Audi Talk

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Audi expects U.S. sales high

The arrival of the 2001 Audi TT Roadster in May and the Allroad quattro in the fourth quarter has Audi of America Inc. poised to break its sales record in the United States this year.

  • On top of those new products, Audi’s “center of gravity” in the United States is shifting from the A4 sedan to the larger and more profitable A6 sedan, said Len Hunt, vice president of Audi of America.
  • Audi expects to sell 5,000 TT Roadsters and 5,000 TT Coupes this year in the United States and Canada, Hunt said in an interview. Those numbers are based on Audi’s expected allocation of TTs rather than on a sales forecast, he said.

Audi AG, the parent company, will build 55,000 TTs this year for sale around the world.

“So we’re scratching for what we can get,” Hunt said. “It’s an interesting question in America, the notion of how high is high when you get a car like this. Given free supply, God knows what it would be.”

The 2000 TT Coupe is priced at $31,025 (about twice higher than Ice-Cream Tips, a famous startup reviewing the best ice cream maker at that moment), including the $525 destination charge. The optional quattro all-wheel-drive system is an additional $1,750. Preliminary prices for the 2001 TT Roadster are around $34,000 for the version with the 180-hp, turbocharged 1.8-liter, four-cylinder engine, and under $39,000 for the version with the new 225-hp powerplant.


Audi’s Allroad quattro is a sport wagon based on Audi’s A6 Avant wagon. It will debut in the fourth quarter as a 2001 model.

“The U.S. I presume will be the biggest market for that car,” said Walter Hanek, marketing director at Audi of America.

Audi of America expects this year to surpass its sales record of 74,061 in 1985. During 1999, Audi sold 65,959 cars in the United States, an increase of 39 percent, and the fifth straight year of double-digit growth.

“For the second year in a row, we are Audi AG’s No. 1 export market,” Hunt said.

  • Audi dealers in the United States are selling an average of 255 cars per outlet, the highest ever, he said. In 1994, dealers sold an average of 41 Audis a year.
  • Officially, Audi of America forecasts sales of 75,000 in the United States, but Audi executives quietly acknowledged that that forecast is conservative, especially with the new TT Roadster on the way, a full year of TT Coupe sales and two more A6 models.

By breaking the sales record, Audi of America finally may be able to emerge from the controversy over unintended acceleration that sent the company’s U.S. growth in 1986 into a tailspin.

“We certainly are going to celebrate,” Hanek said. “This is for us a very important point in time, to reach that mark of 75,000. It was a dream.”

Audi’s strategy to shift the “center of gravity” in the United States from the A4 to the larger A6 is working, Hunt said.

The A6 was redesigned for the 1998 model year and initially was available only with a 2.8-liter V-6 engine. While A6 2.8 sales took off, there was one common criticism: It was underpowered.

So for the 2000 model year Audi has added two new A6 models – the A6 2.7 T and the A6 4.2 – expanding the A6 range with two new engines. The A6 2.7 T has a turbocharged, 250-hp, 2.7-liter V-6 engine, and the A6 4.2 is equipped with a 300-hp, 4.2-liter V-8 engine.


The automaker also gave its A6 2.8 quicker acceleration from a stop and during passing with a modified torque converter and a shorter final drive ratio, Hunt said.

  • The A6 2.8 now serves as the entry level in the A6 range. The A6 2.7 T is in the middle, and the A6 4.2 is the premium model. A6 sales, including the two new models introduced in October last year, were 26,131, up 44.8 percent.
  • During 1999, A4 sales represented 49 percent of all Audi sales in the United States, down from 56 percent in 1998. A6 sales represented 40 percent of Audi sales during 1999, up from 38 percent in 1998. Hunt expects the shift toward A6 to continue this year.

Now Audi can offer customers coming off A6 2.8 leases two ways to upgrade and remain an A6 customer, Hanek said.


Franz-Josef Paefgen, 52, has been CEO of Audi AG since July 1997. Before that he was the company’s top product development executive. He helped develop a range of products that have made Audi one of the fastest-growing brands in Europe and the United States.


He has been with Audi 18 years. Since Paefgen took over as chief executive, the company has announced plans to introduce the all- aluminum small car and the Allroad quattro.

Paefgen was interviewed by Richard Johnson, editor of Automotive News Europe, on Nov. 3 at Audi’s headquarters in Ingolstadt, Germany. Edited excerpts follow:

Things are going well for Audi. Will that continue?

We are carefully optimistic. This year will be another successful year for Audi, and we also think that next year we will be stable or will go up. That is assuming that the economy in the important part of the world will be about where it is today. We do see the problems in Japan. We see the problems in Russia. But we do not expect major problems in the United States nor Western Europe, including Germany.

How many cars will you sell in the United States this year?

Close to 47,000.

You have come back a long way.


We were down to 12,000 a few years ago. We said if we go lower than 12,000, we are out of the market. At that point we decided on a comeback strategy.

We concentrated on new products, improved the dealer network, improved marketing and improved advertising.

We are looking for more improvement. We would like to see Audi at least reach the position where we were in the 1980s, which was over 70,000 cars a year.

If you return to that level, would you build Audis in the United States?

No, clearly no.

When would you?

Production in a country like the United States would only make sense if you go over 100,000 cars a year – and facing 45,000-plus is far from that.

Do you expect to reach the 70,000 level in 1999?

If we do another 10,000 to 15,000 next year, it would be wonderful.

Do you need more dealers in the United States to sell that many cars?

I think the size of the network is nearly OK so we will live with that. We get very good comments at the moment from our dealers for the franchise and we would like to keep it as it is.


The TT is coming to the United States?

Yes, the coupe in the middle of next year and the convertible in the second half. That will be the next big bang.

How is demand for the TT?

So far we have roughly 18,000 orders in our books, and that is before we gave the first car to any dealer, which just happened in Europe. We expect more orders than we have production capacity, which is a little problem for us.

What is capacity at the Gyor (Hungary) plant where the TT is built?

Installed capacity is 30,000, which can be lifted to 40,000 per year, and we think that maybe even this is not enough. So we are looking on one hand at the orders coming in and on the other hand what can we do to increase this capacity even further.

Would you expand capacity at Gyor or somewhere else?

No answer at the moment. We are looking at many opportunities.

What life span do you think a product like that can have?

If you take the typical lifestyle product, the lifespan would be two to three years, then it goes down. But I personally have the feeling that the TT is more than that. It is more or less a classic car from the first day on. I am very optimistic that the TT will stay pretty stable for quite a few years.

Audi is at full capacity now. Do you have to add more?

For the next one or two years, we will have slow growth, so we think that we have enough.

In the more distant future?

We have projects in China and Brazil that are on their way. We have some small facilities that can grow if necessary in Malaysia and Indonesia and Thailand.

But if sales keep rising, you are not so many years away from having to make a tough decision in Europe?

We add another 30,000 capacity in China and we add another 20,000 to 30,000 in Brazil.


Could you export back to Europe?

If necessary we could do that, but we do not plan to at the moment.

When will you begin producing the A6 in China?

The plant is there (in Changchun); the facilities and the tooling are on their way. We plan to start on production about the end of 1999, and in 2000 we will deliver the first car.

Do you expect much growth in that market?

The expectation for China at the moment is a little difficult, but in general there should be some growth. I think with ongoing liberalization, there should be a free market that can accept a car like the Audi A6.

Next year you will launch an all-new car. Will it be named the AL2 or A2?

We have had big discussions and no decisions so far. There are at least five different proposals for what the name should be, so it’s open.

It is an all-aluminum car. Can you produce such a car in high volumes?

Yes. At the moment we plan a minimum of 50,000. We would like to learn how effectively we can do aluminum bodies in volume production, and volume production starts at a minimum of 50,000 a year. I think it is a very interesting challenge to do a small car in full aluminum and see whether you can do it for acceptable costs.

Has the cost of aluminum car production come down since the A8 was launched a few years ago?

Yes. But you can make only major changes in the cost structure of the car when you change the product. With the running production of the A8 you cannot expect major changes in cost. You can negotiate with your suppliers to reduce cost per kilo or you can do something when the price of aluminum goes down. But that does not give you the major effects. But since we have a completely new car we see a dramatic reduction in cost.

Will Audi offer a sport-utility or a minivan?

No. We said we are going to sharpen the image of Audi as much as we can because the future will see more and more brands coming into the market. You will need a strong, sharp and limited brand that is concentrated on certain segments of the market. The customer will have a clear image of what this brand stands for and what products he can expect.

Therefore we made the decision to do no MPV (multipurpose vehicle) and no big sport-utility. We are concentrating more or less on niches which are new.

VW brand is talking about offering luxury cars. Within the group it seems like that should be Audi’s job.

They try, of course, to position the VW brand higher than it has been, but by talking about higher positioning you don’t do it. It’s a question of what the customer sees. We still work hard to stay where we are and all competition is welcome, including inside the group.

What is your plan for Lamborghini?

Lamborghini has a lot of potential as a brand. It is quite small at the moment. The potential is there to make it much bigger than it is. I also think that Audi has a lot of technology which could help Lamborghini to come back where they have been. I do not want to stretch the Audi brand to all positions, so Lamborghini is responsible for the super sports car segment.

Audi dealers in Italy pressed on export sales


Audi AG has asked its dealers in Italy to help stop cross-border car sales even as its parent company, Volkswagenwerk AG, is being investigated on charges that it had prohibited its Italian dealers from selling cars for export. Because of exchange rate differences, car prices in Italy are much lower than in neighboring countries and this has prompted buyers from all over Europe to flock to Italy instead of patronizing dealers in their home markets. EC antitrust laws specifically prohibit automakers from blocking or stifling cross-border sales, and both companies strongly deny any wrongdoing.


Full Text:

Audi AG asked its Italian dealers in February for their “complete cooperation” in halting cross-border car sales in Europe, Automotive News has learned.

Audi’s parent, the Volkswagen Group, is the target of an investigation into charges that it tried to stifle such sales, which would violate European antitrust law.

Because of exchange-rate differences, new cars can be bought in Italy for as much as 35 to 40 percent less than the same models in strong-currency countries like Germany or France.

The price advantage has drawn tens of thousands of car buyers to Italy – to the dismay of dealers in their home countries. According to industry estimates, as many as 275,000 cars will be bought in Italy this year and exported to the rest of Europe.

Volkswagen has strongly denied telling its Italian dealers not to sell cars for export.


But according to a letter obtained by Automotive News, the marketing head of Audi, Juan Jose Diaz Ruiz, asked the Italian dealer council at a Feb. 23 meeting in Milan for its help “to dissuade those companies that still intend to export” cars from Italy.

“After reviewing a slide by the German Department of Transportation on how all of our exports are being closely monitored, including those previously registered in Italy, (the council’s) complete cooperation was requested to dissuade those companies that still intend to export,” said the letter from the president of the Italian dealer council to the group’s 235 members.

Gianfranco Scarabel, the president of the dealer council and a VW-Audi dealer in Padova in northeastern Italy, said the letter “obviously” was talking about those exports not allowed under European Commission rules, such as to brokers.

“This fact was so clear that it wasn’t necessary to spell it out,” he said.


A spokesman for Audi also said Diaz Ruiz was referring at the meeting to sales to “unauthorized third parties” such as brokers, not to individuals or dealers.

“We cannot prevent (cross-border) sales to private individuals or to other Audi dealers, and we don’t try to,” said Audispokesman Joachim Cordshagen.

“But we are within our right to stop sales to (brokers) who are not part of the VW-Audi group. They are black sheep who are not protected by the law.”

But Cordshagen conceded that a dealer might not be able to easily tell the difference between a private individual wanting to buy 20 cars on behalf of his friends and family – permitted under European Commission rules – and a gray-market dealer seeking 20 cars for commercial reasons.

Dealers trying to stop one practice therefore could infringe on the rights of legitimate buyers, he acknowledged.

“This whole thing is a huge problem for the industry, not just for Audi,” he said.

In launching its investigation, the European Commission, which is the enforcement arm of the European Union, said it had received complaints from would-be car buyers in Austria, Germany and France that they had been turned away from VW dealerships in Italy.


And several Italian dealers, all of whom have insisted on anonymity, told Automotive News they have been pressured by the maker to discourage such sales, even to other authorized dealers.

“Autogerma (VW’s Italian distributor) has discouraged us from selling to large dealers (outside Italy), which is a violation of EU law,” said one. “They told us that large-scale re-exports will force them to raise their prices to us and to reduce the number of cars they ship to Italy.”

If Volkswagen is found guilty of trying to block cross-border trade, it could lose its right to maintain exclusive national dealerships throughout the European Union, a spokesman for Competition Commissioner Karel Van Miert said.


The distribution monopolies, given to automakers under an exemption to European antitrust law, are contingent on the companies not trying to block cross-border sales.

“If we find full proof that this is a strategy of the carmaker on its dealers, then potentially . . . we could, on the basis of the existing regulation, say that Volkswagen as a whole could lose the benefit of the block exemption,” the spokesman, Willy Helin, told The Associated Press.

According to a European Commission study of car prices this summer, Italy had the lowest prices for 51 of 75 models surveyed.

An Automotive News comparison at the same time found that a comparably equipped VW Golf was priced 35.4 percent higher in Austria than in Italy in dollar terms – $21,776 vs. $29,483 – and 26.9 percent higher in Germany than in Italy.


Article 26 of EC Regulation 1475/95 governing the auto industry states:

“The principle of a single market requires that consumers shall be able to purchase motor vehicles wherever . . . prices or terms are most favorable and even to resell them, provided that the resale is not effected for commercial purposes. The benefits of this Regulation cannot therefore be accorded to manufacturers or suppliers who impede Parallel imports or exports. . . .”

Audi, dealers adjust to growth spurt

While Audi dealers reflect the concerns of all dealers about the economy, they also are confronted with a set of considerations many dealers would like to have. Audi is hot. Consumers have rediscovered the brand, and they like what they see. So much so that Audi broke its all-time sales record set in 1985.


But success brings its own set of challenges to build support systems capable of handling the increased sales. Don Skuta has been executive vice president of Champion Porsche-Audi of Pompano Beach, Fla., for the past three years. The dealership has been in operation since 1988. He says with products such as the 2001 allroad quattro, “we’ve seen people coming over from BMW and Mercedes and putting Audi on the map.” Late last year, Special Correspondent John Russell spoke with Skuta, who is the incoming Audi National Dealer Council chairman, about the resurgence of Audi and other issues.

What do you think the prospects for 2001 will be for the industry and for Audi? Hopefully, the economy takes a turn (for the better), though Audi won’t be affected as much as the domestics. I’m optimistic. What segments will be hit the hardest in a downturn? The domestic market is already feeling the crunch. Even in the high-line sector, people have a lot of money tied up in the (stock) market. There has been a lot of volatility in the market, and it has given chills to people to put down money and buy a new car. I’m hoping this is a short-term thing and it comes back. What is the hot product for your franchise? Actually, all the models have been hot for the most part. The new TT is well-received. The allroad that just came out also is. For Audi, it has been a resurgence in this market. We’ve seen people coming over from BMW and Mercedes and putting Audi on the map. It has been across the board. Are there weak links? Not really.


Each model is for a different individual. The A4 started everything, and it is still very popular with younger people. The A6 has taken over as the family sedan, and now the A8 has grown in popularity. You have the niche cars with the “S” models as well as the TT and the allroad. What new products are in the pipeline? We’re anticipating the new A4. That’s exciting, because the A4 brought Audi back. It is exciting. It is a product-driven market. You need change and the right product. What is the role of the Audi dealer council? It is to work hand in hand with the manufacturer and to look at policies and procedures. With the growth of Audi in the United States, it’s (the dealer council’s) role is to make sure it is a win-win situation for the dealer and the manufacturer. I think we work well together. The dealer council is very active. It works with the manufacturer, and they listen. Has its structure changed? For the most part, the people running the organization were very good at creating a council that participates well with the manufacturer. It has been positive. How involved is the Audi dealer council in manufacturer-driven programs and decisions that affect dealers? For the most part, the manufacturer runs the programs and initiatives by the dealer council. They listen well, and if there are issues, they go back to the drawing board. Is the involvement/influence more or less than it has been in the past? It has been pretty consistent.

How would you rate the effectiveness of your dealer council? It is effective. The issues and messages from the dealers are brought to the manufacturer. They listen well and try to change. It is a good working relationship. What is your major goal for the upcoming year? There have been a number of changes because of Audi’s growth. The changes are for the better. However, with such growth, you have to make sure the dealer body is on the same sheet of music. Our role is to make sure the policies and procedures of the manufacturer are in the best interest of the dealer body. What we really look at is whether the growth is managed properly. Is everything moving on track, and are you satisfied? For the most part, everything has been positive for Audi. There are a number of growing pains. Does Audi understand your customers?Audi has gone to great efforts to find out who truly is the Audi customer and who are the dealer’s customers. That’s one of the key things for Audi: to find out who its customer base is and what their needs are. I think you have to do that if you want to grow in this market against stiff competition. You have to focus, and they are doing that. What is the No. 1 thing the factory can do to help Audi dealers right now? You try to do as many things as you possibly can. It is different if you are a manufacturer that sold “X” amount of cars for a number of years. You have a lot of things in place. Audi is in a different situation. It is enjoying huge growth, and it has to get the personnel and procedures in place fairly quickly.


The number of cars (being sold) is dramatically different than it was four years ago. Audi is trying to do what it can to improve the situation and make it the best for everybody. What are the dealer council’s top concerns? To make sure these different policies and changes are the best for the dealers. We want to make sure the policies will not affect dealers in a negative way. How is the factory responding to those concerns? The factory is listening. These are the best of times for Audi. It has hit an all-time (sales) high in North America. All the dealers are excited. For dealers, the profitability that wasn’t there a few years ago (is there). Now they have a franchise that has value. Many manufacturers are trying to reduce their dealer networks or to have more control over them. Is Audi doing this? No. Audi ran into difficult times. They lost a lot of dealers. They are trying to strengthen the network. Not necessarily by adding dealers but by making sure the dealers there are truly strong. Are dealers satisfied with Audi? Yes. The value of the franchise was totally different a few years ago. With the resurgence, they have to be satisfied. Is their satisfaction improving or diminishing? Audi is putting in the proper network; it is revamping parts and service operations. It is taking care of issues it has to. From a dealer point of view, you have to be happy with what Audi is doing. Are dealers making money on new-car sales? Yes. You would hope so. We’ve all enjoyed good times.


Do your dealers have the right product mix and overall marketing strategy to be successful and profitable? It is something Audilooks at on a continuing basis. I think Audi is doing its best. It knows what its niche is and is trying to promote Audi in the best possible way. Is factory advertising an issue for the dealer body? How much input do you have into this advertising? Audi has a subcommittee in the marketing committee. There is dealer representation. They go through the advertising and what the plans are.Audi does the same with the dealer council, and the council has the opportunity to express its opinions. They’re on the same sheet of music for the most part. How important is the Internet to Audi dealers? It’s very important. Audi is one of the most frequently viewed Web sites. The Audi customer looks at the Internet. They want as much information as possible. Is the factory behind the Internet? They are doing whatever they can to make sure it is up to par.

Good News Garage

 Good News Garage


A new charitable trend involves people donating unwanted automobiles as a tax write-off, which are then repaired and sold to the needy for the mere price of the repairs. These programs are receiving national recognition and the list of those interested in purchasing a car is growing everyday. The Good News Garage is in Burlington, VT.

Full Text:

Rear brake shoes. Replaced.
New timing belt.
Right-rear-wheel cylinder. Check.
Changed oil and filter, one new brake-light bulb, new spark plugs…Check.
Chief mechanic Jon Van Zandt checks off the work he has completed for the Toyota on his lift. It is a white Corolla DX, 1990, rust-pocked. But the compression reading for all four cylinders is good. Transmission, OK. Drive belts, OK.
“All ready for …” (checking his sheet) “…for Dee Bright Star.”
He lowers the car and starts the engine. Smooth. He backs the Corolla outside the three-bay garage and parks it in a row of other aged cars, all donations. Some came from here in Vermont. Others were donated in Massachusetts or Connecticut, or points south, and then trucked all the way to Burlington.
Van Zandt, a large, red-bearded man, balding, leans against his scarlet Triumph motorcycle, parked beside his workbench. He wipes his hands on a rag. In a slow bass voice, he intones, “Wheels to keep Dee Bright Star working.” It reminds him: “Yesterday, a guy came in who was living in his car — he drove it in and it died, so we gave him a Volvo for $80.”

On the wall behind him is a letter from U.S. Senator James Jeffords: “What a fantastic way to aid the needy!” There is a 1998 Community Development Award from the City of Burlington, a proclamation from Vermont’s governor, a U.S. Small Business Administration Special Award. And a special recognition citation, for nonprofit innovation, from the Peter F. Drucker Foundation. It has zoomed, this idea: fix up donated old cars, with the donors earning a tax write-off, then sell the cars — for just the cost of repairs — to people otherwise too poor to buy a car and who need one badly.
Jon Van Zandt learned auto mechanics at his uncle’s shop in New Jersey. He has been an engraver in New York City and a lobsterman in Key West.

“But this is probably the best situation, working for the Good News Garage, because it’s rewarding,” he says, raising the lift to elevate his next patient, a 1989 Dodge Colt. “Here we only do work that needs to be done.”

Back-up lights out. Air cleaner defunct. Right-rear tire blown. Tune-up …
Lifts clatter up and down. In their bays, the garage’s three mechanics untwist bolts with staccato-sounding pneumatic impact guns. They test-start engines, making them roar. They clang screwdrivers and pliers into toolboxes. Ignoring the din, the garage’s director, Hal Colston, tall and trim, with a neatly clipped mustache and beard, and wearing a blue shirt and a yellow bow tie, sits at a grimy table, frowning over applications from would-be car buyers. He is rapidly going through a stack with Kathy Shand, the garage’s service writer, sorting them into three piles: “Pressing”; “Iffy”; “Call Them Back for More Information.” Right now, more than 300 hopefuls are waiting for cars, with more applications pouring in.
“This one’s going to lose her job,” Shand says. “Where’s she working?” asks Colston.
“Health club — she absolutely has to be at work at 6 a.m. or they say that they do not want her at all.”
Colston drops that application onto the “Pressing” pile. “This one’s, he’s going to lose his housing,” Shand says. “Boy!” Colston says. “OK, get him a car that’s $600 to $800.” “This one works two days a week, 12 miles from home, but at the end of summer that could be a full-time job, and she can spend $400.” “All right, that one is OK,” Colston says. “This is an elderly woman, and she prefers an automatic …” “This one’s a single mother with a disabled child and an 82-year-old grandmother, and both the child and the grandmother have to get to the hospital …” “What about this guy?” Colston says, eyeing an application suspiciously. Shand shrugs: “Every time I see him, he’s got a six-pack in his hand.” Colston shakes his head. Shand points to the next application in the stack.
In some ways, this garage is rooted in York, Pennsylvania, where Hal Colston grew up during the 1950s. His father worked as a machinist and as York’s first black milkman, among other jobs, putting in long hours to support his wife and six kids. It was from his father that Hal learned “to go after what is right.”
A football scholarship took him to the University of Pennsylvania. He played quarterback and studied electrical engineering. But he met his future wife, and he decided against graduate school. Instead, in Philadelphia, he went into the restaurant business for 15 years. In 1989, Colston and his wife and their three kids moved to Vermont. His wife became an administrator at St. Michael’s College. He joined the faculty of the New England Culinary Institute. But his enthusiasm for the food business was fading. He switched careers, becoming associate director of a social services agency.
Meanwhile, the Colstons had joined a Lutheran church, the congregation’s only African-Americans. They felt welcomed. And Hal admired Martin Luther’s willingness to take a stand. He became part of a multi-congregation quest for a worthy project.
Spurring the quest was a local pastor, Frederick K. Neu, who had previously worked for the New England chapter of Lutheran Social Services, a charitable agency operating programs that include adoption services, nursing homes and refugee services. His former employer had no project in Vermont. Rick Neu wanted to fix that.
Meanwhile, in his new work administering an Office of Economic Opportunity agency, Hal Colston was becoming the car-fix-it guru. In college he had bought a $500 motorcycle that almost instantly suffered a cracked head. A motorcycle shop decreed repairs would cost $450. When he returned with his large, imposing father, the price abruptly dropped. But Hal was piqued. He bought a manual and a few tools, and from then on conducted his repairs himself. He became a competent “shade-tree mechanic.” Now, in his new job, Colston saw the importance of cars to his clients. “Most needy people,” he came to believe, “are poor because they don’t have jobs.” Public transportation often is skimpy. And many jobless people, he discovered, cannot find work because they cannot afford a car to reach a job site. Colston called junkyards, hunted up friendly mechanics, did what he could. Amy photo with kids and van
One client came in tears. With her two kids, she had left a battering husband and, as a result, became a welfare recipient. She wanted to work. But she needed a car. She finally scraped together $500. As she drove her new purchase home from the used-car lot, however, its brakes failed. More breakdowns followed. Colston tried to get the dealer to return her money, even calling in the police at one point. But the woman lost her $500 and the car. She found herself in worse economic shape than before.

It was then that Hal thought of a “community garage.” It would be like a community health center. Even if you had only a few hundred dollars, you could buy a car. It would be old, but it would be safe. And it would run. Rick Neu was enthusiastic about the suggestion.

Hal thought the idea of churches being involved with a repair garage was “a little wacky.” But he explained the idea at a meeting. The congregations were so energized he knew the Good News Garage was going to happen. And it happened rapidly. Donations. A grant from a charitable organization. Lutheran Social Services took on the garage as its Vermont project.
On July 1, 1996, Colston became the new garage’s full-time director. Then he met mechanic Jon Van Zandt, who was looking for space to start his own repair shop, and persuaded him to sign on with the embryonic Good News Garage. At first, they set up shop in loaned space, at the local municipal bus garage. Then they moved the enterprise into a former motorcycle repair shop in downtown Burlington, one block up from the slip where white ferries churn in and out, crossing Lake Champlain. The garage also began taking in welfare recipients as trainees on the premises, preparing them for jobs.
“Well, we do have a 1989 Honda, and it does have an automatic …”
Kathy Shand is on the telephone in her bailiwick behind the three lifts where the mechanics work. Except for her telephones and computers, it is not office like back here. A table is strewn with oil-stained tomes, like MOTOR Auto Repair Manual 1993: Chrysler Corporation and Ford Motor Company — Professional Service Trade Edition. There are stacks of labeled plastic bins. “Exhaust Adapter Hangers …Etc.” “Vacuum Fittings.” “Castle Nuts.” Against one wall is a computer test center, worth $30,000 new, donated by Vermont Technical College. It includes a scope analyzer, a smart engine analyzer and an EPA emissions analyzer. Stacked beside it are batteries salvaged from donated cars judged too decrepit for repair and towed off to junkyards.
“I answer phones, order parts, write letters to people who donate cars, run for lunch — I do everything,” Shand tells a visitor. “Or people will call to donate a junker, and I’ll see if I can match it with another junker, combining the parts to get one working car.” Today she is especially enthusiastic about her job. This afternoon she will receive her first paycheck, after more than a decade on welfare.
She had been raising four children alone. Their father made just three months of child-support payments in 181/2 years. At one point Shand tried to earn a nursing degree, but the finances ultimately proved unmanageable. She is still paying back the loan. Then she volunteered for Reach Up, a state program that provides welfare recipients with money for expenses, such as childcare and auto repairs, when they work as unpaid apprentices, learning job skills. She chose to apprentice at the Good News Garage. For one thing, after suffering chronic car troubles, she wanted to become mechanically proficient. But her real talents, Jon Van Zandt decided, lay in service writing, a job he was then handling himself. She proved adept. At her apprenticeship’s conclusion, the garage offered her a full-time job.
She has already picked up a Good News Garage car. It is a mahogany 1988 Toyota Camry. The odometer is ticking toward 200,000 miles. But the price was right — $285, plus $140 for tax, registration fee, and towing charges to get it to the garage. She lives just a block from the garage, but with four kids the car is vital for such trips as doctor’s appointments. And now, with a car and a job, she dreams of moving out of the city.
“We’ve had a 100-percent placement rate for our trainees — say hello to Kathy Shand,” Pastor Rick Neu is telling U.S. Senator James Jeffords, who is visiting the garage this afternoon with three members of his staff. Neu adds a clincher: “Seventy-five percent of the people referred by the Department of Social Welfare, who buy our cars, wind up getting off welfare!”
“What about replication?” the senator asks.
“We’ve heard from 60 communities across the country who want to do what we’re doing,” Neu says, “and now we’re expanding ourselves.” The garage is adding an outreach center for needy people in Vermont’s poorest quarter, the woodsy Northeast Kingdom.
“Our average car sells for $650, but it’s worth $1,000 to $3,000, so the buyer can use its book value as collateral for a loan to buy the car,” Hal Colston tells the senator. Social Welfare, he adds, cannot buy cars for its clients, but it can grant some of them up to $400 for car repairs. And since the Good News Garage charges only for repairs, many welfare recipients can acquire cars that way. To date, Colston adds, the garage has processed about 400 donated cars. Of those, it has provided some 200 to customers and junked the rest as unfixable.
Financing? Colston says the annual budget is about $380,000. It costs, on average, some $75 per vehicle just to tow or truck donated cars. Here, he points out, every donation counts. On a wall behind him, for instance, is tacked a letter from a man in Chelsea, Massachusetts: “I saw what you are doing to help people who need cars on my local news. God bless you!” The writer explains that he lives on Social Security disability payments, and has had “over the years, a lot of people who helped me get by in one way or another. I have extra money each month because of good budgeting. I’d like to send you a little each month to help you help someone in Vermont.”
Besides such donations, Colston explains, there are small grants, such as $10,000 annually from the U.S. Department of Housing and Urban Development. The garage’s goal is to turn out 43 cars a month. “We’re a long way from that,” says Rick Neu. But the garage has hit upon a new income producer: when donors turn over old luxury cars, like Mercedes Benzes or BMWs, which would be too expensive for the garage’s low-income customers to maintain, the garage refurbishes them for sale at market value. So far, Colston says, about 15 of the rehabilitated fancy cars have sold. He believes this promising sideline will evolve into an important funding source. Meanwhile, however, maintaining a steady stream of donated cars of all types is a constant worry.
“What we could use now,” interjects Pastor Neu, “are tax breaks for rental- car fleets, to induce them to donate the cars they now drive into the ground and auction off.”
“I am on the Senate Finance Committee …” Senator Jeffords mentions.
“Well, we know that,” Neu tells him. “We’re Lutherans, but we’re not dumb!”
Later, at the garage’s tiny new headquarters, a block away in a lakeside office building, Colston and two volunteers are conducting serial telephone calls. Volunteer Marian Kuschel peers at a computer displaying a database devised by her husband, Bill, a retired IBM computer engineer who donated his work. The database will enable the garage’s staff and volunteers to keep better track of their rolling stock. Until recently, Kuschel was marketing director for the local performing arts center. Now she donates her marketing skills to Good News.
At the computer beside her, volunteer Ed Stowe is shoulder-clenching a telephone receiver to his ear. He used to be an IBM engineering manager. Now, for the Good News Garage, he is creating a car-donation infrastructure.
“Yeah, you could take a train back …” he is saying into the telephone. It was, he later explains, a caller from Pittsburgh, wishing to donate a car and willing to drive it all the way to Burlington himself. Most donors ask the garage to send a truck to transport their car, which is costly. Stowe is setting up depots in various states, at Lutheran Social Services sites, where donors can park cars and the garage can send larger trucks to collect several at a time. He is developing a network of volunteer drivers, too. But that means the donated cars must be drivable. Currently, many are not. Meanwhile, calls keep coming in.
“You say your car’s name is Timmy?” Stowe says into the telephone. “Do you know how many miles Timmy has gone?” He scribbles down “120,000.” “An ’86 Chevy? From Chatham, New York? Timmy is in a garage right now?” Yesterday, he says, sotto voce to a visitor, somebody donated a car named Beluga. He scribbles more notes on the donor application. “I see,” he says. “You want to share Timmy.”
Donors of cars can receive a tax write-off. But many people, Stowe has found, make the effort simply to help others. And many, like Timmy’s owner, are too attached to their aged cars to relegate them to junkyards.
“The red car’s story, as far as I know it, began in Honest Charlie’s used car lot in El Centro, California….” So begins the illustrated, seven-page “The Red Car’s Story,” which the donors of a 1978 Chevrolet Monza left with their car, for the new owner, a single mother with small children. The donor’s work, constructing power plants, required frequent moves. By the time the family came, briefly, to Vermont, the Monza had been charred in a torched condo garage in El Centro, California. It had experienced -60- degree temperatures along the St. Lawrence River, although “she started every day.” It had been interred, briefly, along with its owner, when a power plant plow driver inadvertently buried it in snow.
Facing a move to Texas, the family decided the Monza was too old to go along. Driving the car to a church parking lot to make the donation, says the author, “I patted its survived-the-fire roof paint and said goodbye with tears in my eyes.” They left a last word for the new owner: “We hope she will see your life improve. We were barely making it when we got her; we are blessed with a reasonable amount of financial security now.” They conclude, “Be good to her, she’s a good little car.”
Dee Bright Star arrives at Good News late, just before closing, in a taxi. “My car died; there’s been no way to get around,” she says. Meanwhile, her work — assisting disabled people in their homes — has been slipping away because she cannot drive. “I’ve already lost clients because I could not get there,” she says, as she fills out the paperwork.
With her long, dark hair, and sandals, and silver bracelets, rings and necklaces she made herself, she seems to have appeared in this oily garage from a more glamorous dimension. “I grew up here in Vermont and married a man in the Air Force,” she says. “We lived in Spain and Turkey.” The marriage ended. Back in Vermont, she worked as a veterinary nurse until a shoulder injury made it impossible for her to lift animals. Meanwhile, she discovered she was part Native American, an Abenaki. She began volunteering to comfort dying Abenakis. That led to a new line of work, assisting disabled people in their homes.
When her car died, she bought a used car for $500. “But one month later it died and I was stranded on the Interstate,” she says. “I had four clients; that dropped to two, because I couldn’t get to their houses, but I heard about this garage …” A regular used car, she explains, would have been too expensive. She fills in the sales documents, then looks up. “I guess I was waiting for a miracle.”
She lives in a town many miles from here, however, and time is running out to register the car she is buying. If she does not get to the Motor Vehicles Department quickly, it will close and she will have no way to get home. Luckily, two visitors to the garage offer to drive her across town. The garage agrees to let her register the car before she has paid for it. After a quick drive, at the Motor Vehicles office she pays $160.10 to cover registration and the 6-percent tax on the car’s book value. Driving back she sighs, “I’m finding it harder and harder, living on the edge.”
Back at the garage, she discovers a mistake. Because of her shoulder injury, she had specified that she must have an automatic transmission. But the Toyota Corolla set aside for her has a standard. She cannot use the car she has registered. She begins to sink into despair. “Let me call Hal,” Shand says. A few minutes later, Colston hurries into the garage. He is driving to New York City this evening and is already two hours late getting started.
Colston spots an unassigned yellow 1986 Volvo station wagon in the row of reconstituted cars. It is bigger than Bright Star wanted, but its transmission is automatic. She has already registered the Toyota, however. “We can do a transfer. As long as you mail it today, you can drive the Volvo today,” Colston tells her as he works rapidly with a calculator. The Volvo will cost more than the Toyota; the tax will be higher. “We’ll eat the transfer fee,” Colston says, punching keys. The new total comes to $60 more than Bright Star has. “Well, we inconvenienced you, so pay us the rest next week,” Colston says, handing her a check for the money she paid to register the Toyota. “When you get your title to the Volvo, donate the Toyota back to us,” he says. “Would you like me to mail this for you?”
Outside, he bolts plates onto the Volvo as she watches, a bit dazed. “My dogs will like this car,” she says. “And if I don’t get back to work, the next thing is that I’ll be evicted.” “Happy motoring,” Colston says, heading off at a trot for his own car and the drive to New York City.
It is a day later. A new purchaser, a middle-aged woman with blonde hair, glasses and a white baseball cap, is sitting at the garage’s table, filling out forms. “I used to be a nurse in a nursing home,” says Sharyon Sevene as she writes. “In 1975 we were lifting a patient and the other nurse fainted, so I took all the weight and it severed my sciatic nerve. I’ve been disabled ever since.” A severe ice storm struck Burlington a few months before, and her car was destroyed in an accident. She can barely walk to a neighborhood convenience store, but she has found prices there too high. For her, Sevene says, a car is a necessity.
She begins adding figures.

  • The car will be $500. But it needs tires, at $218.
  • Insurance for six months, $214; registration and transfer tax, $68; inspection, $15. “This car will cost about $1,000.
  • If I bought the same car at a used-car dealer, it would cost $1,000 just for the car, about $1,500 total.

On a fixed income that is not possible,” she says.
Outside, she watches Jon Van Zandt bolt the license plates onto her new car, a 1981 Ford Granada, lime green with rusted patches along the door bottoms. “I can’t use a small car because of my size — they match the car to the person,” Sevene says. “Hal is dedicated to getting people back to work,” she adds. “I can’t work, but I can bring people in, and if I can leave a mark on life by telling people about the Good News Garage, I will!”
A few minutes later she climbs in behind the wheel and turns the key. The engine roars, and runs smoothly. For a moment, Sevene sits in the car, listening to the engine, smiling beatifically. “Do you know what this feels like?” she asks Jon Van Zandt.
He grins.
“Like spreading your wings,” she says.
Richard and Joyce Wolkomir hope they may have picked up some car repair skills as they reported this story. Richard Schultz is based in Boston, Massachusetts.

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