Digital Dealer - June 2018 - 2

Contents

JUNE 2018, VOL. 25 NO. 6

16 // Subscribe & Drive
BY KEVIN FRYE

DIGITALDEALER.COM

SUBSCRIBE
& DRIVE

INTERVIEW WITH

ANDREW
WALSER

BY KEVIN FRYE
Pg 16

WALSER AUTOMOTIVE
GROUP

A METRIC THAT MERITS
MORE ATTENTION - YOUR
USED/NEW SALES RATIO

Pg 28

BY DALE POLLAK
Pg 20

BROKEN LINKS LEAD TO
BROKEN RELATIONSHIPS

BY JESSE MILLER
Pg 40

5 WAYS TO IMMEDIATELY
IMPROVE YOUR SOCIAL
MEDIA STRATEGY
BY KATHI KRUSE
Pg 42

4 WAYS F&I MANAGERS
CAN WIN OVER THE
SALES TEAM

BY MIKE HIRSCHFIELD
Pg 46

18 // A Little Preventive
Maintenance Goes a
Long Way in Protecting
Your Franchise
Investment

Andrew Walser
Walser Automotive Group
COVER PHOTO BY
JONATHAN CONKLIN
PHOTOGRAPHY

4 // Letter from the
Show Director
BY DAVID SOUTHWORTH

LEADERSHIP
6 // The Power of Bear's
a "Little Bit Extra"
BY DAVE ANDERSON

DEALERSHIP
MANAGEMENT
8 // Sustained Legacy
for Greatness - So Many
Layers of Benefits to Be
Derived
BY CHUCK BARKER

ownership

BY ED KOVALCHICK

38 // Fixed Ops BFF
BY KATIA TIKHONRAVOVA

20 // A Metric That
Merits More Attention-
Your Used/New
Sales Ratio
BY DALE POLLAK

Sales Strategies
22 // The Law of
Attraction
BY SEAN V. BRADLEY, CSP

24 // How to Tailor the
Brand Experience for
the Decision Maker

40 // Broken Links Lead
to Broken Relationships
BY JESSE MILLER

42 // 5 Ways to
Immediately Improve
Your Social Media
Strategy
BY KATHI KRUSE

44 // Don't Be Shy -
The Tough Questions
You Should Be Asking
Vendors
BY CHAYA DAVID

BY ANNE FLEMING

Finance & Insurance

Advertising &
Marketing

46 // 4 Ways F&I
Managers Can Win
Over the Sales Team

26 // The Power of
Internal Marketing!
BY JIM BOLDEBOOK

Fixed operations

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

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

BY RICHARD SOX, ESQ.

Pre-owned
Cover story

36 // Wanna Hurt or
Maim Someone? Use
Their Vehicle!

BY MIKE HIRSCHFIELD

48 // The Consultative
Approach to Selling
BY MO ZAHABI

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

COMMUNICATIONS

ART
Creative Director Linda Fisher

PRODUCTION
Production Manager Terri Hill

MARKETING
Show Manager Matthew Ramirez
matthew.ramirez@digitaldealer.com
Marketing Manager Lindsey C. Kostura
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

34 // The Perfect
Dealership: Mastering
the Basics

Senior Vice President, Marketing Services
Joanne Wheatley

BY CHARLIE POLSTON

Vice President, Human Resources
Eileen Deady

12 // Innovate & Adapt

Executive Vice President
Darrell Denny

Vice President, Corporate Operations
Denise Bashem

BY CHAMP RAWLS
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
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It is presented with the understanding that the publisher is not engaged in rendering legal, accounting or other
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person should be sought. From a Declaration of Principles jointly adopted by a Committee of the American Bar
Association and a Committee of Publishers.

JUNE 2018

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

A publication of
Emerald Expositions

http://www.DIGITALDEALER.COM

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