Digital Dealer - February 2018 - 2

Contents

FEBRUARY 2018, VOL. 25 NO. 2
D E A L E R
M A G A Z I N E

DEALERSHIP
MANAGEMENT

DIGITALDEALER.COM

CONFERENCE & EXPO
APRIL 10-12, 2018 | ORLANDO, FL

Get to Know
Some of the
#DD24 Speakers

SEVEN WAYS TO
BECOME MORE
COACHABLE
By Dave Anderson
Pg 6

Pg. 24-27

F E B R U A R Y

THE GREATEST
OPPORTUNITY
COMES AT A TIME
OF SHORTAGE

2 0 1 8 ,

By Chuck Barker
Pg 14

Dan Waldschmidt

International Business
Strategist & Extreme Athlete

V O L .

5 WAYS TO
POWER-UP YOUR
ADVERTISING
EFFECTIVENESS!

2 5
N O .

By Jim Boldebook
Pg 22

Kristopher Nielsen,

Manager, Sales Operations
& Customer Experience,
Soave Automotive Group

IN T E R V IE W WIT H

PAY PLAN?
I DONNO IT
- I JUST GET A
CHECK DUDE

Toni Anne
Fardette

By Ed Kovalchick
Pg 34

AT L A N T IC
A U TO M O T IV E
GROUP

Lior Arussy

CEO & President,
Strativity Group

Pg 28

Frank J. Lopes

Vice President, Forrest
& Blake Marketing &
Advertising

Cover story

Toni Anne Fardette

Atlantic Automotive Group
COVER PHOTOGRAPHY
BY DAVID LUBARSKY
PHOTOGRAPHY
DAVIDLUBARSKY.COM

4 // Letter from the
Show Director
BY DAVID SOUTHWORTH

LEADERSHIP
6 // Seven Ways
to Become More
Coachable
BY DAVE ANDERSON

ownership
8 // Succession Vision
Quest
BY LOYD H. RAWLS

11 // Diseconomies of
Scale: New Normal
for Many Growing -
Decentralized Groups
BY DOUG AUSTIN

14 // The Greatest
Opportunity Comes at
a Time of Shortage
BY CHUCK BARKER

36 // EPA Administrator
Scott Pruitt:
Growing Business
and Protecting the
Environment
BY CHARLIE POLSTON

Finance & Insurance
38 // 5 Reasons Car
Dealers Should Be
Concerned with Fraud
BY FRANK MCKENNA

Sales Strategies

CSP

Advertising &
Marketing
22 // 5 Ways to PowerUp Your Advertising
Effectiveness!

42 // 10 Reasons Every
Dealership Needs
a Written Content
Strategy
BY KATHI KRUSE

44 // 3 Key Metrics for
New Car Success in 2018
BY BRIAN FINKELMEYER

upcoming Event
highlights: Digital
dealer 24 SPEAKERS

46 // What the
Hospitality Industry
Can Teach Us About
Dealerships of the Future
BY NEAL SANTOSUOSSO

Fixed operations
34 // Pay Plan?
I Donno It - I Just
Get a Check Dude

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.
Box 16770, St. Louis, MO 63105. Subscriptions are $48.00 per year, 12 issues per year, monthly. Back
issues, $10.00 each. Make check payable to Emerald Expositions, LLC. Send to: P.O. Box 16770 St.
Louis, MO 63105. Reprint requests: alissa.calvaruso@digitaldealer.com.
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. Nothing may be reproduced in whole or in
part without written permission from the publisher. All rights reserved. The publisher encourages you to submit
suggestions. Submitted materials become the property of Emerald Expositions and will not be returned. Send
material for publication to E 7601 N. Federal Highway, Suite #240A, Boca Raton, FL 33487. The editor reserves
the right to edit material; submission of material constitutes permission to edit and publish that material. This
publication is designed to provide accurate and authoritative information in regard to the subject matter covered.
It is presented with the understanding that the publisher is not engaged in rendering legal, accounting or other
professional service. If legal advice or other 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.

FEBRUARY 2018

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

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

Production Manager Terri Hill

BY ED KOVALCHICK

ADVERTISING

PRODUCTION

BY JIM BOLDEBOOK

24 - 27 // Digital Dealer
24 Conference & Expo
Featured Speakers

David Southworth
Vice President, Digital Dealer
David.Southworth@emeraldexpo.com

Creative Director Linda Fisher

18 // A Blueprint
to Sales Training
BY SEAN V. BRADLEY,

SHOW DIRECTOR

MARKETING

Show Manager Matthew Ramirez
matthew.ramirez@digitaldealer.com

COMMUNICATIONS

Marketing Coordinator Meagan Rice

CONFERENCE

Operations Manager Chantelle Bean

CIRCULATION SUBSCRIPTION
Rich Jarrett
314-432-7511, gatewayrj@att.net

EMERALD EXPOSITIONS

Chief Executive Ofﬁcer and President
David Loechner
Chief Financial Ofﬁcer and Treasurer
Philip Evans
Chief Information Ofﬁcer
Bill Charles
SVP General Counsel and Secretary
David Gosling
Senior Vice President, Operations
Lori Jenks
Senior Vice President, Marketing Services
Joanne Wheatley
Executive Vice President
Darrell Denny
Vice President, Human Resources
Eileen Deady
Vice President, Corporate Operations
Denise Bashem

A publication of
Emerald Expositions

http://www.DIGITALDEALER.COM http://www.DIGITALDEALER.COM http://www.DAVIDLUBARSKY.COM http://www.DIGITALDEALER.COM

Table of Contents for the Digital Edition of Digital Dealer - February 2018