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Training Opportunities ....

Two Fantastic Keynote Speakers - 1 Day ...

Wednesday, September 13, 2017 - MAPA Industry Day

Holiday Inn Gateway Centre, Flint, Michigan

MORNING KEYNOTE SPEAKER:                                

John Chapin Header 


How to Get Motivated & Sell More NOW!

John Chapin returns to show you how to super charge your business, your attitude, and how to get motivated to sell more now!  If you missed John's 2014 session, you have a second chance to experience John's enthusiastic, high energy presentation. Attendees will learn;

  • Key sales success principles that made John a #1 sales rep in 3 industries.
  • Ideas that will put you ahead of 95% of other sales people.
  • How to sell more NOW!
  • The #1 key to all motivation, and how to avoid the two biggest roadblocks.
  • How to instantly get control of your attitude, life and business.
  • How to build trust and rapport almost immediately.
  • How to build a client base that will stay with you, continue to grow, and provide lots of referrals.
  • How to make a good first impression and build solid relationships.
  • How to build a huge network of people who know, like, trust and want to do business with you.


Steve Rizzo Motivate This Photo


How to Start Each Day with an Unstoppable Attitude!

One of the biggest challenges that people in business and in life face today is staying optimistic and motivated to be at their best for more than just a few days. "Nothing keeps people from being productive and achieving their goals more than harboring negative feelings or having a bad attitude during the process." -Steve Rizzo

In this entertaining and content-rich program, Steve engages the audience with laughter as he challenges each attendee to SHIFT their focus and way of thinking to discover increased productivity, greater enthusiam and new levels of success; regardless of their circumstances.

Steve will show attendees how to ...

  • SHIFT their way of thinking to get the results they want.
  • Train themselves to feel good, be resilient and stay motivated throughout the day. Every day!
  • Enjoy themselves during the process of achieving their goals.
  • Create lifelong habits for success and happiness in business and in life.
  • Use Humor "The Instant Mind SHIFT" to nip negative thoughts in the bud before emotional havoc sets in.

For more information, click on the link below, visit the "Industry Day" tab of this website, or call the MAPA office at 800.678.6272.

Click Here For More Information and Registration Form



‘TOOLBOX’ training program

MAPA and The Eddy Kay Group are excited to announce a new MAPA member benefit . . . a Sales and Management Training Program exclusively for members of Michigan Automotive Parts Association. There is no cost to you. MAPA purchased this program for you as a gift to you for being a valued member!

The ‘TOOLBOX’ training program will increase your sales, decrease your stress and allow you to remember how much fun retail is. Eddy calls it ‘Rush Hour University’. It is designed to be listened to in your car. You do not have to memorize it, take notes or study.

Just by exposing yourself to the material, you will learn the course without ever knowing how it happened. On your way to work. On your way home. When you’re in the car by yourself. Over and over for 30 days. You’ll be a hero, love your job, and make more money. Did we mention more money? The files are download to your desktop. From there you can put it on your iPhone, iPod, Driod, MP3 player, or burn it to a CD.


THE TOOLBOX COURSE OUTLINE - The Retail Sales Training Course

Introduction: In this module you will learn what it takes to become a salesperson and the pride of being one. It will also disclose the value of distressed merchandise commonly known as Zingers.

Customer Service: Is not a department or an action. It is an attitude. This module outlines how to take the manners you already have and make sense out of them in the store. Too often we forget that each customer is a precious jewel we cannot do without. It is more than just being polite. It is the ability to antici- pate the basic needs of the public. And once you understand those needs you can turn your store into a place they would rather shop. Includes: Customers Buy With Their Senses, The Turnover, Making Outrageous Complaints Fun, Leaving Your Ego At The Door and Taking Responsibility.

Beginning Relationships: There are few customers who actually like salespeople. Most people would rather buy from a friend of theirs than a salesperson. In Beginning Relationships we learn how to have customers drop their defenses, stop viewing us as the enemy and perceive us as a friend trying to help. It takes several minutes at the start and lays the ground work for the rest of the sale. Includes: The Recognition, Small Talkin’, The Turn Around, The Opening and Just Looking.

The Interview: With each customer having a different idea as to what is important in life, it is difficult to really know what they want. It is often different than what they ask for. A proper Interview narrows down the possibilities and allows the salesperson to show the customer exactly what they need. Includes: Open Ended Questions, Small Talkin’ Opportunities and How to Listen To A Customer.

The Demonstration: This chapter details how to turn a products strengths into a sale. It is the most fun part of a sale. Includes: Feature Bashing, Benefit vs. Advantage, Creating Desire, Establishing Value, Talking Price.

Handling Objection: How to handle the nightmare statements: This is the first place I’ve shopped, I have to think about it, My car is in the shop, I’m waiting for my income tax check. Find out the real reason they are not buying from you. Includes; The Be-Back Bus, Price or Product, Budget vs. Value and The Be-Back Shuffle.
Stepping and Stacking: Stepping is steeped in the belief all customers would rather have something better, this chapter teaches how to give better customer service by selling better / more product. Includes: Stepping Off The Ad, Synergistic Selling, Stepping Sideways and The Switch.

Stacking: The tour bus stopped at your store and you are short handed. This chapter teaches how to wait on several customers at the same time. Includes: Creating The Illusion, The Recognition, The Theater Stack and The Wild Bill Hikcock Maneuver.

In Off The Phone: How many times has the phone rang more often than the number of customers who walk in the door? 50% of our customers are walked before they get to our store. We walk them on the phone. This technique gets the customer into the store where we can sell them. Includes: Your True Voice, Answer Every Question with These Questions and The Confirmation Number.

Closing: Salespeople seldom ask for the sale. It is not only scary, but many salespeople believe it is rude to ask for someone’s money. The salesperson and customer keep talking until one of them gives up or faints. If every sale had an attempted close, your sales would increase 30% out of the gate. Includes: Buying Signs, Types of Closes, Adding-ON and Nailing The Sale.

Competing With Big Box Retailers: The Walmarts of the world are not the death knell for the one store company. The big box giants are slow to move and cannot implement change on a whim. You have to compete where they cannot. Give the customer something tangible and valuable not available to the big guys. This chapter will teach you what, where and how.

Competing With The Internet: When a customer asks if you will match an internet price you have to wonder why they didn’t but it. If they have been on the net, they have been everywhere. You are their last stop. There is a reason for that. This module will give you all the reasons they didn’t buy it on the net. You will also learn how to make the net draw customers into your store; the only place you can sell them.

(How To Negotiate Price): There are many retail industries that are famous for negotiating price. They give away much more than they have to. This chapter will help resolve that issue. It will teach you how to give the customer what they want without you losing a sale or a customer.


The Opening / Hiring: Sales and Management are two different jobs; Don’t be held hostage by your staff; Veterans are not always the best bet; Questions to ask in an interview
Motivating The Staff: All motivation is self motivation; You have to remove the roadblocks; Show them they way
Training: The importance of training; Are they willing or not; You can’t teach them to be willing
The List: Identify all aspects of their job; Teach them one by one; Play ‘Show Me’
The Write Up: You only manage on the data; The data never lies; You don’t want to fire anyone, EVER!; Consequences
Performance Reviews: Everyone wants to know how they’re doing; Gives them a chance to tell you how you are doing; Gives them a chance to tell you what they need from their job
Stress: Pressure without control

Remember: This is a benefit for MAPA members only. Membership, indeed, has its privileges.

For THE TOOLBOX COURSE download Instructions, contact MAPA office via email, phone or fax and we will be happy to provide you with download instructions and passwords.



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MAPA Member Collection Services Program

We are pleased to endorse Universal Credit Services, a local
independently owned Michigan company located in Hartland, Michigan
as MAPA’s new Collection Services program partner.

  • 40 years of credit & collection experience.
  • Contingency based agency - no front end layout of cash or long term commitment.
  • They get paid when you get paid!
  • Accounts assigned within 1 business day.
  • Skip Tracing and Asset Discovery.
  • Preferred MAPA member rates.
  • Customized recovery solutions.
  • Judgments and second placements.
  • Up to date collection reporting.
  • Attorney and legal service.
  • Fully compliant in over 40 states.
  • Full service agency, licensed, bonded and insured.

MAPA Member Preferred Rates Recovery Fees (contingent upon collection);

Flat Rate (No other fees or charges will be assessed) 25%
Business Activity Reports: No Charge
Legal: 40%

Be sure to mention your MAPA membership to qualify for these preferred rates.
To Get Started, Contact Universal Credit Services or the MAPA Office;

Jennifer Dietrich, Universal Credit Services
3588 Avon, P.O. Box 133, Hartland, MI 48353
Phone 800.931.3711, Ext. 118 • Fax 810.632.3455
Email: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Website: www.ucscollections.com

Debbie Cook, Michigan Automotive Parts Association
Phone 1.800.678.6272 • Fax 517.886.0929
Email: This e-mail address is being protected from spambots. You need JavaScript enabled to view it
Website: www.mapaonline.org
Tired of not getting paid?
Tired of excuses?
Tired of strained business and personal relationships?
Tired of accounts on C.O.D.?
Tired of cash flow problems?
Tired of hollow court judgments?
All the downsides of trying to collect past due account.

Let MAPA’s endorsed collection agency, Universal Credit Services help. Their success rate is impressive, their recovery fee structure simple. They handle all accounts including second placements and active judgments.

Time is money - don’t delay,
turn over those accounts today.


Quality Results * Quality Service * Collection Result$ That Count! * Get Started Today!



Michigan Automotive Parts Association Collaborates With

Global Automotive Aftermarket Symposium on Industry Scholarships

Research Triangle Park, N.C. – The Global Automotive Aftermarket Symposium (GAAS) Scholarship Committee is pleased to announce that the Michigan Automotive Parts Association (MAPA) will be collaborating in creating an online scholarship resource for students planning to pursue careers in the automotive aftermarket.

Applicants at the automotive scholarships Web site, www.automotivescholarships.com, will now be placed in consideration for three $1,000 MAPA scholarship awards to be presented in 2010.

“We are pleased to be collaborating with GAAS in this educational opportunity that will not only enhance MAPA scholarship program, but will provide students from Michigan planning to pursue automotive aftermarket careers a one-stop resource for assistance with their education,” said Debbie Cook, executive director, MAPA.

“We are very proud to have MAPA as another state automotive association joining with the GAAS scholarship program in creating this valuable resource for students, and promoting this investment in our industry’s future,” said Pete Kornafel, chairman of the GAAS Scholarship Selection Committee.

In addition to MAPA, GAAS collaborates with these state associations and other automotive groups:
•    Automotive Aftermarket Association of the Carolinas and Tennessee (AAACT)
•    Automotive Aftermarket Association Southeast (AAAS)
•    Association of Diesel Specialists (ADS)
•    Automotive Parts & Services Association (APSA)
•    Automotive Parts and Service Association of Illinois (APSA of IL)
•    Arizona/California/Nevada Automotive Wholesaler’s Association (CAWA)
•    Kentucky / Indiana Automotive Wholesalers Association (KIAWA)
•    New York State Automotive Aftermarket Association (NYSAAA)
•    Ohio Valley Automotive Aftermarket Association (OVAAA)

In 2009, a total of 75 students – 68 in the United States and 7 in Canada – were awarded scholarships by the GAAS scholarship fund and its contributors. Another 41 awards were made by other groups collaborating with GAAS. 10 students received multiple awards. Individual scholarships ranged from $250 to $2,000. A second round of donations in July was made possible by donations of more than $10,000 at GAAS 2009. In its 14-year history, the fund has presented more than $1.4 million in awards to more than 1,400 students.

Applications are now being accepted online for the 2010 Global Automotive Aftermarket Symposium (GAAS) scholarship, awarded to students planning automotive aftermarket careers. The electronic application is available at www.automotivescholarships.com. The deadline to apply is Wednesday, March 31, 2010.

About the Global Automotive Aftermarket Symposium

The annual two-day Global Automotive Aftermarket Symposium brings together industry leaders and experts to examine the issues and trends affecting the automotive aftermarket and influencing its future. The 2010 event is set for Tuesday and Wednesday, May 18-19, at the Hyatt Regency O'Hare in Chicago, Ill. Details are at www.globalsymposium.org.

About the GAAS Scholarship Program

The GAAS program is a joint professional education effort of the Alliance of State Automotive Aftermarket Associations (ASAAA), Automotive Aftermarket Industry Association (AAIA), Automotive Aftermarket Suppliers Association (AASA), Automotive Industries Association (AIA) of Canada, Automotive Parts Rebuilders Association (APRA), Automotive Service Association (ASA), Automotive Warehouse Distributors Association (AWDA), Motorist Assurance Program (MAP), Motor & Equipment Manufacturers Association (MEMA), Specialty Equipment Market Association (SEMA), Tire Industry Association (TIA) and University of the Aftermarket.

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800-678-6272 or 517-886-0905 fax 517-886-0929 email mapambr@mapaonline.org
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