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 hadfive 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 examininghow dealerships canuse the Internet to targetprospects and existing customers, add value to the relationshipand 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.

Sandi 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!"

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 eCommerce 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.

Jeff Clark, Vice President of Sales for Skoots, Inc., oversees the sales and marketing initiatives to position and brand the Skoots Accelerator and LIVEoffer interactive media solutions. A seasoned sales professional, Clark has earned a significant track record of impressive revenue growth and successful sales management. With over 16 years of professional business-to-business sales and management experience, he has achieved noted expertise in search engine optimization (SEO) and search engine marketing (SEM).

Larry Bruce is the founder, president and CEO of AIMData, an industry leading information technology marketing and CRM company based in Houston, TX. Bruce has 16-plus years retail automotive management experience in dealerships all across the U.S. and currently owns in partnership a highline used car dealership in Houston (Motortrendsonline.com).

General Session: Findings from the Recently Released Dealer eBusiness Performance Study: The New Buying Influences
Kevin Root

Kevin Root will share findings from the recently completed Dealer eBusiness Performance Study: The New Buying Influences, conducted by Cobalt, in partnership with Yahoo! and R.L. Polk & Co. This study was conducted to better understand current automotive dealership Internet lead handling and the impact of search and customer-generated media on vehicle shopping and purchase behavior:

• How are consumers utilizing the Internet, search and online consumer-generated media to shop and select a dealership?
• How do online dealership reviews and reputation, lead response and professionalism of sales staff impact consumer purchase decisions?
• How much Internet lost opportunity occurs at dealerships and what are the causes?
• What are high-performing dealerships doing to meet consumer expectations and successfully convert Internet opportunities?
• And more…

Kevin T. Root has worked in the automotive industry for 20 years and has been recognized by J.D. Power and Associates as one of the original automotive business pioneers. In February 2008, Root was appointed to vice president of Product and Marketing at the Dealix Corporation, a division of Cobalt, in charge of Dealix Corporation’s product strategy and marketing efforts that support the company’s communications with auto dealers.

Root previously served the VP of Products and Services in Cobalt’s applications group, responsible for product management and strategy. Since joining Cobalt in 1999, Root has spearheaded several industry-leading research initiatives, including the 2005 Industry and Dealership eBusiness Performance Study.

Before Cobalt, Root worked at Microsoft as a product planner for CarPoint’s Used Car Marketplace and led product strategy and launch of CarPoint’s DealerPoint lead management tool, utilizing his industry knowledge to help show dealers the benefits of selling cars online.

Root is a frequent keynote speaker on automotive eBusiness and dealer performance improvement.

General Session: Marketing Mixology
Mix the perfect media cocktail to drive sales in today's market
Adrian Madland and Melissa McCann

Cobalt and Googleoffer you practical marketing and media mix recommendations to sell more cars with a lower total marketing budget. With the worst new car sales year expected in a decade, you can't afford to spill your advertising dollars on the floor. Find out how to:

• Balance offline and online marketing strategies to accomplish your marketing and advertising goals
• Use emerging online media to make 1+1=3
• Apply practical recipes for success you can implement as soon as you hit your showroom floor

Adrian Madland, Strategic Partnerships at Google, is charged with creating and managing Google's partnership strategy within the local advertising market. Prior to his role with the Local Markets team,Madland was Google's Automotive Specialist. Working closely with dealers, dealer groups, and Google advertising professionals, he built and executed SEM strategies to bring measurable and cost-effective advertising solutions to the industry.

Madland joined Google from Ford Direct, where he was director of Strategy, responsible for the company's new product direction and partnership management. With his help, FordDirect grew from an initial dealer council concept to the industry's most admired OEM / dealer Internet joint venture.

Melissa McCann, Director of Marketing, Cobalt, and a 12-year veteran of the automotive industry, She is a marketing expert focused on helping dealers leverage new marketing methods emerging online. McCann is the current director of Marketing for Cobalt, the leader in digital marketing for the automotive industry. Over the last three years, McCann has led the launch of Cobalt’s search services and owner marketing. Prior to Cobalt, McCann spent seven years at Reynolds & Reynolds in roles that included CRM strategy, dealership process design and consulting services design.

For over a decade, McCann has worked with OEMs and major dealer groups to drive digital marketing programs, testing what works and developing an expertise in dealer and consumer behavior having conducted extensive market research on segmentation and consumer interaction.

General Session: 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.

Cathy Martinez is the founder of the e-commerce department for the Ed Morse Automotive Group (includes Internet sales and training, CRM software implementation and training, online advertising/lead purchasing, online call tracking software). She has been working in the automotive business for 15 years, and attended Northwood University for automotive marketing/management.

Anthony Monteiro is the director of Business Development for Prime Motor Group, a progressive dealer group with locations from Maine to Boston. A centralized BDC manages all the inbound phone and Internet for sales and service (for five of the locations). Monteiro was previously the director of eCommerce for ADP Dealer Services/Traver Technologies. Monteiro was also part of the executive team for Autoweb.com, which became one of the nation's largest automotive consumer portals and he was founder and president of dealertools.com, a BDC and Internet sales training and consulting company. Monteiro is looking at 2008 with very positive expectations for all of the dealerships despite all the forecasts of a stumbling economy and flat or declining sales for the auto industry. He truly believes these are the times that the savvy retailer stands above their competition and can see steady growth in all areas.

Randy Cole is the eMarketing coordinator Kuni Automotive. He was previously web manager for Columbia Sportswear, as well as working with the SOREL and Mountain Hardwear (not a misspell) brands. Managing the several hundreds of products and skus on the Columbia brands sites, influencing and testing site design, navigation and functionality, helping to develop emarketing campaigns as well as working on a global Intranet and asset management system were also major responsibilities. He joined Kuni Automotive in November 2006. Part of his job with Kuni is to find the most cost effective viable tools available. He is currently immersed in reviewing the impact and viability of using social marketing mediums and formats for his 12 dealerships. This includes video, as well as newer technologies just around the corner such as hidden content overlays and real-time content splicing which is currently being tested and developed in a few tech centers in the U.S.

Chris Shields has been the Internet Sales director for the Antonino Auto Group for four years. In this period of time, Internet sales increased from a starting level of 10 units to an average level of 150 units each month. Shields’ best month was a high of 207 units. The Antonio Group consists of 11 dealerships and 13 franchises. Shields was previously involved in retail sales management with Radio Shack after graduating from University of Connecticut. Shields has been very involved with adding SEM and SEO as a part of his strategy. In addition to this, he has been advancing his CRM tool to leverage seven years of customer history and he has been improving lead conversion and web stickiness by working with video streaming. Shields has been transferring ad dollars from traditional approaches to SEO/SEM and video streaming to drive these results.

Ray Fenster has been involved in all areas of the automotive business with a concentration on using the Internet. He currently is eCommerce 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.

General Session: 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 eCommerce director for the Asbury AutomotiveGroup (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.

Dean Russell has been in the Internet world for the past 18 months with Bleeker Auto Group. Russell has some entrepreneurial drive in that he formerly owned a motorcycle shop. Bleecker Auto Group is Russell's third dealership to develop an Internet operation. "I didn't know what I was doing the first time through so I just started to call people," Russell stated. 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." Russell believes in the concept of a mentor. Russell is also a strong believer in processes and techonology. When Russell started, the Internet was selling 12 units a month. The Internet team is now selling over 100 units each month.

Andy Warner is the Internet director of Dealer Management Services (three dealerships located in Ohio and Indiana). He previously worked as a logistics consultant for Procter and Gamble and as an analyst with business development for Children's Hospital. Warner then migrated into the automotive world with Dealer Specialties where he managed the Data Partners. He moved into the retail world one year ago as the eCommerce director for Dealer Management Services. Dealer Management Services was interested in focusing on their Internet sales. In the first 12 months, Warner has been able to move the sales needle with Internet sales from 10 units a month to 40 units a month. The first step was focused on process development and he is now focused on adding additional technology to take the stores to the next level.

Angela Venti is the Internet Sales manager and sales manager for Cherry Hill Toyota. She has been wearing two hats at Cherry Hill Toyota, located in south New Jersey. She has been employed at the dealership since 1999 and has been involved in managing the Internet Sales activities from the beginning and she also assumed a sales management role in 2007. Internet sales have increased from zero to 60 units each month which represents 20 percent of Cherry Hill Toyota's business. Venti accomplished this increase in Internet Sales by herself and did not have any additional staff while working as the Internet Sales manager. Toyota has been impressed with this growth by modeling some of the Internet practices of this dealership.

Ken Forsyth is district IT manager for Penske Automotive Group.His current responsibilities include overseeing day-to-day operations and maintenance of 17 PAG dealerships in Texas and Oklahoma. In addition to his direct IT responsibilities, Forsyth is also involved in dealership Internet Sales, web site maintenance and other dealership marketing efforts.Forsyth has over 20 years of IT experience and has worked in the automobile industry for seven years.“Finding a process that works for your dealership and continuously measuring its effectiveness is the key to growing Internet Sales,” says Forsyth.

The Unfair Advantage
Gain instant insight and move ahead of the pack with tools that give the nation’s top dealers their edge in today’s competitive market
Randy Barone

Identify the largest opportunities for profitability in your dealership in this not-to-be-missed session!  Attendees will leave with a certified checklist of items to implement to get immediate results and help align themselves with the nation’s top dealers.

Is your Web Site Search Engine Friendly?
Your personal checklist
Kendall Billman

Many dealers are often shocked when informed that their site is not search engine friendly. Most have no clue, and are unaware of what search engines even look for when they visit their dealership web site. In this session dealers will get a checklist designed to help you gauge the search engine friendliness of a web site and, if you are in the midst of planning a web site change, this checklist will help you avoid the common pitfalls of unfriendly designs and platforms.

Kendall Billman is the sales director at AutoOne Media and began his automotive education in 1991. He brings over 17 years experience in the automotive industry in sales management, domestic and Canadian sales, and e-business consulting. Before joining AutoOne, he served as an industry consultant helping several up and coming Internet companies, along with extensive onsite dealership process consulting. His extensive background includes experience working on national accounts for Who’s Calling, a $60 million worldwide industry leader in customer capture solutions. Previously, he held several positions with Third Coast Media and later was part of Reynolds & Reynolds’ purchase of that company during 2003, resulting in the formation of Reynolds Web Solutions.

Tripping Over Dollars While We Pick Up Dimes
An insightful look at overcoming the obstacles today’s franchise dealers place in their “own way” when attempting to achieve their Internet prowess
Mark Burack

This session will take an in-depth look at simplifying and understanding each dealer’s biggest obstacles that keep them from obtaining their Internet related goals. We will examine five mistakes that most dealerships make that can easily be avoided and get this, avoiding them doesn’t cost any money. Fixing these items will most likely increase your sales, simplify your automotive life and will no doubt save you money! Taking a moment to reflect inward before you project your dealership’s image outward will change the way you do business and give you the tools to grow your dealership the way “you want it grown.”

Mark Burack is the executive vice president of Sales for Liquid Motors Inc. Having worked with many of the country’s top automotive groups and a repeat presenter at Digital Dealer sponsored events, more than qualify Burack to bring his 20-plus years of dealership experience and passion for the automotive Internet business to the group in an educational, motivating and upbeat session. Burack is an experienced eBay Automobile Power Seller, an eBay Education Specialist, trained by eBay University, and a seasoned public speaker presenting at many automotive industry events nationwide.

Internet Sales Department Four Step Needs Assessment
Be your own consultant
Gilbert Chavez

An in-depth four step needs assessment to check the actual performance of your Internet sales department, your people against existing standards, or to set new standards. We’ll examine your situation and determine the current state of skills, knowledge, and abilities of your current and/or future employees.This analysis also examines organizational goals, climate, and internal and external constraints. We find your desired or necessary situation and identify the desired or necessary conditions for organizational and personal success.This analysis focuses on the necessary job tasks/standards, as well as the skills, knowledge, and abilities needed to accomplish these successfully. It is important to identify the critical tasks necessary, and not just observe current practices. This analysis distinguishes your actual needs from perceived needs or wants.

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.

How to Get the Greatest ROI from your Internet Sales Department
Get the best return for your efforts – how to make your Internet sales yield more profit than walk-in
Dennis Colome

The ultimate measure of sales success is not in sales numbers, but in profitability. The crucial business challenge is to spend less to sell more, making your dealership more profitable and competitive. This session will show you how to increase efficiency, organization, sales, and profits while branding your dealership and creating a more customer friendly image.

Dennis Colome bridges the gap between Internet department and showroom floor. As vice president of Training for izmocars, Colome has developed a training program for Internet directors and salespeople that, increases leads, conversions, sales and profits.

Touch your Customers in Six New Ways that Will Drive them Wild
Session
Allan Cooper

Now more than ever, it is critical for dealers to take advantage of new technologies that allow them to touch their current customers in ways that promise to deliver greater owner loyalty, increased service retention and unparalleled customer satisfaction. In today’s tough marketplace, building lasting relationships with current customers will not only fuel a dealership’s long-term success, but will actually help them to drastically cut costs. From this presentation, you’ll learn six innovative and cutting-edge solutions that put the power of Internet and mobile marketing to work for your dealership. Solutions highlighted will include: automated web lead follow up, live chat, location based marketing, online service scheduling, personal web sites and preference management.

Allan Cooper has over 25 years of global sales, finance and management experience, and is the architect of one of the most successful Internet sales program in the USA. Cooper had the vision to see early on the potential of e-commerce, and how this new medium would be a channel in which the retail automotive industry could become more responsive to consumers and create an enhanced dealership experience. As a result, Chrysler retailers were able to shorten their sales cycles, reduce inventory expenses, and improve overall profitability. Manufacturers, retailers, and financial institutions from around the globe continue to consult with him to implement his programs, and many are now in operation around the world. Cooper has since expanded his scope to include multi-media marketing strategies that utilize emerging technology and media concepts for an extensive network of international clientele in the retail, sports marketing, and entertainment industries. As one of the founding investors and partners in CallCommand, he has shown a tremendous ability to apply innovative communication solutions and services to the automotive industry.

Building Profits Using the Internet
Harness the power of search engines and your web site to drive more sales
Dean Evans

At this session you will learn how to:

1. Drive lower cost leads to your business by cutting advertising that doesn't work
2. Generate more sales using SEM with no monthly management fees and no contracts
3. Take advantage of a web site designed specifically for conversion
4. Ask vendors the right questions when shopping for Internet marketing
5. Decipher your return on Investment using advanced reporting tools
6. Make the most informed decisions with your advertising budget
7. Educate your customers using the latest vehicle research tools
8. Manage your online marketing process with 1-login
9. Email your customer base quickly and professionally
10. Make Lead Management an efficient, profit-yielding process

Website Statistics: Let the Numbers Do the Work
Like nothing else, Internet usage produces statistics that are invaluable to a dealer’s overall business and ROI
Jason Ezell

On your website, every click produces statistics. These stats are invaluable; they allow you to uncover all the information that has, for years, been purely speculation. From stocking the right vehicles to observing overall shopper trends, the stats tell us exactly what consumers are looking for. It’s imperative that you use them to your advantage.

Jason Ezell is one of Dealerskins’ original founders. Since the company’s acquisition by Trader Publishing in 2005, Ezell has served as national sales director and director of Industry Relations. He is currently a private consultant to the company and dealers nationwide. Prior to Dealerskins, he worked in dealerships for almost 10 years as a sales manager, finance manager and GSM for a Toyota dealership and then a high-end luxury dealership. From there, he joined Autotrader.com at its inception as a regional account manager and sales trainer. Ezell speaks to NADA Dealer 20 groups nationwide on website strategy.

The Need for Speed
Why customers walk away from virtual dealerships every day
Neal Fondren

Many customers click on banners and links but never get to a site. Gain insights into web user behavior and learn how to increase web audience by doing the right things and stopping practices that are driving customers away.

Neal F. Fondren is the director of New Media for the Intermark Group. Following a 16-year career in cable television, Fondren has pioneered media via the Internet for more than 12 years, working with brands such as HGTV, The TV Food Network, Peanuts, and Dilberts. More recently, Fondren served as the president of Interactive Media for Media General. He led Blockdot, an advergaming agency, and has served on the boards of directors for both public and private interactive entertainment companies.

The Four Immutable Laws of Database Marketing
Robert W. Gaudreau

In 2008, digital marketing will generate substantial amounts of data and a new level of accountability has been created. However, it is important that dealers understand how to best obtain this information and subsequently (and more importantly) leverage it in today’s environment.  

In this presentation, Bobby Gaudreau, director of Sales Automotive Services Group, will summarize the evolution of database marketing and detail the current climate as well as outline the four immutable laws of database marketing. Also included will be specific examples and best practices in database marketing.
 
Robert W. Gaudreau is national sales director at IMN. He has over 10 years of sales, marketing and management experience, namely in the automotive arena.  In his current role at IMN, he is responsible for all field sales operations for IMN’s Automotive Services Group.

Prior to IMN, he worked at Autobase, Inc. in a number of key positions.  Namely, as a district sales manager, he helped to grow the New England region into one of the top regions in the company and earned the status of the company’s top salesperson.  Later he was selected to pioneer and ultimately manage, Autobase’s National Account Management Program, where his team was responsible for all renewal and vertical business.

Internet Department Management
Offline management for online success
Rafi Hamid

Will focus on single and multiple rooftop ROI management. Offline Internet department / BDC activities management to measure and manage true ROI of the department.

Rafi Hamid is a true automotive professional committed to improve the automotive industry through best practices of automotive online business. During the past six years he has been improving the Napleton Automotive Group of Dealerships, which consist of 30 roof tops with 57 franchises across Illinois, Indiana, Missouri and Florida. Hamid is directing one of the top Internet groups in the country and has achieved 18 record months in last 24 months. His group is projected to sell over 15,000 units directly from the Internet in 2008. Formerly, Hamid was an Internet group director for Bob Rohrman Auto Group. Revolutionary ideas that produce amazing results.

Your Online Dealership Reputation, Who Cares?
How dealerships manage their online reputation
John H. Isaac

Reduce lead cost and increase trust. Learn how Web 2.0 social media tools help increase traffic and build early relationships with consumers. Gain detailed insight into user generated ratings and reviews, online video, chat and more…

John H. Isaac is the founder and CEO of Clear Intelligence Media, Inc. Isaac sets the strategic direction of the company and is in charge of all partnerships, marketing and web development operations. His expansive sales experience includes special finance, Internet sales and customer relations.

Attract More Internet Shoppers and Turn Them into On-the-Lot Buyers
An overview of Internet marketing techniques used by top digital dealers
Timmy James

The primary objective of this session is to teach dealers how to increase web site traffic and turn Internet shoppers into on-the-lot buyers. Successful Internet marketing initiatives will be highlighted including: SEO / SEM, Internet banner ads, Web 2.0 marketing, online branding, and much more. Dealers will also learn how to duplicate their traditional marketing principles and apply those same effective call-to-action techniques to their Internet marketing, in an effort to drive more Internet shoppers to their lot.

Timmy D. James is director of Sales & Marketing for HomeNet, Inc., a leading automotive Internet Marketing provider. He specializes in helping automotive dealerships across the nation increase their sales by streamlining their online marketing process and creating emotional online advertisements for every vehicle on their lot. An expert on the topic of online vehicle marketing, James will help your dealership maximize your current online marketing strategies without significant change or effort. He has also directed the sales efforts for Stronghold Technologies, Inc., an automotive CRM provider, and Dealer Impact Systems, a leading automotive web site provider.

The One Man Internet Department
Tim Jennings

Discuss how to have stealth Internet customers ask for the Internet department. Learn the importance of your “key3” relationships. Take a small budget and be competitive in a big market. Focus on your competitor and what he is doing, and do it better!

Some topics discussed are going to be:

• Your relationship with your owner / manager
• Your relationship with your computer
• Your relationship with your customer
• Brand yourself
• Is your customer down the street or down state?
• Who, what, where, why, how to spend your money
• Sew it up! Make sure you are in control of the ups

Tim Jennings has 16 years of automotive experience. The last 13 have been at Tom Sparks Buick of DeKalb. Jennings welcomed the taking on the tasks of the Internet department in 1999. He built into one of the best returns on investment at his store. Currently Internet sales account for 29 percent of the store’s overall sales. He averages 25 a month with 41 percent exclusively from Internet sales.

Evolution of the Online Car Shopper
How consumer shopping behaviors have changed and how to position your dealership in order to entice the in-market car shopper
Damon Johnson

The car shopper has significantly evolved. As the most trusted vehicle pricing, values and information resource by both consumers and the auto industry since 1926, Kelley Blue Book understands the car shopper, their shopping behaviors and how to effectively market and sell to the consumer. Listen to extensive feedback from these in-market car shoppers on where and how they shop, and what motivates them to move confidently toward a particular dealer. This information will help you captivate the consumer early on in the research process, ultimately matching them to their vehicle of choice.

A Dealer’s Guide to Immediate Online Success
Cut through the clutter and focus on the things that matter most
David Kain

In order to build a successful Internet operation you have to know what matters most and spend your money wisely. This session will teach you what you need to focus on right now to achieve immediate online success – marketing, lead handling and metrics. You will walk away with actionable ideas that you can put to work right away.

David Kain is the owner of Kain Automotive, Inc., an automotive sales training company specializing in helping dealers develop world class Internet sales and automotive business development centers. He is the co-founder and chief operating officer of FordDirect.com. He has 18 years automotive retail experience; is a partner in two stores: Jack Kain Ford and Kain Family Ford Lincoln Mercury, and is the dealer principal and president of Kain Auto Group. He has served on the 2000 Ford National Dealer Council and has a BBA in Marketing and Management from Eastern Kentucky University.

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.

Using Digital Marketing Tools to Buy Internet, Radio, Newspaper and TV Advertising More Cost Effectively than Ever Before
Ralph Paglia

Learn how to buy $125 prime drive time radio spots for less than $10 each! Enterprising dealers in all areas of the country are discovering that multiple web-based services allow them to bid and buy conventional radio, TV and newspaper advertising in their local market at a fraction of the cost when purchased through conventional methods. Discover how you can regain or expand your competitive advantage by learning how to use the web to buy both online advertising and conventional media at far lower costs than ever before available to car dealers.

Ralph Paglia joined the ADP Dealer Services Division, headquartered in Hoffman Estates, IL as their director of Digital Marketing responsible for OEM and National Accounts in March 2007. He is focused on developing ADP’s Digital Marketing growth opportunities with car companies and enterprise level dealer organizations. Prior to joining ADP, Ralph served as OEM Partnership Executive for the Reynolds and Reynolds Company of Dayton, OH. He left Reynolds to accept a full-time position at Courtesy Chevrolet in Phoenix, AZ as their CRM / eBusiness Director in August, 2005. Paglia implemented marketing channels and sales processes at Courtesy Chevrolet that both GM and leading dealers have come to recognize as best practices within automotive digital marketing. While Paglia was at the helm of the eBusiness department, Courtesy’s total retail sales went over 11,000 vehicles in 2006. Over 4,000 of the 11,000+ total sales originated from Courtesy’s BDC and Internet sales teams. Paglia’s responsibilities at Courtesy Chevrolet included leadership of over 50 people who handled inbound and outbound communications with previous, current and prospective customers. Using the Phoenix market as his laboratory, he developed digital marketing practices that were successful and had never been previously deployed by a single-point dealer.

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.

Maximizing your Media Spend: Five Strategies that Top-Performing Dealers Use
Ken Pfau

Join us for an overview and detailed discussion on how the top performing dealers are blending their marketing dollars to ensure they are reaching the right customers, positioned for high conversion rates and feeding the leads funnel with enough prospects to hit sales targets. Is your store utilizing the five strategies needed for success?

Ken Pfau is a Certified Performance Learning Professional (CPLP), with over 20 years experience in the automotive industry. In 1995, he joined Cobalt. He managed and trained Cobalt’s first sales force, growing it from a one-person operation to a 40-person team of field-based sales professionals in just four years. In 1999, Pfau moved out of sales to a training role, creating sales force automation tools and training programs for Cobalt’s sales staff and dealer clients. Currently, he is the director of Training & Consulting and manages a staff of 50 people that consult, train and coach dealers across the country.

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.

Web Site Best Practices and Achieving Measurable Results
How to measure, analyze and explode dealership web site leads and conversions!
Kevin Rose and Michael Campolattano

A quick search of the Internet shows that a large majority of dealers still are not following web site best practices. This includes the best ways to display images and vehicle content, how search is built into your site, and the many powerful lead generators that are available.  Our workshop will discuss the latest knowledge on industry best practices and how to measure, analyze and greatly improve the results of your online campaigns. Also covers eBay and why it can work for any dealer. 

Kevin Rose, President of CarTHINK, LLC, has over 15 years of information technology development and consulting experience.  Rose’s education focused on computer science and programming, which lead to a number of positions in which he created unique and imaginative software. Eventually he was recruited to become the head of the Internet sales department of a major dealership in south Florida, where, on one hand, he exponentially increased the number of units sold, but also quickly came to realize the limitations of the tools available for driving and maximizing Internet sales. Deciding to venture forward, he formed his own company and began creating what has become one of the industry’s most successful automotive Internet sales programs.

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.

First Impressions Happen Way Before a Prospect Comes Onto your Lot
What are you doing to properly merchandise your storefront and listings to show buyers you are the best?
Clayton Stanfield

• Are you making a great first impression in your virtual showroom?
• Are you merchandising your vehicles and online storefronts?
• Getting the lead is only half the work. The importance of consistent and persistent follow-up cannot be understated. 
• We will look at overcoming objections through e-mail and over the phone. Internet buyers are savvy and have a ton on information, but that doesn’t mean you need to give them your lowest price in your first e-mail. 

Clayton Stanfield is the senior manager of Dealer Training for eBay Motors. His responsibilities include oversight of the eBay Motors Dealer Training Program, which includes eBay Motors University, dealer visits and the new Internet sales manager certification program. Before working at eBay motors, Stanfield spent five years working as a consultant helping dealerships build and maintain Internet and business development departments. 
His experience with the sales and purchase process, as well as in-depth knowledge of most CRM/ILM tools and applications, makes him a great source of information for those looking to improve their lead management and overall sales numbers.

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.

So, You Want to Buy a New Car Online?
Meeting the needs of your “multichannel” shopper
David Wassmann

With more than 80 percent of Americans researching products on the Internet before making a purchase, finding innovative ways to effectively reach these “multichannel” shoppers is critical.  This hands-on interactive workshop will explore the advancements in online shopping tools across categories and highlight core interactive strategies to effectively supplement your dealership marketing mix. In addition, you will learn how to broaden your reach by promoting your dealership inventory on the web as a means to capture a greater share of online shopping activity. 

David Wassmann, president and CEO of NeoSynergy, has over 20 years of experience in a variety of leadership positions in automotive software, advertising, marketing and product development.

Most recently he was founder and CEO of MotorAlley, LLC, a new-car shopping site and new-car lead-trading technology company. He was chief marketing officer of StoneAge, Inc. (dba www.car.com) until 2004, when the company was acquired by Autobytel, Inc. Wassmann is a graduate of Yale University with a B.A. in Political Science.

Technology-Assisted Relationship Sales
Putting people back into the equation
Jim Ziegler

Jim Ziegler talks about real-world selling techniques to create relationship selling through Internet and database marketing. E-leads do not have to be sterile and impersonal. Ziegler will show you how to stand out, break down barriers, and bond with the customer…increasing sales and closing ratio. A session you don’t want to miss.

James A. Ziegler, CSP, HSG, in 31 years in the business, Jim has researched, studied and trained in the retail automobile industry as surely as if he were studying for a Masters’ degree in any other profession. He is the ultimate student of the business; no one has hands-on experience in the retail automobile business rivaling his accomplishments and experience. Traveling more than 200 days a year, Jim has worked in more than 1,000 showrooms in no less than 200 cities in 49 states. A featured columnist with Dealer magazine since the beginning, he is arguably the most read and quoted authority in the business.

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!

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.

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 Greg Lubrani, 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.

Greg Lubrani is director of sales for ATC-Onlane, North America’s largest online auction company for automotive dealers to purchase and sell used vehicles. He is a 22-year automotive industry veteran with a consistent record of producing exceptional results in developing and revamping sales organizations to exceed goals for revenue and profits. Lubrani developed The Wholesale Institute – a traveling workshop that teaches dealers how to use online resources to achieve profit goals for Manheim’s OVE.com. 

Previously, Lubrani worked for Credit Acceptance Corporation as its national director of vehicle marketing. There he used his knowledge of online wholesaling to assist the company’s dealer partners in purchasing inventory over the Internet.

Inventory Management – Your Dealer Gets It or Gets Out!
Why inventory management is important and what you can do about it
John Moore

Inventory management is a key factor in dealerships facing crisis. Competing in today’s tough market condition requires inventory management to survive.  From your relationship with the dealer, general manager or used car manager to pricing vehicles, the keys to success will be presented.  

John Moore is an auto business consultant, dealer and entrepreneur. He founded AutoBusinessConsultants.com, specializing in dealership crisis management, operations restructuring, and dealership financing. Clients include large institutional banks as well as small single point dealerships. 

He is a fourth-generation auto retailer and partner in 14 franchises. Founder of CarJockey.com, an online wholesale vehicle exchange consisting of 250 member dealers.

Secret Strategies for Pre-owned Vehicle ‘Superstore’ Success
Know how to drive traffic through the Internet and still achieve great profit
Dale Pollak

Today dealers are commonly asking two important questions: What happened to all the foot traffic in my used car department? And, how can I make any money if I have to price all my vehicles competitively on the Internet?

Dale Pollak is a highly sought-after authority on maximizing dealership profits from pre-owned vehicle operations, providing insight into the everyday challenges faced by today’s principals and managers. Recognized as a speaker who educates, challenges, and motivates his audience, he has presented innovative management disciplines at major automotive industry events and has worked extensively with dealer 20 groups, dealer associations, and large dealer enterprises across the country. In addition, he regularly contributes to auto industry publications like Digital Dealer, and has just released a book on best practices in successful used vehicle operations entitled “Velocity: From the Front Line to the Bottom Line.”

Winning in Today’s Internet-Driven Pre-Owned Market
Increase your traffic from the Internet and improve profits with ‘360 Pricing’ and best practices in online merchandising and marketing
Pat Ryan

Learn the most effective and impactful tactics from the front line of pre-owned Internet marketing and merchandizing. Based on First Look’s work with nearly 1,500 franchises in 46 states - including many of the leading national groups, such as Hendrick Automotive, Penske Automotive and Lithia Motors—also featuring 360o Pricing, one of the most talked about innovations at the NADA 2008 Convention.

Pat Ryan Jr. is the co-founder and CEO of First Look by INCISENT Technologies, a Chicago technology firm creating inventory management, pricing and Internet marketing tools.Prior to founding First Look, Ryan was CEO of Ryan Enterprises Group, a family-owned private equity group. Early in his career, Ryan was a decorated gang narcotics officer in Chicago. He founded Chicago’s Inner City Teaching Corps, and the Alain Locke Charter Academy. He holds a B.A. from Georgetown, a Kellogg MBA and a Juris Doctor cum laude from the Northwestern University School of Law. Ryan lives in Chicago with his wife and three children.

Is Your Pre-Owned Department Crawling or Running?
Measuring and improving your dealership’s DMS support for more effective Pre-Owned operations and superior pre-owned department profitability
Jim Skeans

This session will cover maximizing DMS utilization, the essential bridge between the “bricks and clicks.” This pre-owned-specific workshop will cover ways to measure and score your dealership’s DMS utilization and its support to not only your dealership’s Internet sales and marketing efforts, but a look at ways to maximize computer utilization and put your “bricks and clicks” in perfect harmony.

Jim Skeans is the president of Jim Skeans Consulting Group LLC and has been in the automobile business for more than 35 years. His background includes senior consultant for an international automotive consulting group, as well as management and staff positions with multi-line single point dealerships in various U.S. markets. He has served as CFO for a multi-state dealership group, as well as director and staff positions with national and publicly held dealership groups. Skeans’ background also includes choosing computer systems, best price negotiations assistance and implementing these systems. The group specializes in the financial management, computer utilization, and overall focus on the business management of the dealership with the objective to improve cash flow and increase the bottom line profit.

Five Power Marketing Techniques for Pre-owned Cars
Maximize your pre-owned exposure online
Todd Smith

This session is built from my hand-on lessons learned over the last year marketing pre-owned vehicles online. The right inventory mix does matter but getting them seen is a critical component to making your pre-owned sales soar. Grow your sales the day you leave this session by applying the tricks and tactic Smith used to double my pre-owned sales.

Todd Smith is CEO of Lear, LLC, a company focused on implementing business process and technology solutions for dealerships 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 dealership nationwide.

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.

Leasing and the Internet
Learn how an integrated online pre-owned leasing strategy can enhance advertising and lead to more sales
Jerry Thompson

Explore ways to enhance your leasing presence on the web. Learn why used car leasing through the Internet is growing rapidly as dealers look for incremental sales. Find out how you can develop an integrated leasing strategy to enhance advertising, create leads, and incr