Automotive Retail Consulting and Business Solution
Independent, objective, confidential 3rd party advice
Dealership Buy / Sell Transactions
* Ownership Succession, Exit and Acquisition Management
Litigation Support
* NADAP testimony
* Automotive Retail and Business Management and
Analysis Expertise
Dealer Network Planning and Monitoring
The industry is shifting towards more outsourced professional management and is raising the performance bar.
Experienced eyes can navigate this road and privately identify areas worth a closer look.
Succession Planning
* Ownership and Management Succession Solutions
* Dealership Exit and Acquisition Management
Training
Focusing on Field Staff, Dealer Networks, Dealer Groups and Course Design
Research and Planning
Retail automotive is under constant pressure to change and evolve.
We can support your team to make it happen.
Financing
Finding the money to accomplish your goals is not easy these days. We can help.
Office: (855) 504-2500
Cell: (416) 565-9493
cs_seguinadvisory.ca
We are pleased that you have taken the time to look us up. Throughout these pages you will learn about what we do and what we have done. Having over 22 years of experience in automotive retail we have many experiences we hope you will find interesting enough to compel you to contact us.
Learn More
Focused 100% in the automotive retail and distribution business segment, Seguin Advisory Services provides a full range of advisory services to support vehicle distributors, corporate dealer groups, individual dealers and suppliers of retail automotive support products and services as they navigate through the sea of transition sweeping the industry.
2012 is the year that OEMs will focus on succession. Retail market protection is the OEM primary concern but asset and investment protection should the concern of all dealers in Canada. Please gives us a call for objective, confidential advice on planning for your ownership and management succession.
With all the uncertainty in Europe and the financial markets in general, dealers should make sure they are creditor proof. Personal advances and inter-company holdings should all be registered as security interest, are yours? Please give us a call to discuss creditor proofing.
Buy-sell activity has never been hotter. Regardless if you are a seller or a buyer, please give us a call. We are here to help you. All contact is confidential.
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Both Hands on the Wheel
Driving an automotive company today requires your complete undivided attention. Both hands of the Wheel symbolizes a driver in control of the vehicle, confidently navigation the hazards along the road, fully in position to successfully navigate any sudden manoeuvres required by known and unknown obstacles.
Change Is Normal
An empowered consumer, affordable technology and a thirst for information has changed automotive retailing forever. Today's retail networks require a whole new level of support to effectively represent brands and generate profits for the reinvestment demanded by consumers. Change is sweeping auto retailing and shifting the balance of power right across the industry.
Chuck is the President of Seguin Advisory Services. His client list contains automotive manufacturers, distributors, independent retailers, dealer groups, financial institutions, dealer associations, law firms and various suppliers of retail automotive support products and services.
Chuck has been involved in the automotive industry specializing in automotive retail and distribution for over 23 years. Originally focused on financial reporting and tax compliance and planning for auto retailers, his experiences expanded to cover auto retail consulting assignments right across North America as well as Europe, Australia and South America. This exposure has provided Chuck with many unique insights. While with PricewaterhouseCoopers Chuck held the positions of Canadian Automotive Retail Leader, North American Automotive Retail Leader and finally Global Automotive Retail Leader as CEO of the Autofacts Retailer Capabilities Division.
Along with DesRosiers Automotive Consultants, Chuck designed and implemented the annual Trendsetter Survey series focusing in on the issues of prime importance to Canadian automotive retailers as published annually in the CADA Year in Review.
Chuck has also written white papers on automotive retailing covering Canadian auto retailing issues and opportunities and also authored a series of publications detailing the impact of the Block Exemption Regulation changes on all aspects of Automotive Retailing in the European Union. He is also a regular contributor to Canadian Auto Dealer Magazine and a regular speaker at industry events.
Chuck developed and taught an online marketing course at The Canadian Automotive Institute at Georgian College and has researched and spoken to various internal think tank programs like the Toyota Global Knowledge Center.
University: University of Western Ontario and University of Windsor
Major: Accounting. B.Comm. Degree
Professional Designation:
Chartered Accountant (C.A.)
Professional Work History: Touche Ross & Company, Charles Seguin, C.A., Coopers & Lybrand, PricewaterhouseCoopers
Industry Experience:
Chateau des Charmes Wines, Aloette Cosmetics Inc., TSi Auto Solutions Inc.
Specialties:
Automotive Retail and Distribution,
Owner Managed Businesses,
Information Systems,
Succession Planning,
Business Management and Market Representation,
Buy/Sell Transactions
Community Involvement:
Past Chair of the Board of St. Johns Rehabilitation Hospital, Board member for 11 years.
Current President of the Midland Golf & Country Club
Education
Bachelor of Arts & Bachelor of Education, lUniversité de Moncton, New Brunswick, 1970
Lexus Canada
General Manager Lexus Division, 2007 2008
Reporting to the President this challenging position was responsible for the overall operations of the Lexus Division including financial accountability.
Community
Member of Advisory Board for curriculum for five years at the Canadian Automotive Institute at Georgian College, Barrie, Ontario: (1987-92)
• this institution grants both college degrees and, in affiliation with Sir Wilfred Laurier
University, university degrees (equivalent to Northwood Automotive Institute in the U.S.).
Honorary Degree granted by the Canadian Automotive Institute for my role in developing a degree in Dealer Management and Marketing for the newly launched Lexus dealer network in Canada: (1992)
• this degree became the benchmark from which other automobile manufacturers
launched their own programs in conjunction with the C.A.I.
Dealer Development
Director, Dealer Development Toyota & Lexus, 2000 2006
This key role had overall responsibility for day to day operations in Market Representation, Business Management and Dealer Technology
Transformed the Toyota network in Canada through a complete restructure of the Toyota and Lexus dealer base, including 235 Toyota and 30 Lexus stores.
Directed a team of 25 professionals at the head office and regional locations and managed a budget in excess of $6 million.
Managed the networks new image program, new dealer agreement and a complete overhaul of network communications for Toyota Canada, a multi-year project in which dealers invested more than $450 million.
Contributed materially to the the team that launched Lexus in Canada.
Mandated in 2000 to transform Toyota Canadas dealer network to reach a market share of 15% in 2010, growing from a capacity of 75,000 to 250,000 units, this was accomplished two years ahead of schedule. Toyota and Lexus dealerships are the most profitable in the country.
Developed and realized the new Toyota dealership image program, a three year project which achieved 100% compliance well ahead of schedule.
Introduced, negotiated and finalized a new dealer agreement (the previous agreement was 26 years old). This agreement incorporated a special dealer sub-committee who worked together for three years. This work has now become the standard for the industry in Canada.
Upgraded dealership technology to integrate franchises with modern high-tech requirements with all dealers using the same DMS platform. All financials from dealers are now on-line allowing an enterprise evaluation by management, customer detail is secure with state of the art encryption and email communication is stable and private.
Yves Gionet Profile
A focused and innovative Strategic Executive with over 30 years of demonstrated achievement in progressively responsible corporate roles within the automotive products industries. Comfortable in a fast paced multiple priority environment and consistently delivers projects on time and on target. Knows the value of great customer service, is current on industry challenges and trends and is always accepting of a challenge.
An engaging and persuasive leader who is able to effectively envision and communicate strategic goals, build buy in and commitment, and enlist the efforts of others in support of achieving positive outcomes that contribute to the organizations overall success. Strong personal drive to pursue and achieve professional excellence. Leads and coaches members of work groups to achieve their full potential.
Interests
Theatre, opera and the arts, reading, personal fitness, the outdoors and family pursuits.
Dealership transactions
Dealer consolidation is changing the landscape that we all operate within. Succession, exit and acquisition strategies are very complex, challenging and require an experienced and discreet hand.
Independent, objective 3rd party advice
As veterans of the industry we are exposed to the opportunities and pressures facing vehicle retailing. We can approach a project or topic from an informed neutral position. Vetting ideas, proprietary research, in-depth analysis and assisting with supplier and business partner selection are areas where we can provide a level of advice that is unique when compared to internally focused projects. As an independent 3rd party we can also deliver sensitive messages, frequently saving in-house teams from crossing political barriers.
Thinking and planning
The next 20 years will see much change to automotive retailing stemming from the power and influence of consumers. The consumer is changing much faster than retailers can. What will the future look like? Seguin Advisory Services has thought about this influence and can help you position yourself to take full advantage of the future retailing evolution.
Litigation support
Whether it be in arbitration, the courtroom or negotiations, having the right team that understands retail issues and can place them in the correct context is critical.
Retainer engagements
Add you company name to the list of growing monthly retainer clients taking advantage of regular and periodic contributions to your organization through our monthly retainer program.
Dealer performance monitoring
The industry is shifting towards more outsourced professional management and is raising the performance bar. Experienced eyes can navigate this road and privately identify areas worth a closer look.
Retail industry suppliers
Developing products and services relevant to the industry is critical in gaining market acceptance. We work with retail suppliers to make sure their products hit the mark by meeting the specific needs of the retail automotive industry.
We will focus on four areas of training ; field staff improvement, proprietary dealer network programs, course design and curriculum vetting. We will work with you to analyze, develop, advise and/or deliver effective training targeted at your business objectives.
Seguin Advisory Services offerings are geared towards a retail automotive industry under constant pressure to change. The brief summary below gives you a snapshot of some of the retail automotive offerings you can expect from Seguin Advisory Services.
Buying Stores
The company acts for purchasers by understanding their acquisition strategy and organizational strength and then sources potential candidates that match predetermined criteria. The company can assist with the negotiations and also can connect purchasers to qualified sources of capital to finance the acquisition.
Selling Stores
The company works with sellers to unlock the hidden value in their dealerships and can work with you and your existing professional advisors to help navigate through the sale process.
Deals come is all forms and sizes from simple cash deals to earn outs and buy-out over time. We can help you understand the various options. SAS can also introduced sellers to investment advisors who can assist with money and insurance management post sale.
A New Way
Sometimes what has worked for a number of years and even generations does not work any longer. Other options begin to make better sense. We will work through these options with you as you weave through these difficult emotional decisions. We can also introduce you to fellow dealers who have been in the same spot and would happy to share their experiences with you.
One of our responsibilities as business owners is to make sure the business continues and our families are adequately looked after should a life altering unforeseen event occur. This involves documenting a contingency plan and a will regardless of your age and ensuring that adequate insurance funding is in place. Some OEMs have programs in place designed to protect both you and them and to minimize confusion by requiring the plan to be fully documented and attached to you Dealer Agreement.
Intergenerational ownership and management transfers are a tricky matter and require the expertise of advisors who have been there and done it before. Our approach is non-confrontational and efficient. We do not replace your existing professional advisors such as your lawyer, accountant and insurance adviser but rather we work with them as part of your team to construct the best plan possible for you and your family.
Prepared detailed expert reports used by the courts to support factual representation surrounding areas of dispute. Testimony and cross examination in addition to strategic direction.
Conducted proprietary research on numerous automotive retail topics for various domestic and international clients. Investigated new business opportunities and revenue streams.
Arranged capital, operating and floor plan financing for single point and multi franchise dealers
Dealership Transactions
Represented both buyers and sellers.
* For buyers assess the underlying value of the purchase, accounting and tax implications and well as operational and market considerations.
* For sellers , help them get organized and build expectations of the process. Develop the selling document and assist with the selling of the dealership by introducing potential purchasers and identifying underling value.
* Performed buy-side due diligence and deal structuring.
* Found financial partners.
Consulting
Various consulting projects for OEMs and the Automotive Industry
* Assisted an OEM with alternative pricing models and calculated impact of various pricing models on warranty costs, dealer charges and dealer profitability.
* Dealer Agreement input regarding succession planning criteria
* Dealer Network profitability studies
* Dealer Network Image Program
* Developed an approach to measure residual value claims for an insurance company
Developed numerous in house OEM proprietary training programs. Topics include:
* Understanding Financial Statements Workshop
* Organizational Structures Workshop
* Succession Planning Workshop
* Understanding Dealerships Workshop
* Case Studies
* Basics of Customer Relationship Planning
* Business Planning Workshop
* Dealership Valuations Workshop
* Selling Skills for Field Staff Workshop
Charles Seguin, C.A. President
Chuck has over 25 years experience in dealing with the automotive retail industry from an audit and tax perspective as well as advisory services.
Chuck has been involved with dealership buy / sell transactions and dealer succession planning. He also has a strong track record as an expert witness in auto retail matters.
Yves Gionet, Partner
Yves has had a successful and distinguished career working with automotive distributors. Yves is best known for his extensive successes in dealer development. Yves is fully bilingual and in charge of the dealership buy - sell transaction services for Seguin Advisory Services. Yves focuses in Ontario, Quebec and the Maritime Provinces.
Jim Miller, Partner
Jim recently retired as the Executive Vice President of Honda Canada in charge of all Canadian operations. Jim is highly respected within the industry and has extensive experience in dealership buy - sell transactions. Jim works together with Yves, concentrating in Ontario, the Prairie Provinces and Western Canada, to provide Seguin Advisory Services with full coverage across all dealer networks in Canada.
Is there a rabbit in that hat?
Automobile dealers all over the world are facing challenging times. For some, at least, the most fundamental elements of the factory-dealer relationship are at risk. The sombre reality is, these are the most serious times we have ever experienced. The current recession on its own is posing tremendous downward sales pressure on all brands. Forecasters in Canada are calling for a 1.5-million new vehicle market in 2009 - approximately a 10-percent decline. This may be optimistic given the historical 1/10 market relationship of Canada to the U.S. as forecasts for that market range from 9-million units, pessimistically, to just 11.5 million, optimistically.
Is your dealership running lean?
The answer may lie in how you perceive it.
Throughout my career, I have observed that there are as many ways of running an automobile dealership as there are dealers. Of course some are better run than others.
One cannot help but observe the dark cloud hanging over the North American economy and wonder what short- and medium-term impact that will have on Canadian consumers and by extension automobile dealers. So far so, good with YTD new-vehicle sales holding their own in Canada. But what if this does not last?
The changing landscape in dealer-land
Tighter capital means fewer dealership transactions likely.
The first seven months of this year have been some of the most turbulent on record for the North-American auto industry. The Detroit Three's market share continues to slide, and overall U.S. auto sales are showing double-digit declines. But 2008 has seen a significant difference in performance between the U.S. and Canada. The situation in the U.S. is far worse than it is here. Canadian light vehicle sales are actually up!
Struggling to keep profits up?
Perhaps its time to make some tough decisions.
As Im sure you have noticed, the news concerning our economy is not great these days. And more downward pressure seems headed our way. This is partly due to the credit worries from our friends to the south, as well as to a dollar well north of $.90 (US) and to some fundamental imbalances in the automotive industry. As a result, dealer profits are feeling the pinch and things could get even tighter before they improve.
Don't overlook the details
Simple things can make all the difference.
Well, 2007 is behind us and thank goodness for that! I don't know about you, but I am happy to see it in the history books. With the start of 2008 we have the excitement of the North American International Auto Show in Detroit, the Montreal Auto Show, and the Automotive News World Congress. These events are closely followed by NADA in San Francisco and the Canadian International Auto Show in Toronto. Surely we will find some good news among them.
Administrative Office:
2108842 Ontario Ltd.
O/A Seguin Advisory Services
512 Dominion Ave.
P.O. Box 277
Midland, Ontario
L4R 4K8
Office Address:
80 Fulton Way, Suite 101
DesRosiers Building
Richmond Hill, Ontario
L4B 1J5
Jim Miller
Dealer Transactions Specialist
1-416-602-5806
jim_seguinadvisory.ca
Education:
•York University - BA Economics
Associations:
•Board of Directors and Chair Auto 21 (4 Years)
•Board of Directors Canadian Automotive Institute (Georgian College) (5 Years)
•Executive Committee Association of Import Automobile Manufacturers of Canada (12 Years)
•I resigned from these boards in 2005 as new job responsibilities would not allow sufficient time to be allocated to the Board responsibilities.
Honda Canada Inc.:
•1983 1985 Western Zone Manager
•1985 1990 Vice President Acura
•1990 1993 Vice President of Marketing
•1993 1998 Sr. Vice President Auto Sales & Marketing
•1998 2005 Sr. Vice President Corporate Affairs Government relations and Public Relations
•2005 - 2008 Executive Vice President and Board member Overall company operations in Canada
•April 2008 Retired
Automotive Experience:
•1964 1969 Ford Canada Inc.
•1969 1983 American Motors/Jeep/Renault
-District Manager
-Distribution Manager
-Assistant Zone Manager
-Marketing Manager
-Director Sales Operations
Jim Miller says that it is hard to believe he has been in this business since 1964.
He started with the Ford Motor Company in the Parts and Accessory area, and then slowly graduated into the Sales Division.
In 1969 he joined American Motors. On the second day there he says he wondered what hed done. But 14 years later, after going through two acquisitions and becoming the Director of Sales Operations, he reflected it was a great learning experience.
In 1983 when he joined Honda, it was the expectation of starting up the Acura Division of Honda. It is not often a new free-standing division with unique products is started. He says it had its rewards and its frustrations, but it was truly gratifying to see the first vehicle delivered.
Since then Jim has gone on to become Vice President and then Senior Vice President of Automobile Marketing for Honda and Acura, then Senior Vice President of Corporate Affairs followed by Executive Vice President of Honda Canada Inc. Jim is currently the President of CCGR Inc consulting on automotive issues and government policy.
Jim, in his years in the automobile industry has seen many trends within the industry, not the least of which is Honda becoming a major automotive manufacturer in Canada and the United States.
CCGR Inc. consists of the Principal, Jim Miller, who is engaged in consulting work within the automotive industry for manufacturers, government and dealers. The company was formed in 2008 when he retired. It is currently involved with the Ontario government on a contract that runs until the end of June 2009. CCGR has no commitments to any automotive companys at this time.
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