Digital Dealer - July 2018 - 2

Contents

Message from the Show Director

COVER STORY
26 Interview With Kevin Frye of
Jeff Wyler Automotive Family
COVER PHOTO BY JEREMY KRAMER

DEALER OPS
& MANAGEMENT
Learning Leadership
From Coach John Wooden
BY DAVE ANDERSON
L E A D ERS HIP

Anatomy of a Dealership
That Gets Superior Results
BY CHUCK BARKER

S U C C E S S ION PL ANNING

12 Internal vs. External Buy-Sell?
BY CHAMP RAWLS

SALES &
VARIABLE OPS
M O B I LE ME S S A GIN G

32 To Text or Not to Text?
BY ANNE FLEMING
F& I SA LE S STR ATEGY

34 Figuring out What F&I Products
Your Customers Need

14 FOMO (Fixed Ops
Manager's Objectives)
BY KATIA TIKHONRAVOVA
F I X E D OP E RAT IONS

16 So Many Used Cars,
so Little Time

MARKETING
& ADVERTISING
S O C I A L MED IA A D VE R TISIN G

36 Bridge the Gap Between Offline
Car Sales and Online Actions With
Facebook's Offline Conversions
BY GABRIELLE GARRISON

38 The 'BIG 5' of Marketing Success!
BY JIM BOLDEBOOK
SO C I A L ME D IA MA R K E TIN G

42 10 Reasons Why Your
Facebook Page Is Failing
BY KATHI KRUSE

BY CHARLIE POLSTON
O WN E R S HIP

18 Dealership Real Estate -
to Invest or Not?
BY ERIN KERRIGAN
C U S TO M E R E XPERIENCE

22 Commentary: Online-Only
Car Sales Are Hurting the
Industry

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

R EP U TATION & LOYA LTY

F I X E D OP E RAT IONS

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

BY MIKE HIRSCHFIELD

L E A D E RS HIP

BY DAVID SOUTHWORTH

D I G I TA L R ETA IL

44 Why Digital Retail Is Great
News for Automotive
BY DEVORAH WOLF
SO C I A L MED IA A D VE R TISIN G

46 How to Drive Automotive
Leads With Facebook
BY VALERIE JENNINGS

BY TRAVIS WISE
S U P P L IE R M ANAGEM ENT

24 Your Supplier Base Is
Costing You Big Money

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
Senior Vice President, Marketing Services
Joanne Wheatley
Executive Vice President
Darrell Denny
Vice President, Human Resources
Eileen Deady
Vice President, Corporate Operations
Denise Bashem

BY DOUG AUSTIN
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
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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.

J U LY 2 0 1 8

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 - July 2018