drivingsales presidents club event program - 2013

Waldorf-Astoria New York CityApril 21-22, 2013

Get whythey buy.

Download our new eBook, “Defining Your Dealership Why”at www.cobalt.com/definethewhy

© ADP Dealer Services, Inc. All rights reserved

Cobalt is a proud sponsor of Driving Sales.

800.909.8244 | www.cobalt.com

#WhatReallySellsCars

For a short while, dealers have been coming to me and asking for a small, intimate event specially created for dealer principals and general managers only, where dealers can spend a day focusing on the most prominent aspects of running a dealership: you brand, your capital, and your people.

Your Brand: We’re proud to be hosting world-renowned marketing expert and best-selling author, Seth Godin, to shed some insights on positioning your dealership’s brand.

Your Capital: We have Chief Economists joining us, as well as someone here to discuss dealership buy/sell agreements, so we can talk about the value of your franchise, where you should be investing, flooring lines, and things like this.

Your People: We’re also dedicating part of the agenda on how to lead, mentor, and coach our teams to get the most out of them.

And so, I’d like to personally welcome all of you to the inaugural DrivingSales Presidents Club. We intentionally kept this gathering small so you have the opportunity to shake hands and generate conversations with some of the strongest dealer operators in the country.

Enjoy the next day and a half of an action-packed agenda created specifically for dealer operators. As always, please let us know if there is anything DrivingSales can do to make your experience better.

Jared Hamilton - Founder, DrivingSales, LLC

Dear Presidents Club Attendees,Get whythey buy.

Download our new eBook, “Defining Your Dealership Why”at www.cobalt.com/definethewhy

© ADP Dealer Services, Inc. All rights reserved

Cobalt is a proud sponsor of Driving Sales.

800.909.8244 | www.cobalt.com

#WhatReallySellsCars Letter from Jared

DrivingSales President’s Club • 3

Thanks to our Sponsors!

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About Presidents Club

Waldorf Astoria

Agenda

Most Valuable Insights Competition

Keynote Speakers

• Special Keynote: Seth Godin p.12

• Linda Bartman p.14

• David Ibarra p.16

• Erin Kerrigan p.18

• Duncan McCall p.20

• Jonathan Ord p.22

• Shaun Raines p.24

• Raj Sundaram p.26

• Tom Webb p.27

Receptions

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The DrivingSales Presidents Club is a

private annual gathering of powerful

presidents, dealer principals and general

managers. This elite meeting is dedicated

to studying the trends and managing the

best practices surrounding the three most

important assets for running a dealership:

Your Capital, Your People and Your Brand.

About Presidents Club


25 reasons whymore dealers chooseContact At Once! chatCompanies spend thousands attracting visitors to their websites, yet on average, 97% of them leave without even saying hello. Put Contact At Once! chat on your website, and you could connect with more prospects—many dealers say 25% MORE. Now, that’s a number to smile about.

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President’s Club

As one of the first ‘grand hotels’ to combine

elegance with luxurious amenities and

services, The Waldorf Astoria New York

has been renowned worldwide for over a

century. An official New York City landmark

since 1993, the Art Deco property occupies

an entire city block of prime, mid-town

Manhattan real estate. Recent renovations

have renewed the splendor that has long

made The Waldorf Astoria New York an

international icon.

Waldorf Astoria


AgendaSunday, April 21st

TIME EVENT ROOM

10:00a – 5:00p Registration Foyer

4:00a – 4:05p Opening Remarks – Charlie Vogelheim Vanderbilt

4:05p – 4:15p Welcome Remarks – Jared Hamilton Vanderbilt

4:15p – 4:45p Keynote – Jonathan Ord Vanderbilt

People Efficiency, Process Execution, and Common CRM Breakdowns

4:45p – 5:15p Keynote – Duncan McCall Vanderbilt

Mobilize! Find Your Mobile Marketing Advantage

5:30p – 7:00p Opening Reception Empire

Monday, April 22nd

TIME EVENT ROOM

8:00a – 3:00p Registration Foyer

8:00a – 9:00a Breakfast Empire

9:00a – 9:15a Opening Remarks – Charlie Vogelheim Vanderbilt

9:15a – 9:45a Keynote – Raj Sundaram Vanderbilt

Building Your Brand in the Digital Retailing Age

9:45a – 10:30a Keynote – Tom Webb Vanderbilt

Economic Trends to Steer Your Investing


TIME EVENT ROOM

10:30a – 10:45a Morning Break Empire

10:45a – 12:30p The 4 Most Valuable Insights of 2013 Vanderbilt

“Your Marketing Team Is Using the Wrong Metric to Manage your Advertising”

“Mobile: your key to winning shoppers when they’re ready to buy”

“Do You Know Today’s Customer? Exploration of New Findings”

“Capitalizing on Changes in Online Shopping Behaviors”

12:30p – 1:30p Lunch Empire

1:30p – 2:15p Keynote – David Ibarra Vanderbilt

Managing Activities that Get Results

2:15p – 2:45p Keynote – Linda Bartman Vanderbilt

Your Online Brand and Reputation Matters

2:45p – 3:30p Keynote – Erin Kerrigan Vanderbilt

Trends in Dealership Valuations and the Buy/Sell Market

3:30p – 4:00p Afternoon Break Empire

4:00p – 4:15p Award Ceremony Vanderbilt

4:15p – 5:00p Keynote – Shaun Raines Vanderbilt

Turn Metrics and Knowledge into Profits

5:00p – 5:45p Keynote – Seth Godin Vanderbilt

Be Remarkable

6:00p – 7:30p Special Reception and Book-Signing Empire


Most Valuable Insights Competition

Insight FinalistsThe response to this contest has been remarkable and we have been thrilled at the many fantastic insights submitted. We are pleased to announce the four Most Valuable Insight Finalists that were selected by a dealer board and will be sharing a presentation at the 2013 DrivingSales Presidents Club.

Capitalizing on Changes in Online Shopping Behaviorspresented by Scott Pechstein, National Sales Director at Autobytel Inc.

Do You Know Today’s Customer? New Findings Show Difference between Prices of Vehicles Shopped vs. Actual Prices Paidpresented by Scott Hernalsteen, Senior Director of Enterprise Analytics at AutoTrader.com.

Mobile: Your Key to Winning Shoppers when they’re Ready to Buypresented by Jack Simmons, Dealer Training Manager at Cars.com.

Your Marketing Team Is Using the Wrong Metric to Manage your Advertisingpresented by Chris Reed, Chief Marketing Officer at Cobalt.


The Most Valuable Insight Competition is designed to uncover the most

valuable insight in the automotive industry. The Competition was created in

the spirit of progress and industry thought leadership.

Taking the conversations to the highest level, auto industry professionals are

invited to share their thoughts and insights to the highest-level dealership

executives to foster inspiration, progression, and celebration of a better

automotive retail industry.

The Most Valuable Insight Competition encourages automotive professionals

to illuminate something in the automotive industry that will impact dealership

executives at the top.

All automotive professionals are encouraged to apply, but only a few will have

the opportunity to compete for the title of Most Valuable Insight by presenting

their thought leadership presentations to a panel of judges and the attendees

of the DrivingSales Presidents Club.

Be RemarkableAs one of the premier change agents operating in the nexus of technology and business, Seth Godin’s insights into leading (and leading change), as well as his unparalleled marketing wisdom and business expertise, will undoubtedly inspire the kind of remarkable thinking that can transform business ideas and practices.

AboutBusiness Week’s “Ultimate Entrepreneur for the Information Age,” Seth Godin is a best-selling author, entrepreneur and agent of change. Named one of the top 21 speakers for the 21st century by Successful Meetings magazine, Godin draws on his best-selling books – all 13 of them – to explore how ideas spread, why the stories companies tell matter, why treating customers with respect pays off, and how these and other business decisions determine whether your business becomes invisible or remarkable.

Seth GodinAuthor, Entrepreneur


The RiTz CaRlTon, laguna niguel, Ca For our 4th annual user summit, sept. 12-14, 2013

Exclusive DealerSocket Room Rate: $199/NightSign up by August 1st to receive our Early Bird Pricing: $449

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WHY ATTEND?Best practices | NetworkiNg | iNspiratioN | HaNds-oN learNiNg

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You may think that merchandising your new car inventory online isn’t necessary. The truth is that our shoppers want to know exactly what cars are on your lot. They get excited when they see actual cars, not generic photos. In fact, new car listings with CUSTOM PHOTOS GET 152% MOrE VIEWS than those with just stock photos. Find out why merchandising your new cars is so important at WeWorkForYou.com/david.

DO YOU KNOW TODAY’S CUSTOMEr?


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Branding in the Digital AgeThanks to advancements in mobile technology and easy access to more car shopping information than ever, consumer behavior has changed in a big way. As a result, it’s increasingly difficult to stay on a shopper’s radar throughout the purchase process. In her session, Linda Bartman relays what Cars.com has learned about the power of brand by sharing insights that can help general managers – who often also serve in the role of “CMO” at their stores – define a value proposition, maintain an integrated, continuous presence on the media that shoppers visit and avoid the brand degradation that can result in lost sales.

AboutAs Chief Marketing Officer, Linda leads marketing for all Cars.com channels – dealer, manufacturer, major accounts and consumer. Ultimately, she is responsible for developing and executing marketing strategy to drive online advertising sales to automotive manufacturers and local dealers. Bringing a new focus to integration, insights and digital media, Linda’s leadership has yielded an eight point jump in Cars.com’s brand awareness, as well as the launch of a fully-integrated, 360-degree marketing campaign, “ALL DRIVE. No drama.,” that produced a considerable rise in traffic and audience acquisition. Driving the company’s industry-leader status, Linda’s team conducts extensive research on digital and automotive trends, from shopper behavior to social outreach.

Linda BartmanChief Marketing Officer, Cars.com


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Managing Activities that Get ResultsInvigorate and exhilarate your dealership’s image, talent, and overall performance by executing the Cycle of Success! Get essential ingredients with the Cycle of Success to help you cultivate and refine a culture within your dealership that embodies self-management, proactivity, and teamwork. The Cycle of Success emphasizes action execution, allowing you to get things done on time, every time. Currently, 87% of today’s workforce lacks the self-discipline to consistently execute the brand, priorities, and processes of their workplaces.

AboutDavid Ibarra is a leadership consultant and entrepreneur. He is the founder of eLeaderTech, the Ibarra-Brito Group, and David Ibarra Enterprises. David received a U.S. Patent for his performance management software “Executing the Standards®” in September of 2000.

David’s background spans highly successful careers in the hospitality and automotive industries. He was the General Manager of a large metropolitan automobile dealership for nearly 10 years and has held many other leadership positions within the retail automotive industry. David served as Director of Training for the Western United States and District Manager of Operations for the Marriott Corporation prior to entering the automotive industry. David also owned and operated several successful restaurants in the Western United States.

David IbarraPresident & CEO


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Trends in Dealership Valuations and the Buy/Sell MarketThe dealership buy/sell market is very active today. Erin will examine some of the key drivers of this activity including the credit markets, dealership profitability, supply and demand, blue sky values and the expected growth in new car sales. It will also discuss buyer’s return on investment expectations and how those expectations determine what they are willing to pay for a dealership and its real estate. The workshop will also review the dealership valuation cycle – why dealerships rise and fall in value and what could prompt the next decline.

AboutMs. Kerrigan joined Presidio in 2011 as a Managing Director of the Automotive Investment Banking Group. At Presidio, Ms. Kerrigan is responsible for representing buyers and sellers of high value dealerships and dealership groups. Prior to Presidio, she was a Senior Vice President at AutoStar, a subsidiary of iStar Financial (NYSE: SFI). At AutoStar, Ms. Kerrigan led transaction origination and oversaw a $160 million dealership loan and lease portfolio.

Ms. Kerrigan is a recognized industry speaker and writer on the topic of finance and credit. She has spoken at numerous national and international industry conferences, including the National Automobile Dealers Association (NADA), where she was ranked the number one speaker in 2012.

Erin KerriganManaging Director, The Presidio Group


Meet Skyler.Your Personal Performance Coach.

www.DrivingSalesUniversity.com

Sometimes you need an extra push to get the results you’re looking for.

That’s why DrivingSales University training comes with a personal performance coach like Skyler, who will help develop your personalized training plan and is right there with you to get started, answer questions, and ensure you’re reaching your goals.

Training + Live, Dedicated Performance Coaching = Real Results

• Over 270 Courses • Downloads, Templates & Tools • Live Result Review with Management + Reporting • Personalized Performance Plans & Coaching


Mobilize! Find Your Mobile Marketing AdvantageHow are auto dealerships and brands using the latest in location technology to gain an edge? Learn about advanced mobile capabilities and shift into high gear as you find new ways to achieve a competitive advantage unseen in the mobile world. Hear case studies on how leading brands are leveraging data and technology to increase actual on-lot traffic.

AboutDuncan has a passion and background in the “location” space spanning many years. From time spent in RFID and universal positioning startups, to founding and leading a venture-backed consumer Internet business with the goal of enabling and empowering users of location-aware devices. Much of this experience has led to the vision behind PlaceIQ. Duncan’s experience in early stage businesses goes beyond this market, having led the operational and system build of a successful retail organization, growing it to a multi-location, multi-state enterprise. He also built and led IS Solutions INC, a premier Silicon Valley based System Integrator. Outside of the startup environment, Duncan has also made an impact for one of the world’s largest organizations in working for ExxonMobil, in the UK and Asia.

Duncan McCallCEO & Co-Founder


People Efficiency, Process Execution, and Common CRM BreakdownsCRM — What is it good for? What does it mean? What are you missing? Are you involved? Should you be? It is about the experience! The experience of your employees, your customers, you and the resulting effect these “experiences” have on your bottom line.

AboutAs CEO, Jonathan Ord sets vision and drives overall strategy for DealerSocket. Jonathan co-founded DealerSocket in 2001 to create a revolutionary model for industry niche CRM applications. Both DealerSocket and Jonathan have received many accolades including being named Best Overall Company globally in the 2008 Stevie International Business Awards, Best Management Team in the 2009 American Business Awards, one of the Red Herring North American 100 in 2009. Additionally, Jonathan has been honored as one of the most successful young Entrepreneurs and Executives in Southern California, being honored with the 2010 Excellence in Entrepreneurship Award from the Orange County Business Journal.

Jonathan OrdCEO, DealerSocket


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October 13 - 15, 2013Bellagio, Las Vegas

www.DrivingSalesExecutiveSummit.com

Try to Stay CalmWe know you’ve been waiting for this.

1. Open bag2. Breath deeply into bag3. Mark your calendar

Turn Metrics and Knowledge into ProfitsThere’s so much data out there to be had, but the real advantage is what you do with it. Learn the best practices for analyzing vital marketing and sales metrics. Areas to be covered include: website development, online-vehicle merchandising, third-party inventory sites and lead services, OEM leads, SEM, and operational structure.

AboutRaines is the Executive Director of the DrivingSales University. He is a 20-year automotive industry veteran who has dedicated the last 13 years to helping dealers effectively use the Internet to attract, acquire and retain customers. Previously, Raines spent almost eight years with Reynolds & Reynolds, working with teams that launched and supported ground-breaking products, such as CarPoint.com (Microsoft), CarsDirect’s Connect and Yahoo! Autos. Shortly after Reynolds & Reynolds bought their first web site company, Automark, Raines was promoted to Senior Manager, Trainer and Retention/Renewal Specialist. He later served as Business Development Manager for Reynolds Web Solutions. Shaun eventually left Reynolds to start his own automotive Internet business, Dealer Advisor LLC, and in June of 2009, joined ReachLocal as their Director of Automotive. A sought after speaker on digital media and process, he has presented at Digital Dealer Conferences, OEM dealer events, the DrivingSales Executive Summit and multiple industry conferences.

Shaun RainesDirector of Business Development,

DrivingSales


October 13 - 15, 2013Bellagio, Las Vegas

www.DrivingSalesExecutiveSummit.com

Try to Stay CalmWe know you’ve been waiting for this.

1. Open bag2. Breath deeply into bag3. Mark your calendar

Building Your Brand in the Digital Retailing AgeTechnology will enable important innovations in automotive retailing over the next three to five years, but for the next great transformation in automotive retailing to occur; digital capabilities must be accompanied by a deep cultural change that is already taking place at leading dealers and groups. A dealer’s brand will ultimately be driven by how they do business, both online and in the showroom.

AboutRaj Sundaram is President of Dealertrack’s Dealer Solutions Group. In this role, he is responsible for product development, sales, and marketing of the company’s end-to-end portfolio of integrated solutions for automobile retailers. He joined the company in 2005, arriving with the acquisition of Automotive Lease Guide (ALG), where he served as that company’s President. Earlier in his career, Sundaram held key positions with Nissan North America and Ford Motor Company.

Sundaram holds an MBA in Finance from Lehigh University, and has a Bachelor’s and a Master’s degree in Accounting.

Raj SundaramPresident, Dealer Solutions Group


Economic Trends to Steer Your InvestingTom helps us look at how future economic forces will shape labor market and conditions – the two main drivers of new and used vehicle retail sales. There will also be a discussion of how the coming increasing in wholesale supplies will impact used vehicle prices and alter operating strategies.

AboutTom Webb brings nearly 40 years of automotive experience to his role as Chief Economist for Manheim Consulting. Webb provides analysis of used car market activity based on data from Manheim’s auctions and associated businesses. A summary of his findings is published annually in Manheim’s Used Car Market Report.

Prior to joining Manheim, Webb spent 26 years with the National Automobile Dealers Association (NADA) where he served as a spokesman and analyst for the nation’s franchised new car dealers and specialized in dealership financial analysis.

Webb graduated with honors from the University of Wyoming where he majored in economics. He did his graduate work in economics at Georgetown University.

Tom WebbChief Economist for Manheim Consulting


Receptions

Opening ReceptionSunday, April 215:30p - 7:00p in the Empire Room

Special Reception & Book SigningMonday, April 226:00p - 7:30p in the Empire Room

Seth Godin will be signing his book, “The Icarus Deception” during the Special Reception. His book is available free to all Dealers thanks to


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(877) 852-7576Get Started! Contact a Dealix rep today:

YOU WANT TO SELLMORE CARS. WE WANT TO HELP.

The Dealix New Car Online Advertising Program can help you not only sell more, but sell smarter, with the most comprehensive customization of sales territories available today.

INTRODUCING PRECISIONTARGETING™ CAMPAIGNS!

Taking targeting even further, PrecisionTargeting Campaigns allows your dealership to create unlimited customized territories (via zip code or MSA) at the model level. This new feature also provides you with the ability to allocate specific spend and timelines to align with offline marketing campaigns.

Working with our solution reps, YOU design territories that target the right vehicle to the right buyer that is already in-market, at the model level.

WHAT THIS MEANS TO YOUR DEALERSHIP:

LOOKING TO MOVE OVERSTOCKED VEHICLES? WANT TO REACH ALLOCATION FASTER? WANT TO TARGET ONLY THOSE IN-MARKET, BY MODEL? WE CAN HELP!

Protect your PMAReach allocation fasterMove overstocked vehicles

Increase close ratesGain market shareAlign online and offline marketing

Proud Recipient for the 2012 #1 spot for both new and used car advertising.

DrivingSales started out as a class project by founder Jared Hamilton, while a

student at NADA’s Dealer Candidate Academy. As a third generation dealer, Jared

grew up in the business. He learned every facet of dealership operations, with a focus

on strategic leadership and financial management. While at the Academy, Jared saw

a need for his classmates to easily stay in touch and maintain their valuable idea

exchange once they returned to their stores.

As a result, Jared created the DrivingSales platform, an Internet-based, Wiki-

enabled, social networking platform for his classmates. Due to the innate enthusiasm

of dealers to be more successful, learn, and connect, combined with the truly viral

nature of the Internet, the DrivingSales community began to grow. And just as any of

us would do if we had the opportunity to take a high performance sports car out of the

garage and onto the open highway, Jared opened it up, full throttle – welcoming all of

us in the auto industry along for the ride.

About DrivingSales

(877) 852-7576Get Started! Contact a Dealix rep today:

YOU WANT TO SELLMORE CARS. WE WANT TO HELP.

The Dealix New Car Online Advertising Program can help you not only sell more, but sell smarter, with the most comprehensive customization of sales territories available today.

INTRODUCING PRECISIONTARGETING™ CAMPAIGNS!

Taking targeting even further, PrecisionTargeting Campaigns allows your dealership to create unlimited customized territories (via zip code or MSA) at the model level. This new feature also provides you with the ability to allocate specific spend and timelines to align with offline marketing campaigns.

Working with our solution reps, YOU design territories that target the right vehicle to the right buyer that is already in-market, at the model level.

WHAT THIS MEANS TO YOUR DEALERSHIP:

LOOKING TO MOVE OVERSTOCKED VEHICLES? WANT TO REACH ALLOCATION FASTER? WANT TO TARGET ONLY THOSE IN-MARKET, BY MODEL? WE CAN HELP!

Protect your PMAReach allocation fasterMove overstocked vehicles

Increase close ratesGain market shareAlign online and offline marketing

Proud Recipient for the 2012 #1 spot for both new and used car advertising.

Cars.com gives you the edge you need to compete in today’s marketplace. Find out more: Call 800.298.1460 | Email [email protected] dealers.cars.com

©2013 Classified Ventures, LLC™. All rights reserved.

PEOPLE DON’T SHOP FOR CARS THE WAY THEY USED TO. Thanks to technology, consumers control the car shopping experience. Let Cars.com help you influence today’s shoppers where and when it counts. We’re boosting our advertising campaign to attract more consumers, launching new products to help you differentiate your brand and sharing unique insights to help you impact shoppers like never before.

drivingsales presidents club event program - 2013

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