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Four Days at the 2018 NADA Show  for Auto Dealers: Part Four

Posted by Joe Gargiulo on Fri, Feb 02, 2018 @ 08:43 AM

auto dealersThe final day of the 2018 NADA Show is a reprise of the best programming offered over the first three days for auto dealers. Sunday has the added bonus of presenting an inspirational keynote address, a timely discussion of information technology in retail auto, and a specialty workshop that is expected to rev more than a few engines.

This year’s NADA conference and tradeshow takes place March 22-25, 2018 at the Las Vegas Convention Center, offering two million square feet of exhibiting space, concurrent workshops and networking ops for member auto dealerships, non-member dealers and other attendees. NADA now offers a dedicated site for the show with access to schedules, speaker bios, articles, accommodation details and exhibitor descriptions.

Day four continues with an Expo Hall offering a huge variety of exhibits from 500-plus manufacturers and suppliers displaying the latest products and technologies in automotive as well as Dealer Franchise Meetings (10:45 am to 12:00 pm) by Hyundai, Jaguar, Land Rover, Lexus, Mitsubishi, Toyota and Volvo.

Inspirational Keynote Address

Robert O'Neill, Sunday’s keynote speaker, is the author of the New York Times best-selling memoir The Operator: auto dealersFiring the Shots That Killed Osama bin Laden and My Years as a SEAL Team Warrior. The former SEAL Team Six leader with the Naval Special Warfare Development Group deployed more than a dozen times and held combat leadership roles during 400-plus missions in four different theaters of war. He has received two Silver Stars, four Bronze Stars with Valor, a Joint Service Commendation Medal with Valor and 45 other awards. He is also the co-founder of Your Grateful Nation, an organization providing individualized transition support for special operations heroes and their families.

Distinguished Speaker Series

Mark O’Neil, executive vice President and COO of Cox Automotive, will deliver “The Relevance Revolution: Data and the Auto Industry,” a discussion of the new approaches to data analytics (e.g. big data and hyper-local targeting) that create more relevant marketing, inventory, deal terms and service reminders to boost productivity for all dealership departments. His presentation will cover the smart options and recommendations for consumers that auto dealers can turn into faster sales and higher gross.

Specialty Workshop

“Unleash Your Inner Superhero: Keys to Achieving Breakthrough Performance,” a workshop by business performance expert Ryan Estis of Ryan Estis and Associates, is geared toward helping attendees tap their inner potential to remove the “fear, doubt and uncertainty that threaten performance.” Estis is known for coaching “audiences to embrace change to achieve more meaning, mastery and momentum in their work.”

Concurrent Workshops

Sunday’s concurrent workshops pack the same powerful punch as those presented during the first three days of programming. A few selected sessions follow.

Dealer/Executive Track

Glenn Mercer of GM Automotive LLC, Shaker Heights, Ohio will discuss “Dealership of Tomorrow: 2018 Update” in follow-up to NADA’S “Dealership of Tomorrow: 2025” report from late 2016. Mercer will recap what has and hasn’t happened since that report, and offer insights into what to expect in retail automotive sales over the next 10 years.

Employee Recruiting, Hiring and Retention Track

auto dealersDuring the session “Construct Powerful Pay Plans That Drive Profitability,” Albert Church of ASE Americas LLC (Stuart, Fl.) demonstrates how to create simple pay plans that incentivize staff, empower managers, drive dealership profitability and gain better management control. Church will cover the best way to establish and monitor performance expectations using practical tools and guidelines such as the overall design of the pay plans, essential elements, monitoring, coaching and adjusting.

Legal and Regulatory Track

According to Terry O’Loughlin of Reynolds and Reynolds, “the most likely person to investigate and sue a dealer is the state attorney general, who often returns to certain compliance issues again and again.” During his presentation of “Attorneys General Sue Dealers for Millions: Are You at Risk?” O’Loughlin covers the key infractions of compliance laws and regulations, discusses ways to ensure dealerships are following the law, and helps dealers determine the appropriate course of action if they are targeted by attorney generals.

Fixed Operations Track

“Turn One-Time Visitors Into Lifetime Customers” by Jim Roche of Xtime, Atlanta focuses on customer retention. Using examples from leading retail companies, Roche will teach auto dealers how to increase retention and profitability, and how service departments can reshape the customer experience to meet or exceed rising expectations.

Closing Thoughts for Auto Dealers

auto dealersAlong those same lines, CrossCheck has an established reputation for “turning declined checks into lifetime valued customers using check-processing solutions that approve down payments and engender happy buyers.

CrossCheck's Auto Industry RDC Solution (C.A.R.S.) uses Remote Deposit Capture to electronically process and deposit checks with guaranteed funding to dealership business accounts in 48 – 72 hours. From the other perspective, the Multiple Check enhancement included with C.A.R.S. provides customers with 30 extra days to make down payments — a huge advantage to completing sales that may not happen otherwise and a chance to earn their business.

Join CrossCheck’s Senior VP Charles Dortch III and other sales team members at Booth # 3543C on the Expo floor (near the NADA Pavilion) as they discuss C.A.R.S. and other payment solutions for retail automotive.

In the meantime, download our free guide to learn more about C.A.R.S.

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