done a phenomenal job sharing our company story and our apprentice program with schools across Virginia and West Virginia!

Our parts and service teams set a very high bar for the year with the number of hours turned in March and a high volume of parts sold in dealerships and to wholesale customers.

The top ten highlights for the month of March across CMA were:

 	
CMA's Colonial Nissan team set an all-time labor sales record and turned 1680 hours! Also, Mike Gazdik and Doug Holmberg ranked #1 and #2 respectively in tire sales for Nissan in the region!
 	
CMA's Colonial Subaru had an all-time record in customer pay labor sales and their best parts wholesale month ever! They also had two associates who had personal bests – Aziz Benovenli sold 14 vehicles, and Mustapha Stevens, who is new in Finance, finished over $1100 PVR with only a 55% finance penetration!
 	
CMA's CDJR of Martinsburg had a 68% increase over February in used vehicle sales while maintaining their front gross and keeping a super clean inventory!
 	
CMA's Colonial Kia set an all-time record in service labor sales and total sales gross and had their best month ever in the Finance Department!
 	
CMA's Colonial Honda set an all-time record in service labor sales, an all-time record in used vehicle sales (109 sold), and every sales associate sold more than 15 vehicles for the first time!
 	
Mike Desmond from CMA's Valley Subaru set a personal best record in his finance numbers for the month, really helping this team in a month!
 	
CMA's Valley Honda set an all-time record in total parts sales, wholesale parts sales and had a March record in the Service Department. While they didn't set a used vehicle sales record, it was their best month since September 2014!
 	
CMA's Colonial Chevrolet set an all-time service labor sales record, and Kelly Thompson hit an all-time show record in the BDC with 56 appointments shown!
 	
Todd Cadle, Brian Pugh, and Adam Powell from CMA's Volvo Cars of C'ville participated in the Vista Challenge at the Volvo plant in South Carolina. They came in second place and moved on to the next round. If they can pull off a win, they will represent CMA in Sweden. Go, team, go!
 	
CMA's Subaru of Winchester had another all-time record in the Finance Department – they keep raising their own bar! Two of our service advisors, Shawn Sheffler and Chuck Mason, set personal bests with hours per RO sold. Their fellow advisors in Express Service, Klarissa Weatherholtz and Amy Bartenstein, set a new record of 292 hours sold in Express!
 	
CMA's Toyota Chevy of Martinsburg set an all-time sales record with 309 vehicles delivered – the most Toyotas ever sold in a month, most cars sold by one associate (36 by David Boone) and set an all-time parts sales record and wholesale parts record!
 	
CMA's Honda of Winchester finished in 1st place in the district in percent of objective and total volume, and March was the best-fixed ops month they have had since joining CMA!
 	
CMA's Valley CDJR set an all-time record in total parts gross and had their best-ever March in Service, well on their way to setting a new service record soon. The sales team finished in first place in the district in new vehicle sales!
 	
CMA's Hyundai of Winchester has three new sales associates who all had a great first month at CMA being brand new to auto sales. I also want to thank Tony and the team there for making great strides with our Green Initiative this past month.
 	
CMA's Williamsburg Ford finished March with a perfect 5.0 in Sales CSI, Jen Perry had a perfect score on their mystery shop in our BDC, the parts team set an all-time gross record, and the sales team has finished #1 in the district for three of the last four months!
 	
CMA's Valley Nissan had a record month in F&I, with Maher Al Huraibi leading the way.
 	
CMA's Colonial Hyundai is working through their engine back up in service and has made great progress to allow for a much more customer-focused spring and summer. They also had their best used car month in a while, and I know they need the service team to help get the inventory through as quickly as possible!
 	
While no records were broken at CMA's Valley VW, I know the team worked hard and prepared for a stronger month in April!

This week, we will be launching the 2022 Myers Flyers program using new technology to allow our associates to know where you stand. It took us a month longer than we had hoped to be ready to launch, but it is software that we can use now for the future to be able to encourage, cheer and have some fun competition across our dealerships. We can also now start looking at how we can include other departments not currently represented in Myers Flyers as we go through 2022.

So, speaking of our top performers, our top sales associates for March were….

 	
David Boone, 36 - CMA's Toyota/Chevy of Martinsburg
 	
Marco Rivera, 35 - CMA's Hyundai of Winchester
 	
Wayne Barr, 35 - CMA's Hyundai of Winchester
 	
Nick Harbaugh, 30 - CMA's Toyota/Chevy of Martinsburg
 	
Rod Boothes, 29 - CMA's Colonial Kia
 	
Travis Cromwell, 29 - CMA's Toyota/Chevy of Martinsburg
 	
Mathew Peters, 28 - CMA's Toyota/Chevy of Martinsburg
 	
Brian McCaffity, 26 - CMA's Colonial Hyundai
 	
Timothy Hansbrough, 26 - CMA's Valley CDJR
 	
Keith Black, 25 - CMA's Colonial Chevrolet
 	
Derek King, 25 - CMA's Colonial Honda
 	
Erik Kibler, 25 - CMA's Valley CDJR
 	
Michael Sharper, 24 - CMA's Colonial Chevrolet
 	
Chad Glasheen, 24 - CMA's Colonial Honda
 	
Varick Fields, 24 - CMA's Hyundai of Winchester
 	
Bob Kemp, 23 CMA's Colonial Auto Center
 	
Brett West, 23 - CMA's Valley Honda
 	
Joshua Stafford, 22 - CMA's Toyota/Chevy of Martinsburg
 	
Colby Winpigler, 22 - CMA's Toyota/Chevy of Martinsburg
 	
Jerry Robinson, 22 - CMA's Valley Honda
 	
Damon Simpson, 21 - CMA's Colonial Hyundai
 	
Tyler Buhs, 21 - CMA's Hyundai of Winchester
 	
Breanna Kesecker, 21 - CMA's Toyota/Chevy of Martinsburg
 	
Keith Barrow, 21 - CMA's Toyota/Chevy of Martinsburg
 	
Timothy Watson, 20.5 - CMA's Colonial Honda
 	
Caryn Rogers, 20.5 - CMA's Colonial Honda
 	
William Lingenfelter, 20 - CMA's Colonial Subaru

Our new CMA dealerships in Winchester and Martinsburg are raising the bar on average sales per sales associate in 2022! Our list of associates selling 20 or more is longer than ever, and I look forward to it continuing to grow this year.

We will be kicking off our Annual Owners’ Meetings across all six markets in ten days. We will be announcing our stock price for the year, handing out stock statements, and sharing a bit more about our plans for the rest of 2022. We look forward to having 100% attendance – sign up for one of the meetings in your market so that we can plan for coverage in each department throughout the meeting day. Each meeting is only one hour and remember – you own 26% of this company. I will see each of you over the next two weeks as we visit your markets!

Our Green Teams have kicked off a competition around energy savings during April. We will use less energy to save from an expense standpoint and better our environment for the communities that we are a part of. I hope that every associate learns one new way that we can save energy and creates one habit that will continue long past April – both for your home and for our dealerships. Send your energy-saving ideas our way so that we can share them across CMA!

Our Philanthropy Committee has connected with non-profits across our markets this quarter to give back in the area of food insecurity. It is hard for many of us to believe that some kids and families don't have access to the food they need daily, but it is right in our backyard. This quarter our hashtag is #carsandcans, and we will be working with different foodbanks throughout Virginia and West Virginia to support their efforts to help families and kids in need. Ask your philanthropy committee member for more details!

Last but not least, we have new ESOP committee members to welcome to our April meeting next week! Thank you to:

 	
Andy Mathe from Valley Subaru,
 	
Courtney Powell from Volvo of C'ville,
 	
Jeremy Cotten from Colonial Nissan,
 	
Erik Kibler from Valley CDJR,
 	
Beth Blalock from Colonial Honda,
 	
Laura Campbell from the Valley dealerships,
 	
Carleigh Staszewski from Colonial Kia,
 	
Floyd Hayes from Colonial Subaru,
 	
Andrew McMillan from Williamsburg Ford and
 	
Scott Bushman from Subaru of Winchester!

Let's have another record-breaking April, everyone! See you soon!