2012 Workshop Schedule
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Legal and Regulatory
Sales, Leasing and Finance
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Track: Executive Leadership
TRACK SUMMARY: Executive Leadership contains education solutions exclusively for the executive suite. Workshops range from legal and regulatory matters, to managing multiple locations, tax and succession planning, fraud prevention, etc. Though all other spokes are available to the Executive/Dealer, dealership personnel below executive level do not have access to the training in this spoke unless permitted by the Executive/Dealer.
Tax Law Changes and the Value of Your Dealership
Hear about recent estate and gift tax law changes and the wealth-transfer opportunities they offer. You’ll also explore the four key concepts in valuing a dealership, and you’ll learn about discounts related to minority-interest ownership and the IRS perspective on these discounts. Additionally, you’ll learn about the benefit of an appraisal in complying with adequate disclosure rules.
Diane Anderson Murphy, Moss Adams, Seattle, WA
Sid Tobiason, Moss Adams, San Diego, CA
Friday, February 3 • 12:15pm - 1:30 pm • Room N115-117
Sunday, February 5 • 2:15pm – 3:30 pm • Room N223-226
Monday, February 6 • 8:30 am – 9:45 am • Room N223-226
Blue Sky and Real Estate Values Today
Learn the three drivers of dealership blue-sky and real-estate values: credit availability and pricing, current and expected financial performance, and valuation expectations. Examine today’s credit markets, the ideal rent factor, the opportunity cost of owning dealership real estate, and the cost/benefit of a facility upgrade/new development. Plus, you’ll learn how nearby short sales affect your dealership's value and debt.
Erin Kerrigan, The Presidio Group, San Francisco, CA
Friday, February 3 • 2:00 pm – 3:15 pm • Room N115-117
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N119-120
Monday, February 6 • 8:30 am – 9:45 am • Room N205-208
Foiling a Fraudster Employee
What if a dishonest employee took it all away from you? An economic downturn leads to lower profitability and less personal cash for most employees. This reality in a dealership environment can create motive and opportunity for fraud. Speakers will walk you through common examples of fraud, describe the fraudster employee, discuss the internal control system—and give you practical advice for handling fraud in your dealership.
Dan Cheyney, Moss Adams, Everett, WA;
Nancy Young, Moss Adams, Portland, OR
Friday, February 3 • 12:15 pm – 1:30 pm • Room N102
Friday, February 3 • 2:00 pm – 3:15 pm • Room N102
Sunday, February 5 • 10:30 am – 11:45 am • Room N107-108
How to Fulfill Your Customers' Unexpressed Wishes
Are you ready to take your customer-service experience to the next level? In this session you will learn that legendary service does not have to cost a lot of money, the key service principles that lead to emotional connections, the importance of a written service strategy, the difference between customers' expressed and unexpressed wishes, and the power of surprise and delight. Jeff Hargett was the highest-rated speaker at NADA's 2011 Annual Convention -- you will not want to miss this follow-up presentation on legendary Ritz-Carlton service.
Jeff Hargett, Ritz-Carlton Leadership Center, Chevy Chase, MD
Saturday, February 4 • 10:30 am – 11:45 am • Room N115-117
Winning Networking Strategies With Personal Branding
In this session you will hear tips, tools, and solutions you can use now to build your networking prowess. You will learn how to improve your personal brand and learn the do's and dont's of effective networkers, where to go, and what to say to build win-win relationships with everyone you meet. If you want to turn every person you know into a salesperson for you, create a positive reputation, build your brand, double and triple your return on leads, demystify the networking process, and cut your traditional advertising budget, this session is for you.
Arnold Sanow, Speaker and Consultant, Vienna, VA
Sunday, February 5 • 10:30 am – 11:45 am • Room N115-117
Walk Softly So You Can Listen: The Art of Leadership
In this session you won't realize how much you are learning about leadership, because you will be laughing so hard. As the leader at your dealership, you are constantly teaching everyone around you who you are and what you believe life is all about. At the same time, you are also a student, learning from those around you. As the leader at your dealership you know not just how to sell cars, but how to sell your management philosophy, standard of ethics, and a sense of caring. You are not the focus of attention but rather the source of it for others. Attend this session to learn how giving your people faith in themselves and other strong leadership characteristics will help your business succeed.
John Powers, President, Powers of Motivation Institute
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N115-N117
Construction 101 for the Auto Dealer
Construction transactions are complicated and the impact on your dealership can be significant. Reducing risk, identifying a reputable contractor, negotiating techniques -- all of this can be overwhelming. If your dealership is considering a facility upgrade, consolidation, renovation, or new building project, you don’t want to miss this informational session. You will get a candid look into a dealership case study that provides the information and insights that most general contractors won't tell you.
Bill Heifner, President, Renier Construction, Columbus Ohio
John Oney, President, Architectural Alliance, Columbus, OH
Friday, February 3 • 12:15 – 1:30 pm • Room N227-230
Friday, February 3 • 2:00 – 3:15 pm • Room N103
Sunday, February 5 • 10:30 – 11:45 am • Room N227-230
Image Programs: Findings of the 2011 NADA Study
Investment in dealerships runs to billions annually. Much of this spending is instigated by OEMs, via facilities programs. Such investments can have a significant impact on dealer finances -- but surprisingly, little hard evidence exists as to their payback. Rather, image programs are typically justified on qualitative arguments such as "the store image should support the brand," rather than on concrete facts and data. The goal of the 2011 NADA Facilities Programs Project was to identify and impartially discuss the pros and cons of these programs, in order to move the discussion to a more rational and objective basis. Don't miss this important and timely session!.
Glenn Mercer, Owner, GM Automotive, Shaker Heights, OH
Monday, February 6 • 1:00 - 2:30 pm • Room N109-N110
Track: Managing your Resources
TRACK SUMMARY: Managing Your Resources contains the training that is appropriate for senior management. The Management spoke includes some of the material available to the Executive/Dealer, plus such hands-on training as cash management, improving business momentum, etc.
2012 20 Group Best Practices
In this workshop, NADA 20 Group's Lycia Jedlicki and Chip Maher will present best ideas and practices such as: tire-sale strategies, oil-change upgrades, dedicated online service portals, and free DOT inspections. You will also explore ideas for service coupons, direct-mail campaigns, video production, and customer-product evaluations.
Lycia Jedlicki, NADA 20 Group, McLean, VA
Chip Maher, NADA 20 Group, McLean, VA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N103
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N227-230
Monday, February 6 • 8:30 am – 9:45 am • Room N103
Top Game Changers That Will Make You Money
In this workshop, you will learn how your dealership can materially reduce your operating costs, while concurrently improving your customer-transaction process and staff retention. The key is combining technology with expanded job responsibilities. Jeff Sacks is one of the country's foremost authorities on dealership operations, and you will walk away from this session much better prepared to reduce costs at your dealership while transforming your business for the better.
Jeff Sacks, Jeff Sacks and Associates, La Jolla, CA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N119-120
Sunday, February 5 • 10:30 am – 11:45 am • Room N119-120
Monday, February 6 • 8:30 am – 9:45 am • Room S219
How to Reduce Your Operating Costs
In this workshop, you will learn how to identify and manage expenses throughout the dealership. You will learn how to improve profitability, cash flow, gross profits, and sales. Finally, you will walk away knowing the best practices to manage your dealership’s expenses, purchasing, and ROI.
Steve Emery, NADA 20 Group, McLean, VA
Friday, February 3 • 12:15 pm – 1:30 pm • Room S225
Friday, February 3 • 2:00 pm – 3:15 pm • Room N227-230
Sunday, February 5 • 10:30 am – 11:45 am • Room S225
Recruiting, Managing, and Retaining Gen Y Employees
There are almost 80 million Gen Yers—by year-end 2012, two out of five auto shoppers could be Gen Y. This generation differs greatly from its predecessors, and will challenge traditional management practices (compensation, idea sharing, flexible work schedules, technology utilization, transparency, etc.). You’ll need Gen Y staff to serve Gen Y customers. Learn how to recruit Gen Y employees in sales and service to gain a competitive edge.
Nicole Lipkin, Equilibria Leadership Consulting, Philadelphia, PA;
Mark Rikess, Rikess Group, Los Angeles, CA
Friday, February 3 • 12:15 pm – 1:30 pm • Room N107-108
Saturday, February 4 • 10:30 am – 11:45 am • Room N205-208
Sunday, February 5 • 2:15 pm – 3:30 pm • Room S225
Optimizing Your Company’s Retirement Plan
Learn how you can get more out of your retirement plan while minimizing program cost. You’ll review the competitive landscape of retirement plan providers, including the range of fees, services, and industry standards and learn what you must adhere to as a plan sponsor and fiduciary.
Jon Hess, NADART, McLean, VA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N205-208
Saturday, February 4 • 10:30 am – 11:45 am • Room N227-230
NADA 20 Group’s Lifeline to Profits
In this workshop you will view your dealership’s position through the eyes of NADA 20 Group consultants armed with best practices for dealership operations. Material and data are drawn from the guides, and profiles adhered to in successful dealerships.
Brad Lawson, NADA 20 Group, McLean, VA
Mark Rogers, NADA 20 Group, McLean, VA
Friday, February 3 • 2:00 pm – 3:15 pm • Room N219-222
Friday, February 3 • 3:45 pm – 5:00 pm • Room N219-222
Track: Legal and Regulatory
TRACK SUMMARY: Legal/Regulatory contains training specific to legal and regulatory issues, such as cash reporting, OSHA compliance, Red Flags, UNICAP, HAPs, and FMLA.
Legal and Financial Issues When Buying or Selling
This hands-on workshop takes you through the entire process: preparing your dealership for sale, legal and financial aspects of the sales agreement, the difference between asset and stock sales, the due-diligence process, and more. You’ll know what to look for and what to expect when buying or selling a dealership.
Aaron Jacoby, Arent Fox, Los Angeles, CA
Ron Sompels, Crowe Horwath, Tampa, FL
Friday, February 3 • 12:15 pm – 1:30 pm • Room N205-208
Friday, February 3 • 2:00 pm – 3:15 pm • Room S225
Monday, February 6 • 8:30 am – 9:45 am • Room N209-212
Exploring 2012 Tax Issues with Industry Experts
NADA Chief Regulatory Counsel Paul Metrey will moderate a panel with IRS Motor Vehicle Technical Advisor Terri Harris and dealer accounting group experts. This workshop will focus on the tax consequences of factory image upgrade payments and other current tax issues affecting franchised dealers. You will walk away with the latest information on 2012 tax developments facing the industry.
Moderator: Paul Metrey, NADA Legal & Regulatory, McLean, VA
Panelists: Terri Harris, IRS, Grand Rapids, MI; Joe Magyar, Crowe Horwath, Tampa, FL; Wayne Robbins, Dixon Hughes Goodman, Raleigh, NC; and Dan Thompson, Boyer & Ritter, Camp Hill, PA
Saturday, February 4 • 10:30 am – 11:45 am • Room S224
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N109-110
2012 Update on Federal Regulations
This important need-to-know workshop will present essential updates on a flurry of new federal government activities impacting franchised auto dealerships. Join NADA attorneys Doug Greenhaus and Paul Metrey as they cover a wide variety of new federal rules and requirements. Learn cost-effective compliance tips and how to avoid legal trouble while saving money at the same time. Don’t miss the chance to ask a question on the regulatory concern of your choice!
Doug Greenhaus; and Paul Metrey, NADA Legal and Regulatory, McLean, VA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N227-230
Sunday, February 5 • 10:30 am – 11:45 am • Room N223-226
Track: Internet Solutions
TRACK: Internet Solutions trains on Internet marketing for both variable and fixed operations, including online actions, social media, and video search marketing. This spoke also contains training on computer policies and selecting IT vendors.
Top Strategies for the New Paid-Search Arena
In this workshop you will be taken through a step-by-step process of developing and managing the highest-converting PPC (pay per click) and re-targeting (behavioral marketing) campaigns for your website and mobile website. Achieve maximum profitability for sales, service, and parts by developing a Re-targeting strategy tied in with conversion pages, and make sure you keep your visitors engaged even after they leave your website.
Paul Potratz, Potratz, Schenectady, NY
Friday, February 3 • 2:00 pm – 3:15 pm • Room N111-112
Friday, February 3 • 3:45 pm – 5:00 pm • Room N109-110
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N111-112
Ten Digital Marketing Strategies That Work Now
Dealers struggle with developing a complete digital-marketing strategy because there are so many choices and too many ROI claims to validate. Dealers are looking for ways to increase visitor traffic, leads, and phone calls, but it's not easy sifting through the hype. In this workshop you will learn ten effective digital-marketing strategies you can implement in your dealership. The session will cover hot topics that are top-of-mind for dealers: social-media marketing, SEO, SEM, Google Places, reputation management, mobile websites and marketing, re-targeting, chat, and more.
Brian Pasch, PCG Digital Marketing, Eatontown, NJ
Friday, February 3 • 12:15 pm – 1:30 pm • Room N119-120
Friday, February 3 • 3:45 pm – 5:00 pm • Room S220
Monday, February 6 • 8:30 am – 9:45 am • Room S224
Improve Your Online Reputation!
Chances are if you read the reviews of your dealership online, you wouldn’t buy a car from yourself! Learn how to break through the magic 3.5-star threshold to achieve reputation success online. Learn the fundamentals of reputation management—review generation, management, and optimization—and leave with an action plan to improve your dealership's online reputation.
Matt Muilenberg, ADP Digital Marketing, Seattle, WA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N113-114
Saturday, February 4 • 10:30 am – 11:45 am • Room N113-114
Sunday, February 5 • 10:30 am – 11:45 am • Room N109-110
Internet Sales 4.0: Drive Exceptional ROI
In this workshop you will be walked through a KainAutomotive.com study of hundreds of dealers’ Internet Sales performance. You will learn about ten top-performing dealerships, and analyze the outcome of 4.3 million leads submitted to dealers by online shoppers. This study identified more than 50 factors that contribute to Internet-Sales success. The workshop will detail the top 15 critical success factors and explain the role they play in driving exceptional ROI.
David Kain, Kain Automotive, Lexington, KY
Friday, February 3 • 12:15 pm – 1:30 pm • Room N201-204
Sunday, February 5 • 10:30 am – 11:45 am • Room S224
Sunday, February 5 • 2:15 pm – 3:30 pm • Room S224
Winning with Mobile: Selling Generation Smartphone
Did you know that 78 percent of people looking to buy a new car in the next year will use a mobile device in their process? In this workshop you will learn new data on the growth of mobile commerce that defines how today’s car shoppers use mobile web to drive their shopping process on and off the lot. You will learn how to implement marketing campaigns and sales processes that effectively reach and convert mobile shoppers. You will also learn how to establish your store’s mobile presence with actionable insights to improve close-rates among shoppers who research, find inventory, compare prices, and receive special offers through their mobile devices. Lastly, you will learn the steps to building a mobile-marketing plan and apply best practices for using mobile in the sales process.
Jack Simmons, Cars.com, Chicago, IL
Friday, February 3 • 2:00 pm – 3:15 pm • Room N109-110
Sunday, February 5 • 10:30 am – 11:45 am • Room S219
Sunday, February 5 • 2:15 pm – 3:30 pm • Room S219
Connect with More Internet Shoppers in 2012
Having a website is only step-one in building a successful online dealership. It is imperative to formulate a Conversion Rate Optimization Program to establish a competitive and unique shopping experience for online consumers. Through the implementation of a Conversion Rate Optimization initiative, you will shift site visitors from casual shoppers into active buyers. Learn step-by-step how to deliver more results from your existing website by making it more engaging on every page. Uncover the hot pages on your website and create compelling content that moves shoppers to the next step in the buying process.
Todd Smith, ActivEngage, Inc., Orlando, FL
Friday, February 3 • 12:15 pm – 1:30 pm • Room S220
Friday, February 3 • 3:45 pm – 5:00 pm • Room N201-204
Monday, February 6 • 8:30 am – 9:45 am • Room N113-114
Connect with Transparency
Today’s most successful dealers have adopted a more transparent business model. There is no question that consumers are spending more time conducting online research and scrutinizing every aspect of a pending vehicle purchase. This workshop will teach you how to create a “window” for online shoppers to clearly view all aspects of your dealership’s inventory and sales approach. Dealerships that adopt this business model will be first in line for consumers’ consideration in the shopping process.
Tori Morandi, AutoTrader.com, Atlanta, GA
Rick Wainschel, AutoTrader.com, Atlanta, GA
Friday, February 3 • 2:00 pm – 3:15 pm • Room S219
Friday, February 3 • 3:45 pm – 5:00 pm • Room S219
Saturday, February 4 • 10:30 am – 11:45 am • Room N109-110
The Five Most Important Digital Reports for Dealers
Every dealer knows how to manage from their daily DOC, but what reports do you need to keep a pulse on your digital strategy? This session will put the daily, weekly, and monthly reports into the hands of participants so they can hold their teams and vendors accountable. You will learn how to calculate the metrics that create online success. You will discover where these metrics come from, why they are important, and most importantly, how to improve them.
Jared Hamilton, DrivingSales.com, Sandy, UT
Friday, February 3 • 12:15 pm – 1:30 pm • Room N109-110
Sunday, February 5 • 2:15 pm – 3:30 pm • Room S220
Monday, February 6 • 8:30 am – 9:45 am • Room S220
How to Digitally Engage Car Buyers
The ''Zero Moment of Truth'' describes the actions consumers take online before purchasing vehicles. Speakers will focus on making the Moment actionable by showing you how to create a successful online presence. You will hear about leveraging “Google 101” (search, mobile, display, social/YouTube) to succeed across these platforms. You'll also learn about common issues like claiming and personalizing a Google Places page and implementing the Google +1 box on your site.
Peter Leto, Google, Inc., Birmingham, MI
Kim Stonehouse, Google, Inc., New York, NY
Friday, February 3 • 12:15 pm – 1:30 pm • Room S219
Saturday, February 4 • 10:30 am – 11:45 am • Room S219
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N201-204
Proven Social Media Strategies for Top Dealers
This workshop will take you step-by-step through three successful social media strategies employed by top-performing dealers. You will look at the business plans of these three very different dealerships that are all making big profits using blogs, online reviews, Facebook, Twitter, and YouTube. The strategies of each dealership will be outlined, the pitfalls and successes will be covered, and you will look at before- and after-numbers.
Shaun Raines, DrivingSales.com, Sandy, UT
Friday, February 3 • 2:00 pm – 3:15 pm • Room N201-204
Saturday, February 4 • 10:30 am – 11:45 am • Room S220
Sunday, February 5 • 10:30 am – 11:45 am • Room S220
Your Dealership's Presence Across Google Platforms
We’re entering the age of Digital 2.0 -- more users, more devices, more local engagement, and more platforms to reach car buyers. This workshop will examine the four "Bs" required to succeed in the era of more (be always on, be relevant, be engaging, and be accountable) and will educate dealers on how to effectively utilize Google products (search, mobile, display, video, social, etc.) to reach car buyers throughout the purchase funnel and succeed in this era.
Kate Balingit, Google, Inc., Santa Monica, CA
Peter Leto, Google, Inc., Birmingham, MI
Friday, February 3 • 2:00 pm – 3:15 pm • Room S220
Sunday, February 5 • 10:30 am – 11:45 am • Room N111-110
Monday, February 6 • 8:30 am – 9:45 am • Room N109-110
Eight Ways Mobile Can Improve Your Bottom Line
In today’s marketplace, dealers need to be “in-sync” to make the most of their team capabilities and inventory opportunities. In this presentation, you will learn eight critical ways that mobile applications can improve a dealership’s bottom line and operational performance. Current and emerging mobile applications will touch on all of the major areas of a dealer’s business, including vehicle appraising, monitoring, and merchandising. The ability to take advantage of mobile applications could mean the difference between success and failure of your dealership in the future.
Len Critcher, DealerTrack eCarlist, Dallas, TX
Friday, February 3 • 2:00 pm – 3:15 pm • Room S224
Friday, February 3 • 3:45 pm – 5:00 pm • Room S224
Monday, February 6 • 8:30 am – 9:45 am • Room N201-204
Driving Traffic When Traffic is Online
With 88% of consumers going to the internet before buying a car, and the average consumer spending 6.5 hours online researching, the "amateur" who buys a car every two to three years often knows more than the "pro" in the dealership. The transparency of the internet can hurt closing rates and pressure profit margins. Yet, the internet doesn't have to mean the end of solid per-vehicle profitability. In this session you will hear cutting-edge insights on how online auto shoppers are shopping, as well as how they are making decisions on where to buy and what to pay. Specific places where dealers lose consumers online and in the store will be identified. Lastly you will be introduced to five proven keys to overcoming those challenges, driving more traffic, more volume, and stronger closing rates at solid margins.
Patrick Ryan, FirstLook and MAX Systems, Chicago, IL
Friday, February 3 • 12:15 pm – 1:30 pm • Room N219-222
Friday, February 3 • 3:45 pm – 5:00 pm • Room S225
Saturday, February 4 • 10:30 am – 11:45 am • Room N219-222
Track: Sales, Leasing and Finance
TRACK SUMMARY: Sales/Leasing/Finance delivers training on legal matters, advertising and marketing, new and used sales—including trade appraisals, CPO programs, leasing, and auctions—as well as F&I, inventory management, automotive CRM, and more.
Twenty Persuasive Ways to Sell F&I Products
Selling F&I products and services requires relationship selling. You have to connect with consumers so they know you believe in the value of what you're selling, and you believe it will benefit them. What you say, how you say it, and an outgoing personality are essential to closing the sale. A service contract or GAP policy are just pieces of paper until you create a way for customers to see themselves using, enjoying, or benefitting from these options. Learn tips, techniques, processes, and specific, proven word tracks to help you sell intangibles.
James Ziegler, Ziegler Supersystems, Inc., Snellville, GA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N111-112
Saturday, February 4 • 10:30 am – 11:45 am • Room N111-112
Monday, February 6 • 8:30 am– 9:45 am • Room N115-117
Use Phone Calls to Set Appointments that Show
In this workshop, you will learn how to define a strategic inbound call guide and an outbound Internet call guide. You will leave the workshop with a concrete game plan for effectively engaging prospects on the phone. Also, you will learn how to enhance your calls with engaging introductions and powerful leading questions. The speaker will teach you how to stay in control of the call, build rapport, identify deal-breakers, and achieve greater commitment than ever before. You will gain the tools to further train your salespeople, BDC agents, Internet consultants, and anyone that uses the phone to increase appointment-show ratios.
Jennifer Suzuki, e-Dealer Solutions, Inc., Aventura, FL
Friday, February 3 • 12:15 pm – 1:30 pm • Room N209-212
Friday, February 3 • 2:00 pm – 3:15 pm • Room N205-208
Monday, February 6 • 8:30 am – 9:45 am • Room N102
Buy Here/Pay Here: A New Profit Frontier
In this workshop, you will learn how to boost profitability by adding a buy-here/pay-here sales department, and also how to retain those customers you’ve been losing to other dealerships for lack of financing. You will gain the knowledge needed to improve your bottom line and increase your net worth. With so many new laws in this area, this is a must-see workshop.
David Keller, CliftonLarsonAllen, St. Louis, MO
David Wiggins, CliftonLarsonAllen, St. Louis, MO
Friday, February 3 • 12:15 pm – 1:30 pm • Room N101
Friday, February 3 • 2:00 pm – 3:15 pm • Room N209-212
Saturday, February 4 • 10:30 am – 11:45 am • Room S225
The New Science of Used-Vehicle Sales and Stocking
In this informative session, you will learn the strategies and justifications behind many recent, high-profile mergers and acquisitions. New approaches and techniques for stocking and sales of used vehicles using newly created tools and technologies will be demonstrated. Vehicle grading systems using five distinct characteristics of desirability will be explained to you. You will leave knowing how this new grading system will enhance previous methods by combining traditional inventory-management metrics with new merchandising measurements.
Dale Pollak, vAuto, Inc., Oak Brook, IL
Friday, February 3 • 12:15 pm – 1:30 pm • Room N111-112
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N113-114
Monday, February 6 • 8:30 am – 9:45 am • Room N119-120
Zero-Cost Ways to Boosts Profits and CSI
Learn how to tap into potential for increased sales and profits—at zero cost! You will be shown how to use technology to improve customer awareness and build a solid online reputation—plus you’ll learn a faster, more effective way to handle traffic to improve customer satisfaction, sales, and gross profits. Using credible documentation to replace long, drawn-out negotiations, the speaker will present proven statistics validating improvement in profits and closing ratios.
Grant Cardone, Cardone Training Technologies, Los Angeles, CA
Friday, February 3 • 12:15 pm – 1:30 pm • Room N113-114
Saturday, February 4 • 10:30 am – 11:45 am • Room N119-120
Monday, February 6 • 8:30 am – 9:45 am • Room N111-112
Secrets of Inspirational Selling
Stop relying on obsolete sales techniques and inspire your customers! Inspirational selling is all about being different and unique in the sales process. Your true competition doesn’t come from other makes, models, and businesses; it comes from other salespeople. If you can inspire the customer, you’ll gain an edge on the competition and close the sale.
David Lewis, David Lewis & Associates, Melbourne, FL
Friday, February 3 • 12:15 pm – 1:30 pm • Room S224
Friday, February 3 • 3:45 pm – 5:00 pm • Room N209-212
Monday, February 6 • 8:30 am – 9:45 am • Room S225
Five Simple Strategies to Sell More Cars Now
This is a true sales-management workshop highlighting often-overlooked but vital business practices. After attending this workshop, you will walk away with five easy-to-implement processes that yield immediate results. In addition, you will learn how the role of sales manager has changed in the past few years, and what sales managers need to do to adapt and thrive in 2012 and beyond.
Alan Ram, Proactive Training Solutions, Scottsdale, AZ
Friday, February 3 • 2:00 pm – 3:15 pm • Room N113-114
Saturday, February 4 • 10:30 am – 11:45 am • Room N223-226
Sunday, February 5 • 10:30 am – 11:45 am • Room N201-204
Maximize the Value of Leasing
Many dealers spend hundreds of dollars to attract customers to their dealership, yet spend very little time explaining all the financing options from which the customer can choose. In this workshop you will learn how to maximize your customer's satisfaction and your marketing dollars with leasing. Instead of leasing as a last-ditch effort to get a customer into a vehicle, learn how to plant the leasing seed early in the sales process. You will leave knowing how to improve the management of your lease portfolio by increasing customer retention and loyalty while enhancing the bottom line of your business.
Cyndi Caruso, Ally Financial, Ponte Vedra, FL
Clay Nelson, Ally Financial, Wixom, MI
Friday, February 3 • 2:00 pm – 3:15 pm • Room N119-120
Sunday, February 5 • 10:30 am – 11:45 am • Room N205-208
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N205-208
A Business Plan to Boost Traffic Sales
One of your biggest challenges today is figuring out how to generate floor traffic to protect yourself in this market. Should you put most of your eggs in the Internet basket and hope they hatch? Should you install a phone room so you don't miss deals you know salespeople will mishandle? Or should you run triple page-buster ads and put a gorilla on the roof every weekend to try and drive more walk-ins to your dealership? The options are endless, but there are logical answers to the question. In this workshop, you will be shown how to establish a specific goal based on your market. You will learn how to structure a step-by-step business-development plan and a consistent sales process to reach your goals. With this training, you can see consistent traffic flow and increase sales and profits right away.
Joe Verde, Joe Verde Sales and Management Training, San Juan Capistrano, CA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N115-117
Sunday, February 5 • 10:30 am – 11:45 am • Room N113-114
Monday, February 6 • 8:30 am - 9:45 am • Room N227-230
Advanced Sale Manager Negotiation Skills
Most sales departments overlook closing opportunities once the customer has driven a car and is seated with a salesperson. The auto dealer’s transition to an Internet world has had profound effects on day-to-day life in the new and pre-owned sales departments. The Internet has been an exciting new source of dealership traffic, but does not close deals by itself. Dealers work hard and spend a lot of money to fill customer seats in the showroom only to fail to execute. CSI has left sales managers with an empty chest of closing solutions that are in harmony with owner retention. Downsizing and turnover in the sales operation has eroded the talent base, so it’s time to re-commit and re-train. This workshop will identify negotiating pitfalls and how to avoid them, along with negotiating best practices that you can bring back to your dealership.
Gil Weiss, NADA University, McLean, VA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N101
Saturday, February 4 • 10:30 am – 11:45 am • Room N201-204
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N209-212
TRACK SUMMARY: Parts contains training specifically for parts managers and employees, and includes such topics as inventory control, Hazmat transportation regulations, and service and parts communication.
Parts and Profits: Basic Steps to Selling Online
This workshop will teach you how to churn profits out of your parts inventory using online channels. You will learn how to build a strategy for selling parts online; get the best price for parts; and upload, list, and manage online inventory. There is strong online demand for auto parts, especially OEM-branded, used, recycled, refurbished, and rare parts; it’s the supply that’s been lacking. Demand is expected to reach $8.6 billion by 2014. It’s important for dealers to invest now in their online parts programs as the average age of a car spills over the ten-year mark. Attend this workshop to learn how to profit from selling parts online.
Famous Rhodes, ebay Motors, San Jose, CA
Clayton Stanfield, ebay Motors, San Jose, CA
Friday, February 3 • 12:15 pm – 1:30 pm • Room N223-226
Friday, February 3 • 2:00 pm – 3:15 pm • Room N223-226
Saturday, February 4 • 10:30 aam – 11:45 am • Room N107-108
TRACK SUMMARY: Service delivers training specifically for service managers, service advisors, and technicians. This spoke covers such subjects as technician retention, RO analysis, performance analysis, and absorption.
Service Performance: Make a Lasting Impression
As the recession loosens its grip, many customers are returning to the dealership. What they experience today will redefine their expectations for the future. Dealerships are getting a second chance to make a first impression. Learn how to reset your department from "service and repair" to "service and service retail,” and create, use, and sell from effective retail displays.
Jeff Cowan, Jeff Cowan’s PRO TALK, Inc., Coto de Caza, CA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N223-226
Sunday, February 5 • 10:30 am – 11:45 am • Room N209-212
Monday, February 6 • 8:30 am – 9:45 am • Room N219-222
100% Absorption: Achieving Your Daily Objectives
In this workshop, dealers and managers will learn how they can achieve 100% absorption. Daily goals for the dealership will be covered: sales, service, parts, and body shop. Then you will share your numbers and daily objectives with colleagues from across the country.
Butch Hollister, NADA 20 Group, McLean, VA
Friday, February 3 • 2:00 pm – 3:15 pm • Room N101
Sunday, February 5 • 10:30 am – 11:45 am • Room N219-222
Monday, February 6 • 8:30 am – 9:45 am • Room N101
What's Next for Your Service Operation?
In this workshop, you will discover how to increase your current profitability statistics. Three scenarios will be presented, encompassing all levels of service managers: entry-level, average performer, and experienced top performer. With each level and scenario, you will be given performance attributes to help you recognize your current performance level. You will then be given potential remedies using real-world processes and best practices.
Jim Phillips, NADA University, McLean, VA
Friday, February 3 • 3:45 pm – 5:00 pm • Room N102
Saturday, February 4 • 10:30 pm-11:45 am • Room N209-212
Sunday, February 5 • 2:15 pm – 3:30 pm • Room N219-222
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