Automotive Digital Marketing ProCom

Professional Community for Car Dealers, Automotive Marketers and Sales Managers

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Spring 2008 Digital Dealer Conference and Exposition Speakers - Gaylord Palms Resort in Orlando, FL

The planning of the speaking program for the Spring 2008 Digital Dealer Conference & Exposition is well under way and promises to not only build on the previous two events, but will reach even higher in helping fulfill attendees’ goals and aspirations.

This is a conference put on by Dealer Communications, the #1 multi-media publishing company in retail automotive, not a vendor who wants to sell you products or services...or a longer, more expensive training session. Our speakers are predominantly practitioners, trainers and consultants...not a vendor president and other vendors.

KEYNOTE SPEAKER

Putting all the Pieces Together - Where is The Next Piece of your Puzzle?

Technology has touched every department in automobile dealerships over the past decade, providing enormous opportunity for dealers savvy enough to tap into this potential, says Sandi Jerome, well-known industry veteran and keynote speaker for the 4th Digital Dealer Conference & Exposition in Orlando, Florida April 21-23.

The event, “Putting all the Pieces Together,” for the first time includes separate sessions to focus on technology issues surrounding fixed operations, pre-owned and F&I. It will be held at Orlando’s popular Gaylord Palms Resort & Conference Center.

Jerome, who has a long resume in the car business, including stints working in fixed operations, accounting and F&I, will examine how technology has changed each department over the last 10 years and where it's all going in the next decade.

Noting that she has witnessed the birth of the Internet, BDC and CRM, “Never before has technology provided so many opportunities for success in our industry,” Jerome says.

"When I started in the car business accounting offices were huge and we had five F&I managers. Since there were no fax machines or computers, the F&I contracts were typed by hand (and by me!) and I called in every credit application - first to the credit bureau and next to the bank. Every name and address had to be spelled phonically. To this day I can still quickly say, A, Adam, B, Bob, C, Charles, D, David....Today when people complain about the computer system, I tell them that they need to set their expectations lower and the same thing applies to employees.

“My dealer would complain about the mistakes that my accounting office made and I'd reply that I'm just happy when they show up! But for most of you, technology and humans are the electricity and water that just doesn't mix. If you don't believe me, just try blowing your hair dry in the shower.” The conference is the largest of its kind examining how dealerships can use the Internet to target prospects and existing customers, add value to the relationship and pump up profits.

The separate tracks added for the first time for fixed operations, pre-owned and F&I, are intended to help dealerships successfully manage customer relationships through the vehicle life cycle.

Jerome is a former controller, CFO, system administrator, F&I, assistant GM, and fixed operations manager with more than 20 years’ experience in the automotive industry. She is owner of Sandi Jerome Computer Consulting. "It will be exciting to be speaking to all the people who have e-mailed me for the past 10 years!," she says of the event. "Automotive technology is heating up and what better place to learn about it than the warm and relaxing Gaylord Palms in Florida. I'm amazed at the list of 'who's who' that is attending, speaking and exhibiting...I only hope that I'll have time to chat with them all!"

The event’s program includes two days of powerful sessions with practitioners who are having great success in their markets. The last conference in Las Vegas in October drew more than 300 registered dealers, GMs, Internet Sales Managers, e-Commerce Directors and BDC/CRM Managers. This event is expected to be even bigger.
GENERAL SESSION

Selling Vehicles, Service, Parts and Accessories Online – Like Books and Music Think it's not possible? It’s already happening Panel: Shaun Raines, moderator

Stop just informing and start selling vehicles online. Also known as:

  • Consumer self-serve
  • Transactional web sites
  • Buy direct

Shopping cart functionality is here for car dealerships. Shopping carts for vehicles, F+I, service, parts and accessories are redefining the path to online success for car dealers. Are you getting your share of the consumer e-commerce market? Does your web site ask consumers to call or e-mail when others let them shop and buy?

Shaun Raines (Panel moderator) – Founder and CEO of Dealer Advisor. Dealer Advisor is a coaching and training company dedicated to helping car dealers achieve Internet sales success. Prior to Dealer Advisor, Raines worked in Reynolds & Reynolds web site division, Microsoft CarPoint, Yahoo Autos and CarsDirect.com.

Brian Hoecht – Founder and CEO of Ai-Dealer. Ai-Dealer’s online shopping cart for vehicles allows car dealers to sell cars online to consumers – prices, payments, trade-ins, it is all online. Hoecht is one of the primary driving forces in car dealership e-commerce today and put together this panel. He has worked as a car dealership general manager and CFO and is a professional accountant in both Canada and the US.
Ralph Paglia – As director of Digital Marketing on OEM and National Accounts at ADP Dealer Services, Paglia works directly with thought leaders and practitioners within North America’s leading car companies and large enterprise scale retail dealer groups. He also keeps his feet on the ground with what works within single point dealerships through his ongoing consulting relationships with a select group of independent dealers who use his guidance to achieve unfair competitive advantages.
Karen Dillon – President of TimeHighway.com. TimeHighway allows a car dealer’s customers to schedule real-time, online, confirmed service appointments. No stranger to the automotive business, “KD” as she likes to be called, was an executive vice president of LML Technologies (Lease Link) prior to its sale to DealerTrack.

David Copp Stringer – President and founder of the Insignia Group. Insignia currently supports over 1,400 dealers selling accessories across 17 brands and is a key player in the support of the GM Accessories Distributor Network.

INTERNET SALES

Panel Discussion: Technology: What is Moving the Sales Needle from Some of the Best and Brightest Phil Sura, panel moderator

This panel will discuss best practices with a focus on new technology. Special focus will be made on how to make an immediate impact for the dealership.

Phil Sura brings over 20 years of automotive related experience in sales and management. Phil is the VP of sales for UnityWorks Media, the leader in provider web video strategies for automotive dealerships. UnityWorks Media was the first company to market used car video tours and the first to integrate the used car videos with a third party lead provider. Sura has worked as a general manager for several large metro dealerships and he spent 13 years with Resource Group (Pat Ryan and Associates). With Resource Group, he was EVP with Intercept, a pioneer with outsourced BDC’s and the western divisional VP for Ryan CSI, a company focused on dealership process improvement.

David Metter is the chief marketing officer of Mile One. Mile One consists of 63 dealerships in the Baltimore and Virginia Beach area. It is one of the largest privately held automotive groups in the country. Mile One is very focused on some exciting online marketing initiatives. Metter is a strong leader and a visionary when it comes to applying technology to the retail world.

Anthony Monteiro is the business development director at Prime. He has a strong technology background including the development of a CRM company, which was later acquired by ADP.

Randy Cole is the e-marketing coordinator Kuni Automotive. He previously was the web manager for three main sites for Columbia Sportswear. Cole managed hundreds of products for Columbia and was responsible for site design and functionality. He joined Kuni Automotive in November 2006. “It was a bit daunting to see the number of gadgets and gizmos being offered to the dealer,” Cole stated at that time.

Panel Discussion: Best Practices within the Internet Team from Some of the Best and Brightest Phil Sura, Panel moderator

This panel will discuss best practices (metrics and daily activities) and how to make an immediate impact for the dealership.

Phil Sura brings over 20 years of automotive related experience in sales and management. Phil is the VP of sales for UnityWorks Media, the leader in provider web video strategies for automotive dealerships. UnityWorks Media was the first company to market used car video tours and the first to integrate the used car videos with a third party lead provider. Sura has worked as a general manager for several large metro dealerships and he spent 13 years with Resource Group (Pat Ryan and Associates). With Resource Group, he was EVP with Intercept, a pioneer with outsourced BDC’s and the western divisional VP for Ryan CSI, a company focused on dealership process improvement.
Wayne Ussery has been the Internet marketing director for the Jim Ellis Auto Group for 10 years. Ussery started in the automotive business in 1977. The Ellis Group is made up of 11 franchised locations in Atlanta. The group started with two Internet salespeople and it now employs 41. In the early years Ussery was focused on getting a web site populated and active. The Jim Ellis Group now believes that the Internet arena will be the area that will allow the largest percentage of growth for their stores in 2008.
Steve Stauning is the e-commerce director for the Asbury Automotive Group (120 franchise dealerships). He was previously the director of Web Solutions for Reynolds and was previously the general manager for Dealer Web Services with Dealer Specialties. Stauning believes that 2008 could be a tough year but the Internet side will “clearly be an area of strength.” Asbury’s Internet business continues to grow in all locations and across all makes.

Mike Capps is the Internet director of Goodson Honda. Capps has managed the Internet team for Goodson Auto Group (the two dominant Honda stores in Houston) for the past two years. Goodson competes against 10 other Honda dealerships in the Houston area. Capps was teamed up with Ken Forsyth, IT director for the group. This team proved to be extremely effective. They now average over 200 Internet sales per month, which places Goodson in the top 10 of all 175 Penske dealerships. Capps and Forsyth were able to move the needle of Internet sales against retail from 15 percent to an average of 31 percent, and last month was a record 35 percent!

Dean Russell is the Internet director of Bleeker Auto. Russell

took over the Internet operations for Bleecker Auto Group six months ago. Bleecker Auto Group is Russell’s third dealership to develop an Internet operation. Russell believes in dedicating part of each Saturday to visiting with vendors or other Internet directors for ideas and to stay ahead of the pack. “The Internet directors who think they know it all will be lost because technology is changing so quickly.” When Russell started, the Internet was selling 12 units a month. The Internet team was tracking to sell 85 retail units six months later.

Click to Curb A slightly different view of the automotive sales funnel and how to make it yours Kim Clouse

We will be discussing a different view of the sales funnel and the importance of getting the customer to understand the role of Internet sales specialist as consultant, not “salesperson.” Clouse will explain that when done correctly, the customer starts to gain trust and will focus less on the “best price” and “shop around” mentality.

Kim Clouse is Internet sales manager of Scott Crump Toyota/Scion in Jasper, Alabama. He is a member of the Southeast Toyota Pros, an AAISP charter member and has 13 years automotive sales experience, with the past 10 years in automotive e-commerce.

From Online Auction to Listings Getting the competitive edge Ralph D. Ebersole

The Internet isn't just for car shoppers. This workshop looks at the online tools dealers can use to find inventory, determine competitive pricing and merchandise their listings. Cars.com's Ralph Ebersole will co-present this session with ATCOnline's Ed Curry, teaching dealers how to leverage online tools to compete in today’s challenging market.

The workshop will examine:

  • How to use market intelligence reports to stock in-demand inventory
  • How to set competitive prices online while maintaining gross
  • How to leverage data to better merchandise inventory and reduce days to turn

Ralph D. Ebersole brings more than 30 years of automotive industry experience and training expertise to his role as director of automotive consulting and training at Cars.com, where he is responsible for leading the organization’s national dealer training program. In addition to developing and facilitating hundreds of dealer trainings each year, Ebersole is also responsible for employee and affiliate network sales training and product education. In his current role at Cars.com, Ebersole has trained more 10,000 dealership professionals from general managers to Internet sales personnel in a variety of dealership settings, both franchise and independent, from the largest dealer groups to single-owner lots.

Making Social Media Work for your Dealership Turning online dealer ratings into new profits David Hein

Social media, in the format of blogs, online community sites, consumer ratings and reviews and public videos has quickly become the #1 used content by customers. This trend is continuing to grow and consumers are finding creative ways to research and connect with others before making a purchase. This session focuses on how to harness the power of social media to your benefit and increase showroom traffic with these new buy-now customers.

Dave Hein is a leading authority in customer-centric communications. Having spent his career in a multitude of areas within the automotive marketplace including outsourced BDCs, Internet sales tools, consulting, dealership training and executive management of several leading technology companies, Hein has developed a seamless process of building and growing businesses to their full potential. Today Hein is the managing partner of Hein Capital Ventures, which invests in leading technologies such as Carfolks.com, which support the growth of the dealership.

All That Dealer Principals and GMs Really Need to Know About the New Digital World (And NOTHING that you don’t) Cheril Hendry

“Just tell me what I need to know to make good decisions!” That’s today’s war cry from most dealer principals and general managers when it comes to the Internet. This educationally packed seminar tells dealership decision makers all they really need to know (and nothing that they don’t) about the 85 percent of today’s car shoppers who consider a dealer’s web site his new showroom. Don’t waste money on new technology because you don’t understand it. This session will make you smart and save you money.

Cheril Hendry is CEO of Brandtailers, an 18-year-wiser marketing firm specializing exclusively in the automotive industry. Her experience transitioning her business from a traditional advertising agency to a 21st century leader in applying new technology to today’s retail automotive marketing needs has earned her company the recognition as true “Industry Change Agents.” Hendry’s passion is to educate today’s retail automotive dealers with unbiased facts about the new digital world, and show them how today’s challenging environment can truly be the greatest business opportunity of their lives. Her credentials include numerous speaking engagements with NADA, AIADA, dealer 20 groups, and Digital Dealer magazine to name a few.

Person-Proof Response and Follow-up Process Kathy Anne Kimmel

When responding to inquiries from Internet shoppers, consistency counts. To win the sale, you and your sales team must uniformly follow the processes you've outlined to respond to customers and manage the relationship until they buy. This workshop examines procedures you can put in place to turn over proof your online process and accommodate individual personalities and work styles and still get the job done by the book.

This session will cover:

  • How to consistently develop winning listings that drive traffic to your store
  • How to implement phone and e-mail processes every dealership needs for online success
  • How to measure performance of your online program

Kathy Anne Kimmel has more than 15 years automotive industry and dealership management experience. Her expertise covers every aspect of the dealership, from managing sales and service operations to driving customer satisfaction and implementing training programs to mentor new employees and groom seasoned managers. Her current daily responsibilities include creating and performing training for dealership personnel that focuses on best practices for Internet sales. Kimmel understands the day-to-day business of selling cars and what it takes to build a successful sales organization.

Achieving Internet Sales Dominance 4.5 irrefutable ways to outsell and outgross the competition! Cory Mosley

This workshop teaches 4.5 “no-nonsense” ways to not only survive, but thrive during the most competitive year for selling cars online yet! Attendees will leave this workshop session with “real world” actionable techniques to increase their sales and gross profit immediately!

Cory L. Mosley is widely regarded as an expert in the field of Internet Sales and CRM sales processes. He has written columns for Digital Dealer. He was named “The Hardest Workin’ Man in the Automotive Internet Training and Consulting Business” by Digital Dealer magazine after his five-hour marathon training session at the Digital Dealer Conference and Exposition in 2007. His company, Mosley Training LLC, is based in New Jersey and services dealerships both large and small in the areas of Internet/BDC management, development, and restructuring while also providing corporate solutions for OEM clients like Volkswagen North America.

Bridging the Communication Gap with Today's Car Shoppers A dealership guide on the holistic approach to selling cars in the automotive Internet age Howard Polirer

Bridging the Communication Gap provides dealers with an enlightened understanding of the mindset of today's Internet car shoppers, a behind-the-scenes look at consumers' approach to car-shopping in the 21st century and how dealership operations and processes need to adapt to the evolving car-shopping landscape to capitalize on the power of the Internet. Dealers will learn about some of the latest trends in online automotive shopping and tips on how to measure the effectiveness of their own Internet advertising. Participants will walk away from the session with tangible guidelines on how to appropriately staff their dealerships, engage consumers on the showroom floor about their car-shopping experience and create an Internet savvy culture that touches all aspects of the dealership.

Howard Polirer is director of Industry Relations for AutoTrader.com, the ultimate automotive marketplace. He joined AutoTrader.com in 2003 as a national dealer trainer and has trained more than 8,000 dealers in over 200 major markets on the industry's best practices to reach automotive consumers. His presentations cover what's happing in the industry, today's automotive consumer, emerging trends, and what's new with advertising and marketing on the Internet.

Polirer brings over 30 years of experience in the retail automotive business and has a wide range of dealer expertise—from salesman at a Toyota dealership to general manager for a VW, Subaru and Chevrolet dealership.

One of the nation's leading Internet automotive trainers, Polirer has spoken and conducted workshops at conventions and conferences for NADA, NIADA, NABD and state and local dealer associations.

Why Most Dealers Can’t Solve the Internet Puzzle Shaun Raines

Car dealers keep trying to fit square pegs in round holes. For most, the Internet is what causes the most frustration, yet provides the greatest opportunity for growth. Fear, mystery and disbelief about how the Internet fits in have kept many dealers from moving forward with their business. For car dealers the Internet is not like solving the Rubik's Cube, it's more like pushing the right shapes into the right holes. This session will show you the essential pieces and how to put them together successfully.

Shaun Raines is the founder and CEO of Dealer Advisor. Dealer Advisor is dedicated to helping automotive dealers achieve Internet success. The core of Dealer Advisor is automotive Internet coaching and training. Dealer Advisor also endorses some of the most progressive, effective, results-based web services in the automotive industry. Raines has been a speaker for the AAISP Digital Dealer Conference, eBay Motors University Events and a presenter at NADA. Raines serves on the advisory board for ReachLocal Auto and writes articles for blogs, including Dealer Advisor, DealerRefresh and Ai-Dealer.Raines lives in Texas with his wife, children and dog.

Trends and Technologies: How to Identify, Choose and Implement Ever Changing Ideas and Technologies Ideas that will make your employees more efficient, your customers happier, make the dealership more money and keep you (and your attorneys) out of the court room. Toby Reiley

We are bombarded with new product and service announcements every day. Get answers to questions like: Which provide true benefit? Which will be adopted by the auto retailing community? How do I research, compare, choose and implement the right one? Will this trend last long enough to pay for the installation? Then use what you learn at this show out in the real world.

Toby Reiley has been identifying impending trends and acting on them for over 30 years. He uses his own version of the scientific method to get to the heart of a business problem, evaluate potential solutions, and implement one for immediate and future benefits. Toby runs FinCo Management, a “business engineering & consulting firm, and assist all kinds of companies in the automotive space. Prior to FinCo, Toby founded Monetrics, which replicates the human thought process to automate consumer credit decisioning. Monetrics is now owned by World Omni and JM Family, the distributors of Toyota vehicles and financing in the South Eastern U.S.

Communicating Successfully with the Internet Prospect Price, presentation, process ….. the road to the goal line Lenny Satisky

This class will define the “road to the sale” with the Internet prospect. In defining the process this session will provide attendees with specific word tracks and techniques designed to capture the Internet prospect…without sacrificing gross profit. This session will also provide attendees a clear understanding of how to pursue the elusive Internet prospect, as well as maximizing your e-mail communications.

Leonard M. Satisky is vice president of Sales and Training for Mosley Automotive Group L.L.C. Satisky has over 25 years of sales and management experience in the automotive industry. Brought up in the business guided by his uncle, a well respected Maryland Toyota Jaguar dealer, he has held positions ranging from sales specialist to general manager. He is a graduate of the Pat Ryan school of Finance, the Jackie Cooper Sales Management Academy, and the Dale Carnegie training program. After retiring from the business to raise capital as the principal of a dot-com incubator company, Satisky returned to the automotive industry and quickly became a top grossing Internet Sales professional. He is considered by many to be one of the top phone skills trainers in the country. He is a graduate of Towson State University.

20 Power Packed Ideas to Grow your Dealership in Today’s Tough Market Todd Smith

Learn what the best in the industry are doing to maximize their web site sales with proven tactics. Make your used vehicle sales soar through the web. These 20 hard-hitting ideas will put your dealership on the fast track to sales success.

Todd Smith is CEO of Lear, LLC; a company focused on implementing business process and technology solutions for dealership that want to embrace the web. Smith has been a top consultant to many of the OEMs and large dealership groups as well as individual dealerships nationwide.

Oh No! I’m the Internet Sales Manager… Now What?! A guide of survival and success for new Internet sales managers Andy Warner

New Internet sales managers will learn vital steps for success in their new position. Attendees will learn the initial steps needed to establish their long-term success as top-notch internet sales managers. Topics discussed will include: department organization; employee evaluation, lead process and reporting; and vendor and contract negotiation.

Andy Warner is the Internet sales manager for a domestic dealer group with locations in the Cincinnati and eastern Indiana areas. Before working in the retail automotive industry, he served as the data partner manager for Dealer Specialties. In this capacity he worked closely with data companies, web site providers, DMS vendors, OEMs and other third-party companies to help maximize the online exposure and efficacy of more than 10,000 automobile dealerships.

The Power of Networking on the Internet – Free Advertising in the Virtual and the Real World! Integrating old school marketing with technology on the Internet and mobile channels Philip Zelinger

The session targets untapped Internet networking resources focusing on leveraging the Internet beyond your web site by “networking across verticals and channels.” It’s not just linking sites! Share your advertising costs, maximize your ROI and increase market share in your “automotive vertical” while positioning your dealership as a real world community leader and an online affiliate of every business in town – with coordinated messages in their virtual world!

Philip Zelinger is the president of Ad Agency Online, LLC and a co-founder of AutoAdCreative.Com. His roots lie in the retail automotive arena with 25-plus years invested as a general manager and dealer principal. His current role positions him as a “dealer coach/consultant” tasked with coordinating conventional advertising for his dealer clients’ real world showroom and service drive with their virtual counterparts on the Internet and the newly developing mobile text channel. As the author of two books on the auto industry, including one titled “How To Sell A Car,” he is a recognized authority on market trends and developing technologies with the responsibility of selecting key vendors and applications for his dealer clients.
PRE-OWNED

How to Use Today’s Technology to Recession-proof your Pre-owned Department Thoughts from a dealer who lived through 1979-1982 Tim Deese

Learn how to use today’s technology to recession-proof your pre-owned department. We are very fortunate in this quasi recession to have the technology we have today. It gives the ability to track and know what will turn the fastest for the highest return on investment. When looking at new car franchises today, the dealers that pay closest attention to their pre-owned department will be the ones who will have the greatest positive impact upon their financial future. Any dealer can roll through a downturn if they maintain a strong presence with pre-owned. What most dealers never stop and think about is that there are four times more current to six-year-old pre-owned vehicles sold in every market across this country than there are new total in their market. Fifty percent of those are sold individual-to-individual. Learning how to capture and retail within a rapid turnrate will not only improve used vehicle department volume and profit, but will also enhance new car sales by putting the demand on appraisals to replace that inventory.

Tim Deese is the president of Progressive Basics, Inc. and a former franchise car dealer who has designed and implemented used car training and marketing for 15 manufacturers in 28 countries. Progressive Basics has trained over 40,000 dealers and managers. Deese has been a speaker at numerous NADA conventions, and a top rated speaker in 2001 at the Australian Automobile Dealers Associations Convention. In 2005, as an international expert on pre-owned vehicles, Deese was asked to do a special about pre-owned sales practices on CBS News with Dan Rather. He speaks to state, national and inter-national group associations. Progressive Basics does seminars and in-house monthly programs.

How to Maximize Pre-owned Car Inventory Online What do the big portals know that you should? Todd Swickard

Description: During this session, participants will learn:

  1. How consumers search for used vehicles on the Internet
  2. What are long tail keywords, and how do they impact your web site’s placement on search engines?
  3. What do portals know that you should know?
  4. How to measure and improve your vehicle inventory’s ranking
  5. How does this fit with your existing search engine optimization and search engine marketing strategy?

Possessing vast online marketing experience gained from his previous employment with Compaq, AutoTrader.com, and Dealer.com, Todd Swickard founded Auto Dealer Traffic, Inc., in 2001 and People To My Site, LLC in 2002 with very little venture capital. He implemented his methodology of providing services that drive results with exceptional return on investment and accountability. His success with providing solutions to small businesses and Fortune 500 companies alike has led to invitations to speak at highly publicized symposiums hosted by JD Power and Kelsey Group. Swickard also has been a featured writer for Digital Dealer magazine. Swickard’s true measure of success is in the success of his clients.

FIXED OPERATIONS

It’s Rocket Science: Part 3 Introduction to systems and procedures for service and parts on the web Ray Fenster

This session will explore the best practices for Internet service systems; innovative web-based processes; understanding the service pull vs. the push; effective e-mail and telephone follow-up; DMS/CRM/ILM issues; personnel training and motivating in the BDC atmosphere and utilizing the most cost effective programs.

Ray Fenster has been involved in all areas of the automotive business with a concentration on using the Internet. He currently is e-commerce director with the Lindsay Automotive Group and has been with other groups around the Washington D.C. beltway for over 10 years. His expertise is in maximizing the use of web-based marketing and lowering dealerships overall marketing costs. The Lindsay Automotive Group was one of the very few groups chosen by eBay to pilot a new program. Fenster has now moved the eBay local program ahead to include new car as well as used car sales and service. Many of the top performing Internet dealerships in the Washington D.C. area have Internet sales managers that Fenster has trained. In 2008 his teams will focus not only on sales but also on increasing Internet service business by another 25 percent.

It’s Rocket Science: Part 4 Introduction to creating opportunities for service and parts on the web Ray Fenster

This session will explore many options available for increasing service, parts and collision center’s effective use of the web. The session will include alternative online marketing options; the one, two, threes of search engine optimization; proper web design and simple service micro sites.

Ray Fenster has been involved in all areas of the automotive business with a concentration on using the Internet. He currently is e-commerce director with the Lindsay Automotive Group and has been with other groups around the Washington D.C. beltway for over 10 years. His expertise is in maximizing the use of web-based marketing and lowering dealerships overall marketing costs. The Lindsay Automotive Group was one of the very few groups chosen by eBay to pilot a new program. Fenster has now moved the eBay local program ahead to include new car as well as used car sales and service. Many of the top performing Internet dealerships in the Washington D.C. area have Internet sales managers that Fenster has trained. In 2008 his teams will focus not only on sales but also on increasing Internet service business by another 25 percent.

Search Engine Strategies for Fixed Operations A basic training to help you understand Google, Yahoo and those who want to sell you Search Stephen Stauning

This session will focus on search engines for fixed operations, including an introduction to search engines, search engine optimization and search engine marketing. The goal is to help you cut through the hype and make an informed decision about your search engine efforts. This is an introductory level course, Intended for those with minimal background in search marketing and can provide anyone at the dealership an introduction into search engines.

Stephen M. Stauning has served as Asbury Automotive Group’s (NYSE: ABG) director of e-commerce since March 2007. In this role he is responsible for helping Asbury and its dealers maximize the effective use of the web and related technology to drive revenue, increase customer satisfaction and gain operational efficiencies. Stauning has more than 20 years experience in senior roles with growing companies both in and out of the automotive industry. Most recently, he served as director of Web Solutions for the Reynolds and Reynolds Company, and prior to that he was general manager for Dealer Web Services at Dealer Specialties.

F&I

Solve the Dealership Compliance Puzzle Are compliance concerns keeping you up at night? Come learn how to sleep like a baby! Lon Leneve

*Learn how to make regulatory compliance easy by using the latest online, turn-key technologies. *Learn how to remove the bullseye on your back by building a “good faith” compliance effort. *Learn how “good faith” compliance management can increase your profitability by reducing claims and Insurance expenses *Learn how an automated compliance management system can help you sleep better at night.

Lon Leneve is president and CFO of Compli and brings over 25 years experience in compliance and risk management, corporate governance, employment practices, and finance & insurance. Leneve is a frequent speaker at various dealer events, including 20 groups, CFO bootcamps, compliance seminars and association conferences. He has held several senior management positions, serving as president and COO of Copper Mountain Trust; president & CEO of Skylink Telecommunications; and VP & treasurer of Americold Corporation. He holds a B.S. degree from Oregon State University and began his career with accounting firm KPMG, where he achieved his CPA.

Advertising Compliance in the 21st Century What you say (and don’t say) can cost you Shawn Mercer

When times get tough dealer advertising becomes more aggressive in every market. There are a plethora of federal and state statutes and regulations governing all dealership advertising – including what you put on your web site or in e-mails. Fines against dealerships and advertising agencies have even hit seven figures. The presentation will include real-world examples of mistakes you simply cannot afford to make. You will also receive tips on how to be a successful advertiser without putting the dealership’s future at risk.

Shawn Mercer is the resident partner in the Raleigh, NC office of the Myers & Fuller law firm. His practice is devoted solely to representing motor vehicle dealers. He provides counsel to the firm’s dealer clients in the areas of manufacturer facility and incentive programs, franchise realignment, audit charge backs, sales performance agreements, dealership relocations and add points. Mercer and his firm represent dealers in both manufacturer-sponsored and judicial mediation, state-mandated administrative proceedings, as well in state and federal court. Mercer also assists various state dealer associations with revising and updating state franchise protections and he also regularly works with dealers on addressing F&I matters, advertising compliance and consumer complaints.

Implementing What’s New in F&I to Benefit your Dealership this Week, this Month, this Quarter and this Year Toby Reiley

Hands on examples of processes you can take back to your dealership and implement. Some will give you immediate benefits, while others should make you analyze the direction of your dealership and the local business environment. Discussion will also focus on access to your data and how to use it.

Toby Reiley has been identifying impending trends and acting on them for over 30 years. He uses his own version of the scientific method to get to the heart of a business problem, evaluate potential solutions, and implement one for immediate and future benefits. He runs FinCo Management, a “business engineering and consulting firm, and assist all kinds of companies in the automotive space.

Prior to FinCo, Toby founded Monetrics, which replicates the human thought process to automate consumer credit decisioning. Monetrics is now owned by World Omni and JM Family, the distributors of Toyota vehicles and financing in the South Eastern U.S.

This is just the start of a phenomenal speaking program that will be presented at the 4th Digital Dealer Conference & Exposition. Check back as we continue to add more fantastic speakers/presenters and more engaging panel discussions.

For information, contact Jan Cobb at: Phone: (678) 936-4009 E-mail: jcobb@premcor.net

“Was a good measure of where we stand in this area. I got some good marketing ideas.” James A. Simpson Vice President, General Manager, Richmond Chrysler-Dodge-Jeep, Inc., Richmond, MI

“Being a dealership in Canada the conference provided the platform to determine if the process I use in Canada is similar to that used by dealerships in the U.S. This conference confirmed the importance of staying abreast with the ever changing current trends in technology consumers are accessing and the best way to work with them.” Marvin H. Otto Manager of Internet Sales & Client Retention Brennan Pontiac Buick GMC Ltd., Toronto, Ontario, Canada

“Being relatively new to Internet sales as a dealership, the conference provided needed info and practices.” Tim Morris Assist. Sales Mgr. Annie Rae Chevrolet, Dewitt, MI

“Gave me some good ideas on how to improve Internet sales. Was also good to network.” Suzanne Workman Internet Manager Parks Motors, Augusta, KS

“Very glad I attended.” Shawn Cregan Internet Sales Manager Laird Noller Ford Topeka Kansas, Topeka, KS

“The Internet in the auto industry is like an elephant. We really do not have a grasp of it and it keeps growing. With all the vendors and dealers that attend this conference we will be able to ride this ever evolving industry.” Sal Scata Internet Manager Crowley Chevy/Hummer
West Hartford, CT

“Networking and processes were valuable.” Kim Clouse Internet Sales Manager Scott Crump Toyota, Jasper, AL

“It’s always great to be around all the experts, ISMs and vendors to keep up on everything and have time to talk about the biz.” Chris Hanson Internet Sales Director David Thomas Auto Group
Plano, TX

“The conference had value in that I was able to see what solutions vendors were offering. It also let me know what the "state of the world" was in in regards to mindsets toward Internet departments. I found it interesting that there wasn't a consistent message within the conference itself (i.e. this is the way we think you should do it) but rather, everyone had their own opinion. It also fascinated me the range of actual practices and differing degrees of implementation that are occurring throughout dealerships (everything from the ‘Ralph Paglia’ progressive-types to the ‘my liners take my Internet leads and that's my Internet dept’ types.” Arnold Tijerina Internet Director Moss Bros Auto Group
Colton, CA

“The Conference was a networking gem. I met more of my peers there than I ever could at NADA.” Sal Scalia Internet Director Bryan Chevrolet Mitsubishi Suzuki
Metairie (New Orleans), LA

“Extremely educational.” Richard Assmar Dealer Esserman Nissan
Miami, FL

“Wonderful experience, I have already implemented four things from the conference” Edward Eppes Business Dev. Manager/ Service Manager Mercedes-Benz of Alexandria
Alexandria, VA

“I can get back to work refocused, energized, and committed to excellence.” Diane Anderson Marketing Manager Family Buick Mitsubishi
Indianapolis, IN

“The conference keeps us up to date and allows us to see where we can best allocate our budget going into the future.” Dave Tedder Internet Director Sanderson Ford
Glendale, AZ

“Valuable networking” Radhi Uchechi Internet Sales Manager DARCARS Toyota of Silver Spring
Silver Spring, MD

“The event put me in touch with vendors that I wasn't aware of, and it gave me the information to make decisions to get our Internet dept. up and rolling.” Sherri Hodges BDC / Internet manager Natchez Ford
Natchez, MS

“Great value!” Tim Jennings Internet Sales Manager Tom Sparks Buick
Dekalb, IL

“The conference re-enforced best practices being used, allowed me to compare my BDC results to others and measure the effectiveness of my team. Got some very informative ideas and processes. Saw the new technology that is being offered by vendors. Spoke to peers and shared problems and solutions to the problems.” Frank Tortolano BDC Manager Autotorium Group
Merrimack, NH

“The conference opened my eyes to knowing that I do a lot of things right compared to most, but there are still always new ideas and ways to do things more efficiently. My problems are not only my problems but very similar to others and being able to converse and network with other ISM's, I was able to make some decisions I otherwise probably would not have made.” Joseph Vaccaro Internet Director Toyota of Tampa Bay
Tampa Bay, FL

“This conference was great! I am completely new to the car business and since the conference I have gained so much and I was able to bring it back to the dealership and make some great changes. We have set so many more appointments since returning from the conference and it hasn't even been a month yet! I would encourage all beginning Internet Sales Managers to attend this conference as well as GMs! The Internet is going to take over the car buying industry sooner than we think.” Lindsey Ann Akers Internet Sales Manager John Jones GM City
Salem IN

“Trying to get old school car guys to understand the importance of this new way of communication is very difficult. The conference provided me with lots of facts, numbers and results to present to my GM.” Vickie Munsey Internet Sales Director Superior Volvo
Kansas City, MO

“It was very motivating. If my GM or Owner would have been there, I would have more money to spend.” Michael Richardson CIM Preston Hood Chevrolet
Biloxi, MS

“Too much to write. My eyes and ears couldn’t possible take it all in and process it. It would be easier to write what I didn’t care for only because there is so little.” Andy Shambarger Internet Director Brondes Ford
Toledo,OH

“The conference exceeded my expectations in that I have a broader understanding of what's happening in the US market, with regard to Internet initiatives. It was pleasing to learn that the way we currently do things in Australia could be considered on par with many US dealers, which may enable us to adopt some of the many exciting products & services available as we begin to realise the benefits of developing our online presence.” Jamie Moyle eSM John Hughes Online
Perth, WA
Australia

“I attend several conferences each year and for the past 2 years the AAISP Digital Dealer conference has provided me with more real-world business practice improvements than any other. In 2006 our team from Courtesy Chevrolet went back to the dealership from the conference with new techniques that allowed us to increase used vehicle sales dramatically. In 2007 we brought back several new operational processes, but one related to URL acquisition began to pay off for us before the 2007 conference ended!” Ralph Paglia e-Business Director Courtesy Chevrolet
Phoenix, AZ

“Being brand new in this business, all information I gained was extremely worthwhile. It taught me how to identify, and identify with, the Internet shopper.” Dennis Bloking ISM/BDC Director Carter of Manchester
Manchester, CT

“I was able to see the vendors gathered in a group and see what they had to offer one after another while it was fresh. The networking was great and I enjoyed comparing notes with other professionals in my field.” Kim Clouse ISM Scott Crump Toyota/Scion
Jasper, AL

“Great to get a real feel for what dealerships NOT based in my market (the Northeast) were doing” Joe Rachiele Director of Internet Sales/Marketing Hurd Auto Mall
Cranston, RI

“The conference was very helpful and I look forward to attending again.” Jennifer Kingery Internet Director Freeway Ford
Littleton, CO

“As web manager for Columbia Sportswear for the last 9 years I had a fairly decent background regarding the web. As such, I have been struggling to get my arms around the dealership world. This conference was a great immersion tool for me to more quickly identify how I can help my dealerships in my new position as eMarketing Coordinator for the Kuni Auto Group.’ Randy R. Cole eMarketing Coordinator Kuni Automotive
Vancouver, WA

“A great conference. I went into it expecting to glean a few ideas to help me back at the dealership, yet came away with a notebook full of exciting ideas that will be systematically implemented in the upcoming year.” Tharon Lambert E-Commerce Director J.C. Lewis Ford
Savannah, GA

“Like last year, I came away with energy and new ideas. Also what it did was confirm plans that I already set in motion.” Jim Congdon Internet Manager Burritt Motors
Oswego, NY

“The annual AAISP Digital Dealer conference has quickly become a "must-attend" event for me. Just when you think you're good - you're WOW'd by the best practices and creativity of a myriad of Internet professionals. The "cafeteria plan" that I bring back to my dealership has been an indispensable advantage. I'm selfishly glad that my competitors haven't yet attended!” Michael Mitchell Internet Manager Leith Acura
Cary, NC

“On a scale of 1-10, the conference was a 9.9” Adam Kesler Internet Manager Slone Suzuki
Louisville, KY

“Great value!" Tim Jennings Internet Sales Manager Tom Sparks Buick
Dekalb, IL

“The conference re-enforced best practices being used, allowed me to compare my BDC results to others and measure the effectiveness of my team. Got some very informative ideas and processes. Saw the new technology that is being offered by vendors. Spoke to peers and shared problems and solutions to the problems.” Frank Tortolano BDC Manager Autotorium Group
Merrimack, NH

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