Digital Dealer - September 2017 - 2

Contents

SEPTEMBER 2017, VOL. 24 NO. 9

DIGITALDEALER.COM

Interview
with DD23
Keynote

MAKE IT HAPPEN,
WATCH IT HAPPEN,
WONDER WHAT THE
HELL HAPPENED!
By Ed Kovalchick
Pg 38

BRIAN BENSTOCK
GM & VP of Paragon Honda
& Paragon Acura

LEARNING FROM
BAD EXAMPLES
By Dave Anderson
Pg 4

Pg 20

YOUR BRAND
IS EITHER
GROWING...
OR YOU'RE
GOING!

12 // Out-Think,
Don't Out-Spend Your
Competition

26 // Letter from the
Show Director

BY BRIAN FINKELMEYER

36 // 12 Questions to
Answer for Social Media
Success

DEALERSHIP
MANAGEMENT

SPECIAL SECTION:

Roadmap
to DD23

By Jim Boldebook
Pg 18

Top Keynotes
Noteworthy Sessions
Summary Agenda
While in Vegas (Bites)
Pg 24

GREAT POSSIBILITIES
OCCUR WHEN YOUR
TEAM MEMBERS
BECOME ENGAGED
By Chuck Barker
Pg 14

Cover story

BRIAN BENSTOCK
GM & VP, Paragon
Honda & Paragon
Acura

LEADERSHIP

14 // Great Possibilities
Occur When Your Team
Members Become
Engaged
BY CHUCK BARKER

Advertising &
Marketing
18 // Your BRAND
is Either Growing...
or You're Going!
BY JIM BOLDEBOOK

ownership
8 // Increasing
Leadership
Effectiveness: It's
Simple (but Not
Necessarily Easy)!

BY KATHI KRUSE

Fixed operations
38 // Make It Happen,
Watch It Happen,
Wonder What the
Hell Happened!
BY ED KOVALCHICK

40 // What Ever
Happened to the Salesto-Service Introduction?
BY CHARLIE POLSTON

Finance & insurance

4 // Learning from Bad
Examples
BY DAVE ANDERSON

BY DAVID SOUTHWORTH

24 // SPECIAL
SECTION: Digital
Dealer 23 Show
Highlights: Top
Sessions, Keynotes,
Exhibitor Listings,
Summary Agenda, &
Restaurants in Vegas

42 // A Fresh Look at
Valuing Reinsurance
Cash Streams
COMMUNICATIONS

BY RYAN KERRIGAN

BY DAN SCHNEIDER

ADVERTISING

Publisher Melissa Green
melissa.green@digitaldealer.com
Associate Publisher Kerry Harrington
kerry.harrington@digitaldealer.com
Advertising Sales
sponsorships@digitaldealer.com

EDITORIAL

Editor & Content Manager Alissa Calvaruso
alissa.calvaruso@digitaldealer.com

ART

Creative Director Linda Fisher
Web Designer Mike Franco

PRODUCTION
Production Manager Terri Hill

MARKETING

Director of Marketing Matthew Ramirez
Marketing Manager Amanda Graziano

OPERATIONS
Business Development Santos Diaz

CONFERENCE
Operations Manager Chantelle Bean
APRIL 21-23, 2015 * TAMPA, FL

APRIL 21-23 * TAMPA, FL
CIRCULATION SUBSCRIPTION

Rich Jarrett
314-432-7511, rjarrett@digitaldealer.com

EMERALD EXPOSITIONS

Chief Executive Ofﬁcer and President
David Loechner
Chief Financial Ofﬁcer and Treasurer
Philip Evans
Chief Information Ofﬁcer
Bill Charles

MARK YOUR
CALENDARS!

SVP General Counsel and Secretary
David Gosling
Senior Vice President, Operations
Lori Jenks

OCT. 16-17, 2017
PHILADELPHIA - CHERRY HILL, NJ

Senior Vice President, Digital
Teresa Reilly
Senior Vice President, Marketing Services
Joanne Wheatley
Executive Vice President
Darrell Denny
Vice President, Human Resources
Eileen Deady

Dealer magazine (ISSN 1537-6141) is published monthly by Emerald Expositions, LLC. Mailing address
is 100 Broadway, 14th Floor, New York, New York 10005. Periodicals Postage Paid at New York, NY
and additional mailing ofﬁces. POSTMASTER: Please send address changes to: Dealer Magazine, P.O.
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Dealer magazine makes every attempt to ensure the accuracy of all published works.
However it cannot be held responsible for opinions expressed or facts supplied herein.
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expert assistance is required, the services of a competent professional person should
be sought. From a Declaration of Principles jointly adopted by a Committee of the
American Bar Association and a Committee of Publishers.

SEPTEMBER 2017

D I G I TA L D E A L E R . C O M

Vice President, Corporate Operations
Denise Bashem

A publication of
Emerald Expositions

http://WWW.DIGITALDEALER.COM http://www.DIGITALDEALER.COM http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - September 2017