A wide variety of informative, interesting, and inspiring
sales technique programming, developed exclusively for the automotive
industry professional.
SOCIAL MEDIA AND NETWORKING

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These days you need more than just a "www" online
presence. NIADA's General Counsel, Keith Whann, addresses the
increasing value of using online social media to drive customers to
your dealership. Joining this panel discussion: Philip Zelinger, Ad
Agency Online; Jody Devere, AskPatty.com; Ken Gibson, Gibson Internet
Marketing and Consulting; and Don Walker, Walker Investments.
Taped at the NIADA National Convention
in Caesars Palace, Las Vegas.
Running time: 80 minutes
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THE INTERNET: YOUR VIRTUAL SHOWROOM

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The Internet makes it possible for you to enhance and
expand your "real" showroom into something much-much more. Learn how to
engage more prospects, stimulate your walk-in traffic and take your
dealership to the next level. This panel, from the NIADA Convention,
features Michael Page, Cars.com; Howard Polirer, AutoTrader.com; Amanda
Savage; Manheim Online Solutions; and Keith Whann, NIADA General
Counsel.
Running time: 90 minutes
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NADA INITIATIVES AND THEIR IMPACT ON DEALERS

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NADA's Ed Tonkin discusses how dealers and NADA have
met the unprecedented economic and business challenges of recent
months, what the retail industry will look like in the future, and
association initiatives that will help dealers thrive.
Taped at the Conference of Automotive Remarketing (C.A.R.)
in Caesars Palace, Las Vegas.
Running time: 30 minutes
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EXPOSING THE MYTHS OF USED CAR INTERNET SALES

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Ever wonder if you are the only one confused when it
comes to effective Internet marketing? Join industry leaders, Chip Perry
of AutoTrader.com, and Northwood University's Joe Lescota, as they
expose the myths and provide comprehensive information on maximizing
your Internet sales opportunities.
Running time: 2 hours
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BUYING STYLES: BEING RESPONSIVE TO YOUR CUSTOMERS

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Did you know that how we approach our customers, and
the words we use, can have a big impact on the prospects for the sale?
In this session, Paul Webb tells you how to "read your customer" to make
him feel more comfortable while allowing you to communicate in a way
that makes selling much easier.
Running time: 70 minutes

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ANATOMY OF A BHPH CUSTOMER

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Is a Buy Here Pay Here customer different from any
other customer? Should BHPH marketing strategies be different? What
sort of vehicles should be inventoried for BHPH? Hear this expert
panel discussion to learn how to make your BHPH business better than
ever! Moderated by NCM & Associates' Brent Carmichael. Taped at the
NIADA Annual Convention.
Running time: 70 minutes
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A MATTER OF TRUST: DRIVING SALES WITH ONLINE BUYERS

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Dealers who advertise online must pay close attention
to pricing, merchandising, brand image, and customer trust. This session
explains how you can boost your online customers' confidence in your
products and in your dealership. Presented by Kathy Kimmel, Cars.com.
SPONSORED BY
CARS.COM
Running time: 45 minutes
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"YOU CAN'T TRAIN ME... BUT I CAN BE PERSUADED"

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It takes two things to make a dealership successful...
great service and well trained people. This session will give you
practical tools for training sales and management professionals in the
automotive industry.
Running time: 1 hour

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INTERNET BEST PRACTICES FOR RETAIL DEALERS

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While some of us are still toying with the idea of of
using the Internet, others are experiencing great online success. Join
Cars.com's Dennis Galbraith, and an expert panel of dealers, as they
share their Internet selling secrets.
SPONSORED BY
CARS.COM
Running time: 01:08:14
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QUALIFYING YOUR CUSTOMER: MATCHING THE RIGHT CUSTOMER WITH THE RIGHT
VEHICLE

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In this volatile market it has never
been more important to underwrite deals properly. Join NABD's Ken
Shilson as he discusses critical deal stipulations that are vital to
successful collections. Learn how to manage the risks of BHPH (Buy
Here, Pay Here) sub-prime portfolios, and to understand benchmarks you
can use to measure your own performance.
Running time: 1 Hour
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SELLING OVER THE INTERNET: IS IT SOMEWHERE OVER THE RAINBOW?

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Can you successfully sell vehicles in cyberspace?
Selling over the Internet is becoming increasingly common, but much
confusion remains as to how to do it right - and whether you can really
do it at all! Join panel moderator, Keith Whann, and representatives
from AutoTrader.com, Cars.com, and eBay Motors in this important
overview on generating profits through the Internet.
Running time: 2 Hours
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HOW TO HANDLE YOUR UPS

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Learn key strategies on how to convert
leads you have already generated into appointments, and ultimately to
a sale. You come away with awareness of common obstacles and traps
that get in the way of maximizing returns on your marketing and
advertising dollars. Presented by Jay Rose of Linnehan Auto Group and
USA Computer Systems.
Running time: 01:53:24
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SELL MORE, HAVE MORE FUN, AND MAKE MORE MONEY

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Jay Rose not only inspires you
as to how to improve your business and enjoy doing it. He tells you HOW
in detail! Rose brings over 20 years of experience in the automotive
industry, and has held positions in Sales, Parts, Finance, and Sales
Management.
Taped at the Georgia Independent Automobile Dealers
Association's annual convention in Destin, Florida.
Running time: 2 Hours
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STREET SMART SALES TRAINING - PAUL WEBB
Sponsored by
Preferred Warranties

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Paul Webb is one of the most innovative
and in-demand trainer/speakers in the automotive industry. Join Webb
in Street Smart Sales Training, as he takes you through steps
he's taken to sell more cars than anyone ever has! This is part one of
an ongoing NIADA.TV exclusive series.
Running time: 00:07:30
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HOW TO HAVE YOUR BEST YEAR EVER
- JOE VERDE

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Don't miss this workshop if you want to increase your
unit sales, gross profit, raise your CSI, and grow every year. Presented
by Joe Verde, president and founder of the Joe Verde Group. Verde has
been in the car business since 1973, and is recognized as one of the
leading sales trainers in the industry.
Running time: 01:38:00
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HIGH PERFORMANCE SELLING

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Are your vehicle sales being held back by outdated
selling techniques? In this seminar, Mark Tewart explains how to
update "sales skills, people skills, life skills, and marketing
skills" with numerous high performance selling methods which have been
shown to improve the sales/customer relationship - thus resulting in
increased sales at your dealership.
Running Time 1:39:27
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MAKING SURE SERVICE CONTRACTS REMAIN A PROFIT
CENTER

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Service Contracts are rising in
popularity with consumers, and can represent good supplementary
profitability for dealerships. Keith Whann shares insight into what to
look for to be certain you're getting the service contract program you
really need.
Running time: 08:30
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HOW TO SELL A CAR AND KEEP IT SOLD:
Part 1 -
Noncompliant Paperwork: The greatest area of legal exposure in a
dealership

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of what you need
to know about dealership forms and paperwork, including what can go
wrong. You'll learn what will "save you" and what can "sink you." The
program series includes examination of the new Patriot Act, the Gramm-Leach-Bliley
Privacy Act, and the new Safeguards Rule that requires every dealer to
develop, implement and maintain a written security plan to protect
customer information.
Running time: 1:06:37
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HOW TO SELL A CAR AND KEEP IT SOLD:
PART 2 - Commencing the
Customer Relationship

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of the entire car
deal process. You'll learn what will "save you" and what can "sink
you."
Running time: 52:47
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HOW TO SELL A CAR AND KEEP IT SOLD:
PART 3 - The Customer's Test Drive

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of the entire car
deal process. You'll learn what will "save you" and what can "sink
you."
Running time: 0:26:39
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HOW TO SELL A CAR AND KEEP IT SOLD:
Part 4 -
Privacy: The Patriot Act and Your Dealership

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of what you need
to know about dealership forms and paperwork, including what can go
wrong. You'll learn what will "save you" and what can "sink you." The
program series includes examination of the new Patriot Act, the Gramm-Leach-Bliley
Privacy Act, and the new Safeguards Rule that requires every dealer to
develop, implement and maintain a written security plan to protect
customer information.
Running time: 0:31:29
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HOW TO SELL A CAR AND KEEP IT SOLD:
Part 5 - The FTC Used Car Sticker &
Related Warranty Issues

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of what you need
to know about dealership forms and paperwork, including what can go
wrong. You'll learn what will "save you" and what can "sink you." The
program series includes examination of the new Patriot Act, the Gramm-Leach-Bliley
Privacy Act, and the new Safeguards Rule that requires every dealer to
develop, implement and maintain a written security plan to protect
customer information.
Running time: 0:29:12
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HOW TO SELL A CAR AND KEEP IT SOLD:
PART 6 - Selling the Vehicle

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of the entire car
deal process. You'll learn what will "save you" and what can "sink you." The
program series includes examination of the new Patriot Act, the Gramm-Leach-Bliley
Privacy Act, and the new Safeguards Rule that requires every dealer to
develop, implement and maintain a written security plan to protect
customer information.
Running time: 0:33:57
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HOW TO SELL A CAR AND KEEP IT SOLD:
PART 7 - Financing the
Transaction & Delivering the Vehicle

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This multi-part series, presented by Keith Whann,
NIADA General Counsel, provides a detailed analysis of the entire car
deal process. You'll learn what will "save you" and what can "sink
you."
Running time: 0:36:57
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CERTIFIED MASTER DEALER PROGRAM -
"MERCHANDISING"

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Did you know that "merchandising" is significantly
different from "marketing" and "advertising?" Joe Lescota, instructor
with NIADA's CMD Program, reveals important merchandising
considerations for YOUR dealership. Derived from CMD Module 2.
Running time: 0:07:57
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