Volume 6 Issue 3

Volume 6 Issue 3
Why Blow
Our Own Horn
when our customers
say it best?
“I am very impressed with the high quality and informative Sales and Management online
workshops that are now available through The Virtual Academy. We’ve needed a great service
like this for a long time.”
~ Keith Campbell, Dealer Principal, Honda Carland, Roswell
“It’s very convenient and timely. All four of our dealerships make The Virtual Academy an
important part of our daily sales meetings. It also allows us to use it during slow periods. I
appreciate that I can train sales professionals in large or small groups when it works for us.
It is ready when we are. The same goes for our service advisors. We all appreciate that
you offer training on different experience levels.”
~ Andy Jones, Dealer Principal, Gerald Jones Dealer Group, Augusta
“The Virtual Academy could not have come at a better time. With most
Automotive Dealerships operating with fewer managers today, for
obvious reasons, The Virtual Academy helps provide ‘Peace of Mind’
that your team members are receiving good solid training. It’s like
having a Sales Trainer on staff.”
~ Ross Long, General Sales Manager, Capital Buick Pontiac GMC, Atlanta
“It’s mandatory viewing at this dealership. A different workshop is
featured each week at our Monday morning sales meeting, with 25 sales
reps and five managers, including myself, in attendance. We all learn
new things during these workshops, regardless of our different levels
of experience. ”
~ Brian Dominick, General Sales Manager, Curry Honda, Chamblee
“We have been using this valuable service regularly since
subscribing earlier this year, and have already completed most
of the sales and management training workshops. The Virtual
Academy is very easy to use, thanks to the interactive menu and
the printable work books and handouts. It is a phenomenal
value for the price.”
~ Arvind Sarathy, General Sales Manager,
Jim Ellis Volkswagen Marietta
We’re Online All The Time!
Toll Free: 1-877-4-Academy • email: sales@8774academy.com
in this
Volume 6 Issue 3
issue
12
2
4
MISSION STATEMENT
Board of Directors
Drive On
Shayne Wilson, President
5
Advertiser’s Guide
6
Motivating Today’s Employees
By Trey Knapp, CPA, CIA
Dixon Hughes PLLC
8
GCIA Hosts SkillsUSA
Competition at MAADA
10
In Time of Need, Dealers Adopt
Online Buying at a Faster Rate
By Thomas Webb, Chief
Economist, Manheim Consulting
14
16
Weathering The Storm
During Tough Economic
Times!
VIRTUAL ACADEMY:
Affordable, Informative
& Easy to Use
Game On
By Tony Dupaquier,
Director of F&I Training, American
Financial & Automotive Services
18
Five Ways to Better Manage
Marketing Costs
By Larry Cochran, Vice President
and General Manager,
ADP Digital Marketing.
20
AutoCount
22
Metro Atlanta “Big Wheels” Talk
About Their First New Cars
24
MAADA Charity Golf Tournament
for Salvation Army
25
EnAble Celebrates its
30th Anniversary
26
Camp Twin Lakes Opens Camp
Will-A-Way
28
Academy Schedule
ON THE MOVE STAFF
Dave Tribble, Editor-in-Chief
dtribble@maada.com
Dawn Palzewicz, Art Director
dpalz@earthlink.net
DISTRIBUTION:
Janet Brown and Pam Schrodel
CONTRIBUTING WRITERS:
Howard Batchelor, Larry Cochran,
Tony Dupaquier, Trey Knapp, and
Thomas Webb
PHOTOGRAPHY:
David Pano, and Shayne Wilson
MAADA
440 Interstate North Parkway
Atlanta, GA 30339
770-916-1741
www.maada.com
ON THE MOVE is published four times annually by the Metro Atlanta Automobile Dealers Association.
Any reproduction in whole or in part of the contents of this publication is prohibited without prior consent of the Metro Atlanta Automobile Dealers Association.
The appearance of advertisers does not constitute an endorsement of the products or services by the Metro Atlanta Automobile Dealers Association.
1
Board of Directors
MISSION STATEMENT
The Metro Atlanta Automobile Dealers Association is made up
of over 160 franchised new car and truck dealers from the 18
county Metro Atlanta area. The association and its members strive
to uphold the highest standards of honesty and integrity and con-
Randy Morris,
Chairman
tinuously work together to improve the car buying experience for
Metro Atlanta consumers.
ERNEST HODGE,
Immediate Past-Chairman
WALTER BRIDGES
JIM ELLIS
DON JACKSON
CLAY NALLEY
RICHARD PUGMIRE
STEVE RAYMAN
BO SCOTT
ALLAN VIGIL
BILL VOYLES
MONDAY, OCTOBER 12, 2009
AT THE
ATLANTA NATIONAL
GOLF CLUB
THERE WILL BE AN 11:00 A.M. SHOTGUN START!
INVITATIONS WILL BE GOING OUT IN SEPTEMBER
TO DEALER AND ALLIED MEMBERS.
2 www.maada.com
President’s Message
A VERY TOUGH DECISION
During today’s challenging economic times, we’ve all had to make many changes due to our smaller budgets. Some of the
changes come easy, while others are difficult beyond description. We’ve recently made one of these very difficult decisions by
canceling this year’s MAADA Christmas Party at the Georgia World Congress Center.
This decision was made after lengthy debate during a meeting of our Board of Directors. No one wanted to end the run of a
party that has such a long tradition, but we had to take into consideration that last year’s attendance dropped by 50%, and
there’s no guarantee that this year’s attendance might not drop even slightly more. This party is a very costly affair, with facility rental, food and beverage and entertainment prices increasing every year. The party that attendees have grown to expect is
just too costly now for these decreased attendance numbers.
Now let’s look at the bright side of eliminating this expense. By canceling the party we now have the money in our budget to
support all of the charities that we did in 2008, without decreasing the amount of our support. Among the charities that we support on your behalf include Atlanta Junior Golf, Camp Twin Lakes, Children’s Healthcare of Atlanta, EnAble of Georgia, The
March of Dimes, The Salvation Army and the When Everyone Survives Foundation. I think that we can all agree that the
board had its mind and heart in the right place when making this decision.
Shayne
Wilson,
President
You can read about the current activities of three of these charities inside this edition.
We’re all looking forward to the day when both the economy and our industry grow strong once again. When this happens, there will be no better place to celebrate than at the return of the MAADA Annual Christmas Party.
A GREAT MOVE FOR THE AUTO SHOW
The
2010
Atlanta
International Auto Show
will be moving to a new
building of the Georgia
World Congress Center
and we’re really looking
forward to the change.
The March 20-28 event
will be housed in Building
C, which is located on
Northside Drive. It is very convenient for our show attendees, with
the exhibit area on street level and
plenty of available parking surrounding the facility.
Building C officially opened in 2002. It has four exhibit halls, with over 418,000 square feet of display space. We
will also be able to utilize the lobby area and its additional 100,000 square feet of exhibit area.
Our preview party will take place on Friday, March 19, from 7:30 through 10:00 p.m. All proceeds from this gala will
donated to Children’s Healthcare of Atlanta and the When Everyone Survives Foundation.
4 www.maada.com
ON THE MOVE
A d v e r t i s e r ’ s
G u i d e
Advertiser
Page Number
Telephone
URL
AM 750 WSB
Inside Back Cover
404.897.7316
www.wsbradio.com
American Financial
17
800.967.3633
www.afasinc.com
CBRE
8
404.923.1212
www.cbre.com/dealershipsATL
CW69
27
404.728.4621
www.cwatlantatv.com
Georgia Automobile Dealers Association
23
770.432.1658
www.gada.com
Guardian Products
5
800.727.7222
www.gpcorp.com
Manheim Auctions
3
800.856.6107
www.atlantaautoauction.com
WSB-TV
Back Cover
404.897.7000
www.wsbtv.com
Rapid Link
19
404.303.9900
www.rapidlink.com
The Virtual Academy
Inside Front Cover
1.877.4.Academy
www.maada.com
News of weakening economic conditions, factory problems, customer credit problems, etc. — as one thumbs
through the newspaper, it seems like bad news is the only
news. If only we could sell more cars, try for higher grosses, push more parts and do a better job upselling service
tickets. But salespeople don’t seem to be motivated to push
the dealership to greater levels.… These are thoughts that
appear all too often in the heads of dealers and department managers everywhere. So what is the key to motivating today’s employees? Is it more money? Is it more innovative incentive plans? No, not necessarily. The key to
motivating today’s employees begins with gaining a better
understanding of an employee’s potential and values.
Before we begin, everyone should understand that not all employees can be motivated. Some people lead static, routine
and uninspired lives, which bleeds over
to their careers. These types can be identified by their satisfaction with mediocrity.
Managers need to decide if the employee
is willing and able to be motivated, and
if not, can they be content with keeping
the employee on staff? (Why not just let
the employee go? Well, not all business
6 www.maada.com
ventures have to have all super-motivated
employees at all times.)
Managers shouldn’t focus too much energy on this group. It will be an exercise in
futility! Instead, focus on employees with
mediocre work performance, but who
show potential, such as enjoying learning
(they read a book during lunch), interpersonal relationships (they organize a
poker night with co-workers) or chal-
By Trey Knapp, CPA, CIA
DIXON HUGHES PLLC
Senior Manager | Dealer Services Group
Phone 817.276.4117 | Fax 817.276.4130
tknapp@dixon-hughes.com
lenges (they work Sudoku puzzles during
downtimes), etc. Now, granted, all this is
much easier said than done. A great
manager can identify someone with
potential, not obvious talent. So, when
evaluating employees, be conscientious
of potential talent that needs that certain
catalyst – motivation – and then how to
best encourage.
So why are some people strong outside
of work, such as the ones who enjoy
learning, social activity or mental challenges mentioned above, but perform
blandly at work? Oftentimes, this has to
do with one of two things: either the
employee is in the wrong environment, or
there is a disconnect between the manager and the employee.
The right environment is extremely important for properly motivating employees. A
growth-rich environment to one person
may not be suitable for another. Why is
the environment so important? Because
motivation is an internal function; whether
or not a person is going to be motivated
is a personal choice. When managers try
to motivate without the person choosing
to
be motivated, it feels like a “push” rather
than a “pull,” which feels like negative
reinforcement. Negative reinforcement
will not have the same inherent lasting
power as positive reinforcement. The most
powerful motivation is the type that staffs
“believe in,” because it will become selfdriven rather than externally enforced.
What the manager can do is cultivate a
comfortable environment so that the
employee will want to believe in the job
function and visualize the desired results.
For an employee to believe in the job
function, the environment should fit within
the staff’s value system. But, therein lays
the problem. Many managers come from
different generations and value systems
than their staff, causing misunderstandings and misassumptions between value
systems.
and “new workforce” generations. The
old workforce generation manager
shouldn’t necessarily disregard his old
values in place of the new workforce generation values, but instead should attempt
to understand the differences and build a
bridge between the two.
Below is a condensed comparison of old
workforce and new workforce generations’ values. The list isn’t meant to suggest positive or negative connotations
over either workforce, but simply contrast
some of the typical differences. The list
also is not meant to over-generalize or
stereotype, but provide typical behaviors
to help the manager better understand
possible disconnects.
In cases where there is a disconnect
between managers and staff, oftentimes
the divide is caused by generational differences, which we’ll call “old workforce”
Old Workforce Generation
New Workforce Generation
Driven by…
Money/power. Sometimes, the
appearance of power becomes just as
important as the power itself.
A balance of money and
freedom/time. Money alone doesn’t
cut it; they can just put it on the credit
card if they don’t have cash available!
Prefers the timing of gratificaation
to be...
Delayed gratifacation. This behavior
may develop into workaholic tendencies.
Immediate gradification. This is the
“now” generation – microvaves,
internet searches, instant messenger,
cell phones, etc.
Loyal to...
The Company. They will stay with the
company through the long haul
(the “pension” generation).
Themselves. Workers are highly
willing and likely to change jobs if their
personal needs are not being met.
When a success occurs, the spotlight
is on the...
Team. Did you ever hear a quarterback
or wide receiver trash talk thirty years
ago as much as they do today?
Individual. Think of Terrell Owens’
infamous touchdown stunts, or Chad
“Ocho Cinco” Johnson talking about
his own greatness to reporters.
Asprie to be...
The middle-manager who receives
company Rolex after 25 years of
dedicated services!
A top-tier manager that doesn’t know
how, or doesn’t care to work hard
enough to get there.
Thinks of their supervisors as...
Bosses, not as equals. This can cause
staff to withhold ideas, thoughts and
feelings.
Potential peers, with only subtle
differences, and with whom they should
be able to communicate. This behavior
is likely formed from their parents being
friends rather than disciplinarians. Why
else do so many 20-somethings prefer to
live at home with parents?
When angry, prefer venting by...
Writing in a private diary, or privately
telling a spouse.
Blogging or openly complaining to
co-workers, with less regard for possible
repercussions.
Continued on page 8.
7
Continued from page 7.
Managers should keep in mind that
though every situation is unique, the new
workforce thrives in individualism and
attention. The most effective approach
involves a manager’s care and concern
for the employee, and the manager will
need to learn which of the above traits
apply, and to which degree. So, what
motivational tactics should a manager
avoid, and what should a manager try?
contributions, and make the employee
ask “why should I bother?”
• Criticize successes. Never tell an
employee that a success or accomplishment “could have been better by doing
…” It ruins their moment. If it is important
to give some constructive feedback, wait
until after the “glory moment” is over, and
focus on future endeavors and not the
past.
Less-Effective Tactics
Effective Tactics
• Negative criticism. This doesn’t
work well for any generation, and
impedes the employee’s behavioral desire
to be the manager’s equal.
• Delayed gratification. Try to
avoid incentives whose gimmick is “keep
working hard, you might get promoted
some day,” or cumulative bonus programs that pay after an extended period
of time. Although some new workforce
employees may be motivated by delayed
gratification, most will not want to wait
long and will find little incentive in this
approach at all. If the delayed gratification technique is used, it should be subtle
and not a primary incentive.
• Bonus programs focused on
things outside employees’ control (such as
bottom-line net income, other departments’ results, etc). The more direct and
simple the pay plan is designed, the more
that employee will be inclined to change
what they can control. These rewards normally do not focus on the individuals’
• Give public praise. Give congratulations in front of peers or customers
to satisfy the needs for individuality and
immediate gratification.
• Communicate with, instead of
talk to. Take time to let the employee communicate, and listen (let them talk about
themselves, similar to “live”
myspace.com). This will satisfy the need
to communicate on a peer level, and will
allow an opportunity to learn about the
employee.
• Spiffs. Although a bit of a stale
idea, spiffs are still one of the best ways
to satisfy immediate gratification. To make
it more original, spiffs can come in the
form of time off, public recognition, lunches or anything else that positively drives
the individual.
• Open communication. Foster
open communication between all levels of
management. Remember, new generation
workers think everyone is their peer.
• Allow employees to make high-
er-level decisions. New generation workers want to feel like they have responsibility and input, so ask their opinion.
Perhaps, ask a star salesperson to comment on potential advertising campaigns.
This will instill pride in their jobs and
make them feel ownership in the resulting
successes.
• Mentor. Don’t evaluate; instead,
mentor. Be truthful and honest with how
they can step up their career to the next
level, which should not involve following
in the old generation’s footsteps. If you
say “back in my day” you will lose their
attention, guaranteed.
• Allow ownership. Inspire greatness by giving an opportunity to make a
success their own. When that success
happens, recognize it!
In summary, managers must be aware of
generational differences and change their
approach toward the new generation
workforce, but not necessarily change
their own belief system. Don’t change the
individual; change the environment! The
best thing that a manager can do is to
verbally recognize successes, which will
foster internal positive reinforcement for
the staff, improve their morale and motivate the staff for future accomplishments.
GCIA hosts SkillsUSA competition at MAADA
The Georgia Collision Industry
Association (GCIA) recently hosted the
“SkillsUSA Automotive Collision Repair
Contest” in the Fixed Operations Facility
of the Metro Atlanta Automobile Dealers
Association (MAADA).
Eight collision repair students from
throughout the state competed in this contest, with the winner moving on to Kansas
City for the National Leadership and
Skills Conference Championships. They
participated in five different collision
repair events ranging from Metal
Welding, Sheet Metal Repair,
Estimating, Employment Interview, and an
8 www.maada.com
ASE Written Exam.
The following are the results from the contest:
• 1st Place – Tyler Batchelor –
Putnam County High School
• 2nd Place – Nathan Parker –
Lumpkin County High School
• 3rd Place – Cody Jenkins –
Sonoraville High School
Tyler Batchelor moved on to the national
finals, where more than 5,000 outstanding career and technical education students – all state contest winners – competed hands-on in 91 different
trade, technical and leadership fields.
Representatives of the GCIA send their
gratitude to MAADA for allowing these
kids to compete in a state of the art training center.
“Ninety percent of the cars we buy
for our dealership come from
ove.com and Simulcast,” said
Hansing. “We tell other dealers all
the time that we use Manheim’s
online tools and encourage them to
do the same.”
Brad Hansing (left) and Frank
Cortese, dealer principals at Earth
MotorCars in Carrollton, Texas
10 www.maada.com
By THOMAS WEBB,
Chief Economist,
Manheim Consulting.
For
America’s franchised and independent
used car dealers, tighter and more expensive
credit has made proper inventory management more important than ever.
While the recession has had its impact on Manheim’s business,
we remain committed to serving our customers and continue to
invest on their behalf, most notably in projects that help dealers
effectively manage inventory. In the late 1990s, our company
and our industry were centered on the physical auction. But recognizing the potential of the Internet to change how used vehicles
are bought and sold, Manheim, early on, began a decade-long
transformation of our operations. That required enormous investment in technology and people, and the effort is now paying off
for our dealer customers.
We also recently began focusing on providing vehicles for customers “Anytime+ Anywhere”. This focus is more than a slogan; it commits us to providing the most effective remarketing
platforms, in the lanes and online via OVE.com and Simulcast, so
that our customers find it easy and productive to do business with
each other any time of the day or night. We know that giving
buyers and sellers the power of choice will generate higher
returns for everyone.
We know that dealers agree. In fact, what had been a slow and
steady increase in dealer participation in online channels has
become a rush in 2009.
Consider just a few statistics that illustrate this trend:
More Cars To Choose From: The average monthly volume on OVE.com is up 51 percent over 2008, while transaction
volume on Manheim Simulcast is up 28 percent over last year.
More Dealers Participating: The number of buyers purchasing vehicles on OVE.com is up 30 percent in 2009 over
2008, while the number of Simulcast buyers is up 22 percent.
More Opportunities To Buy: More than 18 percent of
all Manheim transactions are now conducted online. Helping to
lead this growth is the success of Manheim’s online event sales;
more than 2,200 such sales are planned for 2009.
Driving this growth is the fact that dealers recognize they can
take advantage of multiple sources to find the vehicles they need.
In addition, the ability to save time and travel expenses, while at
Tom Webb is chief economist for
Manheim Consulting.
11
the same time raising the likelihood that they will be able to
find the vehicles that they need, has coaxed more dealers out of
their cars and in front of their computers.
Another key factor is Manheim’s development of a portfolio of
services to increase buyer confidence in online buying and selling; electronic condition reports, consistent vehicle grades and
arbitration practices comparable to the live auction underpin the
online process.
While participation in Simulcast live auctions was initially an easier transition for dealers than migrating to OVE.com (because
they could see the action in the lane, hear the auctioneer and
were comfortable with the experience), visitor traffic, bidding
activity and online transactions conducted via OVE.com are rising
at a record pace in 2009. In fact, some dealers are now sourcing 50 percent or more of their inventory through OVE.com.
These dealers recognize that OVE.com is a virtual inventory that
they can show to their customers; through the “retail view” feature, any dealer can present any OVE.com vehicle to a potential
buyer.
One of the most successful online features introduced in 2009 is
Manheim Monday, an effort to meet dealers’ needs for fresh used
vehicle inventory early in the week by creating an ongoing series
of special Online Event Sales on Mondays. Dealer response has
been tremendous, with Monday becoming far and away the most
active day of the week on Manheim.com. In fact, 16 of the 20
all-time most active days in OVE.com history have taken place on
Mondays this year, and OVE.com traffic is 20 percent higher during Manheim Monday online event sales than any other time.
I encourage members of the Metro Atlanta Auto Dealers
Association who haven’t been active online to get started by
checking out the activity on Manheim Monday – you’ll be glad
you did. And so will your customers.
Included among the thousands of automotive salespeople in the Metro Atlanta area there are an
elite group of veterans who have worked for the same employers for over 20 years. They have
prospered during the good times and weathered the storm during the bad. Knowing the ropes
has meant the difference between success and failure for these sales reps, and they often offer
this knowledge to others within their workplace. Among those who need their help the most
are the newly hired and inexperienced salespeople.
“These veteran salespeople are a major plus to any dealership,” said Randy Nelson, Director of
Education for the Metro Atlanta Automobile Dealers Association (MAADA).
“Customers like to deal with people that they know and trust, so a salesperson that’s been with
a dealership for a long times will typically stay in touch with their customers and develop a close
relationship with them.”
Veterans stress the
importance of a
strong customer
base to new
salespeople.
12 www.maada.com
Nelson also feel s that veteran salespeople can provide the proper guidance for entry level
salespeople to shorten the learning curve and get them to produce a lot quicker.
“When a new salesperson mirrors a veteran’s confidence and success, they can’t help
but be successful themselves.
The quicker they start
producing, the quicker
they become successful, and that’s what
keeps them in the
business,” he adds.
A reporter from ON
THE MOVE recently visited three local salespeople who have spent
long and successful careers
with the same companies.
BOBBY McCULLOUGH, NALLEY HONDA
Bobby McCullough
(pictured left) of the
Nalley Companies is,
unquestionably, one
of the longest
tenured automotive
salespeople in the
Metro Atlanta
area. The native
Atlantan’s career
began in June of
1965 at Nalley
Chevrolet on
Stewart Avenue
(now Metropolitan
Parkway) in Atlanta
and he is still selling for the same company 44 years later at its Honda dealership
in Union City. Bobby is definitely a company man of the top order.
Bobby has seen many highs during his
long career, including the multiple times
when he sold over 300 vehicles a year.
He has also faced recessionary times
when he had to take advantage of his
experience to make a living. Of these
five recessions, Bobby considers the current to be the worst that he has seen.
When asked how he is coping with this
current economic downturn, Bobby stated, “I made it a point to contact all of
my previous customers and follow up
with everyone I talked to. I’m very fortunate in having a large customer base,
with many repeat buyers.”
Bobby stresses the importance of creating a solid customer base to the rookie
salespeople. He remarked, “I also
encourage these sales reps to talk to
every person they see, and to call all
their friends and relatives. Most importantly, I tell them to hang in there and
never give up.”
McCullough, who will turn 70 in
November, has no plans to retire for a
couple of years. When the time comes,
though, he plans to do a little traveling
and fishing.
PHIL COLEMAN, JIM ELLIS VOLKSWAGEN ATLANTA
Phil Coleman (pictured right) of Jim
Ellis Volkswagen in Chamblee is also a
devout believer in working his customer
base.
“I keep working my present customers, as
well as receive new referrals from customers and friends,” said Coleman, who
started with the Ellis organization in
1983. “I also stay in touch with co-workers, service writers and body shop personnel. Sales leads can come from anyone at any time.”
The 50 year old Coleman also said that
this current recession is much more difficult to deal with those of the past due to
the decline in the housing market and the
collapse of financial institution.
Despite the state of the economy, there’s
no doubt that Phil really knows his stuff.
In fact, his sales prowess is legendary
within the Jim Ellis organization.
you don’t know the answer to a customer’s question – don’t be
afraid to ask other sources.
Ensuring that your customer
is completely satisfied is the
ultimate goal.”
“I sold over 400 cars in one year! That is
the most cars sold in a year by a single
salesman at Jim Ellis and to this day no
one has beaten my record,” remarked
Coleman.
Coleman has worked with many up and
coming salespeople throughout the years
and passes on these important rules for
success: “Be yourself! Be honest and
sincere. Always try to give the most
accurate information on your product. If
TOM AVERY, WADE FORD
Tom Avery (pictured left) of Wade Ford
has a similar code that he passes on to
new sales employees.
A strong customer base has also been
Avery’s salvation during today’s tough
economic times.
nized by the Ford Motor Company as
one of the top 25 sales consultants in the
Southeastern U.S.
“I tell them that they must be dedicated to
the chosen field of automotive sales.
They need to be at work on a regular
basis, be on time and do the foot work
(phone calls, follow up, etc. on
prospects). They must also treat customers and prospects fairly and honestly
at all times, and, if a problem arises,
always handle it properly,” said Avery,
who has been with Wade Ford since
1985.
“Over the years I have built a strong customer base. I currently have a customer
base of approximately 2,000, with over
1,200 of these being repeat customers,”
remarked Tom. “I accredit this to treating
my customers as I want to be treated.”
When asked about his future retirement
plans, the 76 year old salesman said, “I
enjoy my job and the interaction with my
clients, fellow employees and management. At this time I plan to continue
working as long as the Lord sees fit.”
Regarding his most memorable accomplishment at Wade Ford, Avery said that
it was the month that he sold and delivered 37 vehicles. He was also recog-
13
The Virtual
Academy is
your online
training source!
Can you remember a time
when you had to spend
$2,000.00 for one day of
training at your dealership,
plus cover the trainer’s travel,
per diem and lunch for the
whole class? If so, you
really had to bite the bullet
and pay way over
$2,400.00 for that one day
of service.
THE VIRTUAL ACADEMY PROGRAMS & WORKSHOPS
SALES
Professional Selling Skills:
Salesperson’s Job Description
Understanding the Customer:
- Buying Motives
- Behavioral Profiles
- Activating Events
- Hot Buttons
Today’s Market
Overview of the Sales Process
Reception Procedure
Reception Overview
Reception Tips
Reception Handling Resistance
Consultation Procedure
Consultation Key Information
Consultation Tips
Product Selection
Product Presentation Procedure
Product Presentation Techniques
Product Walk Around
Product Demonstration Procedure
Trial Close
Product Demonstration Tips
Terminology
Completing a Buyers Order
Preparing For The Write-up
Walking The Trade
Preparing An Evidence Manual
Review With Management
Write-up Responsibilities
Presenting The Numbers
Listening to the Customers Response
Processing Objections
Negotiating Guidelines
WITSTU
Saw One In The Paper Price Justification
14 www.maada.com
Negotiating Role-Play
I Want to Think it Over Close
Not Enough For My Trade Justification
I’ve Got Your Deal Beat Justification
You’ll Have to do Better Than That Justification
Proper Management Referral (T/O)
Introduction to F&I
The Delivery
Owner Follow-up
Selling Used Vehicles:
Selling New vs Used
Keys to Selling Used
Used Vehicle Presentation
Used Vehicle Demo & Trial Close
Today’s Market
Walking The Trade
Negotiating
Today’s Market
Buying Motives
Behavioral Profiles
Activating Events
Hot Buttons
Reception
Consultation
Product Selection Presentation
Demonstration
Handling Incoming Sales Calls
Return On Effort
Salespersons Job Description
Upcoming Programs:
Negotiating for Gross
Responsibilities is a Write-up
Processing Objections
Closing the Sale
I Want to Think it Over
Summary Question Close
Balance Sheet Close
Rate Yourself Close
Gas Mileage Savings Price Justification
Mechanical Repair Price Justification
100K Mile Price Justification
Classic Closing Techniques
Personal Business Development
Profit Building Presentations
Leasing, Planning & Work Organization
Owner Follow-up
Mastering the Sales Process
SALES MEETINGS
Buying Motives
Behavioral Profiles
Daily Plan
Orphan Owners
Salespersons Daily Checklist
Working The Service Drive
Vehicle Condition Report
Walking The Trade
MANAGEMENT
Sales Management Development
Coaching For Peak Performance
Key Characteristics
Making Sales Meetings Work
Managing The Sales Team
Common Mistakes Managers Make
Why Salespeople Fail
Used Vehicle Management
Maximizing Profit in the Used Car Department
Mastering Inventory Turn
Inventory Turn & Profitability
Merchandising & Marketing
Well, times have certainly changed for the better with the advent of
The Virtual Academy. Now you can receive a full year of online
training for your entire dealership for no more than $2,400.00.
This training includes hundreds of different training programs from
one of the most respected automotive training academies in the
nation, with no expenses for travel, per diem or lunch. All you need
is an internet connection. The price is more than right with this service.
“We have worked hard for three years in the preparation and set
up of The Virtual Academy, with the goal of delivering a diverse curriculum of automotive training programs at unprecedented savings,”
remarked Shayne Wilson., President of the Metro Atlanta
Automobile Dealers Association (MAADA).
“This hard work has really paid off. We have received great
response from both state-wide automotive dealerships and dealer
associations from throughout the country. ”
The Virtual Academy has given dealerships a much welcomed alternative to overpriced online training. It’s nothing new in the industry
for online training companies to ask for as much as $12,000.00 a
year for their services. The Virtual Academy
has responded to this with a rate of only $1,200.00 per year
for its MAADA dealer members and $2,400.00 from non
members. Dealerships must agree to a one year contract for
this special pricing.
Recruiting & Hiring The Best
F & I: Presented by
American Financial
Automotive Services
The 3 C’s of Financing
Identifying the True Objection
Service Contract Objections
Service Contract Cost Too Much
Disability Coverage Objection
Credit Life Insurance Coverage Objection
Red Flags Rule
Reduce it to the Ridiculous
How to Overcome Trade Allowance Objections
How to Workout The Money
Upcoming Programs:
Inspect What You Expect
Managing Inventory Turn for Profit
Desking the Deal
SERVICE
Service Advisor
Fundamentals of the Sales Process
Understanding The Customer
Customer Retention
Appointments & Appointment Systems
Handling Incoming Phone Calls
The Selling Process
Selling Service on the Drive
Listening Skills & The Walk Around
Responding to Resistance
The Close
Finish The Job
The Domino Effect
The Service Menu
Building Value in OE Parts, There is a Difference
Preventing Common Brake Problems
“Training is just too important to cut back on now even though
recent economic times have been tough, and everyone’s looking to
save on expenses,” said Randy Nelson, Director of The Virtual
Academy. “That’s why our mission here is to supply automotive
dealerships with the highest quality training, without lengthy travel,
time away from the dealerships or high pricing.”
Under Nelson’s direction, The Virtual Academy offers training programs in Sales, Management, F&I, Collision, Service, Legal and
Remarketing. These easy to use presentations include live and ondemand streaming video, downloadable programs, PowerPoint
slides, interactive email contact, and testing.
“Diversity is definitely the key. Our training programs can be
utilized by employees in all areas of the dealership. In fact,
we have also filmed a number of different Sales Meeting
programs that can be used during those regular rituals within
the dealership,” added Nelson.
The Virtual Academy currently has over 320 workshop
and videos in its online library, and will be adding many more
weekly.
To learn more about The Virtual Academy, please call
770-916-1741 or toll free at 1-877-422-2336. You can
also reach us via email at sales@8774academy.com.
Diagnostics, A Logical Approach
Selling Service in Difficult Times
3M Non Lead Weights
Tire Wear, Common Cause And Corrections
Upcoming Programs:
Proper Camber, Caster & Toe
Irregular tire Wear Connections
Diagnosing Brake Pull
Diagnosing Irregular Brake Noise
Diagnostic Bump Steer
Diagnostic Steering Wheel Alignment
Diagnosing Steering Pull
Dog Tracking Cause and Connections
Excessive Steering Problems
Diagnosing Excessive Tire Wear
Ride Height Alignment
Camber Function
Caster Function
Toe Function
COLLISION
Damage Analysis & Estimating
Types of Vehicle Construction
Types of Damage
Collision Energy Management
Gathering Vehicle Information
Labor Operation
Automotive Part Types
Taking Proper Photo’s
Procedures For Writing An Estimate
Supplemental Procedures
REMARKETING
AutoTrader.com:
Presented by
AutoTrader.com
Online Advertising in the 21st Century
Creating An Internet Savvy Culture
at Your Dealership
Online Merchandising Best Practices
Merchandising Certified Programs
Making Video Part of Your Online Presents
OVE.com:
Presented by OVE.com
Shift Happens
Online Remarketing Basics
Applying InLane Best Practices
Little Know Online Wholesale Tips
Manheim:
Presented by Manheim
Vehicle Remarking 101
Selling Vehicles at Wholesale Auction
Wholesale Vehicle Buying
Legal: Presented by Schulten
Ward & Turner
Fair Labor Standards Act
8300 Form IRS Cash Reporting Rule
Red Flags Rule
Address Discrepancy Rule
Automotive
News
Automotive News
Daily Updates
15
Now is the time for leaders within the dealership to stand up
and take charge to secure a profitable future in the automotive
industry. While many manufacturers are trying to save every
dollar, dealerships need to look to the business office to ensure
profitability and cash flow within the dealership. Dealerships
need to take a moment to evaluate the lenders they are currently using.
Various lenders have stopped approving
loans, while others are looking to take
over a void in the market. A good person to become reacquainted with is your
local bank representative. Take a moment
to visit the bank to ask direct questions
about their lending criteria and discuss
how both parties could benefit from a
new partnership. Additional avenues to
review are the credit unions as indirect
lending sources. Credit unions have
money to lend and many are willing to
work as indirect lenders. This may be the
perfect opportunity to partner with them.
Credit unions may now see the value in
your products and therefore, will allow
the products to be financed with the vehicle instead of removing them. This
becomes a win/win situation for everyone!
Keep a close eye on your contracts in
transit (CIT’s) because cash flow is more
16 www.maada.com
common right now. Are your lenders slow
to fund? Is there another lender that pays
faster? The faster the money moves, the
better off everyone is. If you have a
lender that will not fund until a customer
interview is performed, instruct your business managers to inform the customer
that the lender will be calling. It is vital to
verify that the lender has a valid phone
number to contact the customer. Often
times, we have a home and work number
on the customer statement, but what are
the chances of actually contacting the customer at either of the two numbers?
Make sure the lender receives the most
reliable contact information to reach the
customer.
Re-educate your sales managers and
sales people. Lenders are not accepting
a zero down payment from the customers
today. The majority of the sales people
have become accustomed to offering,
Tony Dupaquier,
Director of F&I Training American
Financial & Automotive Services
and closing, the customer on a zero
down payment. Unfortunately, lenders are
turning down even the customers that
have top tier credit. Today, lenders are
refusing to carry 100% of the loan. They
now require some form of participation
from the customer and that may be as little as a down payment equal to one
monthly payment.
It is game time. Sit down with your management staff and have your game plan
in place. It is not the time to wait and see
what happens. Now is the time to make
it happen!
Tony Dupaquier is the Director of F&I
Training for the Automotive Training
Academy, a division of American Financial
& Automotive Services, Inc. Tony can be
reached at 800-967-3633 or at
TDupaquier@AFASinc.com.
According to a recent study, nearly eight percent of the money dealerships spend is used on
marketing and advertising costs. It is more critical
than ever that these costs are properly managed
and used in a way that will help win sales without losing overall gross.
For decades, dealerships used a combination of radio, TV and
newsprint to communicate with consumers. Today, many dealerships are still reliant on these media to deliver their message.
With the advent of digital marketing, and the challenges of this
current selling environment, these methods are simply not enough
to lead to successful selling. Here are five ways where the use of
digital marketing can help dealerships better spend their limited
dollars.
1. Improve Your Web Site with Impactful, Interactive
Content
There are many options available today to use your Web site as
a profit center for all areas of the dealership. State-of-the-art Web
sites include virtual salespeople to assist navigation through the
site, online inventory that delivers a comprehensive description of
all available vehicles, and the ability to sell parts and accessories
in real-time with secure shopping carts.
2. Begin the Transition from Traditional Marketing
Sources to Digital Advertising
A study by Capgemini showed that 83 percent of “in market” car
shoppers visit the Internet first to research vehicles. In the age of
the Internet, online advertising clearly can broaden a dealer’s
sphere of influence, and go far to attract and engage consumers
the way traditional advertising vehicles — newspaper, radio and
TV — cannot. Research continues to prove that digital ads consistently generate the highest conversions into dealership showrooms, completed lead forms on dealer Web sites, and telephone
calls into business development centers. And best yet: these leads
belong only to the dealership doing the advertising, and are not
shared like those purchased from third-party lead providers. In
other words, display advertising generates good-quality leads
from “in-market” consumers interested in what your dealership
18
has to offer, not some generic inquiry made by a consumer who
doesn’t really know what they are looking for or who they want
to buy from. With the killer combination of the right message,
the right placement, and the right marketing strategy, automotive
retailers make every online ad initiative payoff with increased
sales and profits in all areas of the dealership. The power
behind the optimal digital advertising solution includes a premier
advertising network, which encompasses hundreds of popular
websites to accomplish the following:
• Provides maximum exposure for your dealership;
• Generates high lead conversion rates;
• Provides geographic and demographic optimization;
• Guarantees premium placement on the sites your
shoppers visit most frequently
Every dealership must spend money to sell cars, and that’s why
successful dealers are realizing that online marketing provides the
best return on investment and are shifting budgets from traditional
media to online initiatives including Digital Advertising. You do
not have to increase your advertising budget to take advantage
of digital advertising – you just have allocate your current budget
in the areas that will draw the most attention to your website and
leads to your store – the Internet.
3. Use eNewsletters to Communicate Your Sales and
Service Specials — and Cut Print and Mail Costs
eNewsletters deliver increased awareness that helps in developing a relationship with consumers, as well as providing them with
current and relevant information that will drive more dealership
revenue. Monthly content can include OEM-specific news, vehicle-relation information, service topics, lifestyle articles, regional
news, monthly dealership specials, and dealership custom articles.
4. Move Functions Such as Credit Approval to the Web
In this economy, many car purchasers are struggling to get credit,
but there is still a large group who can qualify. By utilizing a
guided online credit application and pre-approval process for
online consumers, dealers can improve F&I productivity while
also generating qualified leads. Some of the features of a successful online finance site include a “virtual presenter” that guides
By Larry Cochran,
Vice President and General Manager,
ADP Digital Marketing
customers through the process of completing
an online application from the convenience of their
home, utilizing a secure environment for sensitive customer
data, and a customer account that saves the finance application
for review, edit or withdrawal.
5. Measure Your Advertising
Many dealers are enhancing sales performance and reducing
cost per unit sold by measuring the effectiveness of their advertising campaigns with innovative call tracking and monitoring
tools. This priceless information allows dealers to clearly see
which ads are the least productive and which ads generate the
most leads for the money. They rely on this intelligence technolo-
gy to powerfully manage leads by utilizing a unique toll-free
number with each targeted ad campaign that allows them to
analyze results and micro-manage information about each initiative.
The implementation of any one of these ideas could have an
immediate impact on your costs. By considering all of them,
dealers can build a successful formula for weathering these current challenging selling conditions and setting up their dealerships for future growth.
RAPID LINK IS PROUD TO BE A PARTNER OF THE METRO ATLANTA AUTOMOBILE DEALERS ASSOCIATION.
In support of all MAADA members and all that you do, Rapid Link would like to announce
a preferred pricing program for your telephone and internet needs. Call today for a free
consultation and to experience savings up to 30% compared to your existing services.
Call 404.303.9900 • email: sales@rapidlink.com • website: www.rapidlink.com
19
Call Maureen Brown at 800.679.8807 x 906 or
visit www.autocount.com for more information.
20 www.maada.com
21
During recent months, True Oldies 106.7 FM has really
climbed up the Arbitron radio ratings chart and now has
a large audience of both young and old listeners throughout Metro Atlanta and the state.
Veteran radio deejays Spiff Carner and
Freddie Brooks recently joined together to
host the “Spiff and Fred Morning Show”
from 6:00 – 10:00 a.m. on weekdays.
Their show includes many entertaining features, such as “Spiff Happens,” as well as
steady flow of popular rock hits from the
sixties and seventies.
An ON THE MOVE reporter recently met
up with the two radio jocks to talk about
their first new cars.
“Okay, I’m going to admit something here
that may shock you. I am a son-of-a-cardealer,” said Spiff. “My dad was a manager at both a Ford dealer and Chevrolet
dealer while I was growing up.”
With his dad working at the Ford dealership at the time it was only natural that his
first new car was a Ford. He purchased a
popular saddle bronze metallic Mustang in
1973 after finishing a tour of duty in the
U.S. Air Force.
his wife and daughter each have an HHR.
Freddie Brooks’ first new car was a red
and black 1973 Plymouth Gold Duster that
he purchased from the only dealer in
Cherokee, Iowa. The 21 year old made
his first purchase after receiving his first
radio job at KCHE-AM in Cherokee.
22 www.maada.com
Freddie currently drives a 2008 Ford Sport
Trac that he bought at Loganville Ford.
“It cost $2,300.00 and was all that I could
afford at the time,” commented Brooks.
Freddie didn’t hesitate to customize
his new vehicle,
and laughed when
he said, “After I
jacked it up and
added Cragar
rims, I would
sit at the lights
Spiff picked this model because “I wanted
something really sporty. I wanted something cool. I had always liked Mustangs
and in high school I had driven the family
’65 Mustang Convertible. I actually
belonged to the local ‘Mustang Club’ back
in the late 60’s.”
Carner and his family currently sit behind
the wheels of Chevrolet products. Spiff
drives a 2002 Trailbrazer LTZ that he purchased from Tom Jumper Chevrolet, while
on the loop and get ready to drag the car
next to me. My car looked fast, but when
the light changed the surprise was that it
only had a slant 6 for an engine. That
made everyone laugh.”
Spiff’s 1973 Mustang
A proud
Freddie and
his new
Gold Duster.
MAADA Charity
Golf Tournament
Salvation Army
for
Scheduled for September 14th
A SALVATION ARMY
SUCCESS STORY
As title sponsor of the Salvation Army’s
2009 Charity Golf Tournament, the Metro
Atlanta Automobile Dealers Association
(MAADA) has risen to the
challenge and stepped up in support of
disadvantaged children in their community. MAADA’s support allows The
Salvation Army Boys and Girls Clubs of
Greater Atlanta to provide much needed
homework assistance and personal development programs.
“As this year’s tournament, to be held
Monday, September 14, at TPC
Sugarloaf, approaches, The Salvation
Army invites the members of the Metro
Atlanta Automobile Dealers Association to
partner with us in our efforts to better the
lives of local youth.” Major James Seiler,
The Salvation Army Metro Atlanta Area
Commander.
Hole sponsorship and other opportunities
are still available. TPC Sugarloaf offers
27 holes of magnificent golf designed by
iconic golfer and celebrated golf course
architect Greg Norman, as well as an
array of amenities.
Deadline for registration and payment is
August 28, 2009. Contact Andy
Copassaki at
andy_copassaki@uss.salvationarmy.org,
or at 404.210.7402.
The Salvation Army thanks MAADA and
all the sponsors and participants of the
2009 MAADA Charity Golf Tournament.
24
To those who know her, Telisha Tanner
was already a winner. Now it is official.
The long-time member of the The
Salvation Army Bellwood Boys and Girls
Club has been selected as the Club’s
Youth of the Year, an accomplishment that
has earned her $500 towards school
supplies and a chance to compete for the
state, regional and national Youth of The
Year Award.
Telisha, a Frederick Douglass High School
senior is a positive role model for today’s
young people. With her mother in rehab
and father still drug addicted, Telisha who
was raised by her grandmother, who
passed away only six months ago, has
never lived in the same home as her two
brothers for any extended length of time.
Nevertheless, her broken home life never
destroyed Telisha’s spirits.
In her Youth of the Year Competition
Speech she attributed much of her success and accomplishments to her involvement in the Bellwood Boys and Girls
Club, stating “The Boys and Girls Club
means a lot to me…The Club offers a lot
of programs for me to choose from…It
keeps me out of trouble and off of the
streets.” With a 3.6 GPA, Telisha’s scholarship winnings will assist her as she studies nursing at Tuskegee University in the
fall.
Today, more Atlanta families than ever
live with the uncertainty of job security,
lack of adequate nutrition, poverty, poor
education, rising home costs, substance
abuse, mental health issues and homelessness. The Salvation Army Boys and Girls
Clubs of Greater Atlanta are helping hundreds of struggling families by providing
safe, affordable, enjoyable, and educational programming for children from economically disadvantaged households.
Situated in a number of Atlanta’s most
impoverished communities, The Salvation
Army Boys and Girls Clubs of Greater
Atlanta’s programs serve a membership
of over 2000 area youth (ages 6-18),
and touch the lives of an additional 2600
youth through community outreach activities.
Open year-round, Monday-Friday, each
of its five Clubs offers an array of educational, character building, arts and culture, sports, and career development programs. Run by trained youth development
professionals the Clubs offer at-risk youth
access to adults who respect and listen to
them; a safe environment where they can
have fun and be themselves; and interesting, constructive activities that channel
youthful energy into challenging pursuits.
Like many of The Salvation Army’s recent
clients and local funders, The Salvation
Army is feeling the pinch of these tough
economic times. As the economy tightens
the demand for our programs and services grow, while grants and operational
funding has diminished.
EnAble
EnAble Celebrates
itsanniversary
30 Anniversary
th
th
This year marks EnAble of Georgia, Inc.’s 30 anniverth
sary of providing caring service for individuals with
developmental disabilities. We are immensely proud to
celebrate this milestone in our history.
In 1979, a group of mothers gathered
around a kitchen table with hopes of
opening two homes in Roswell, Georgia
for their adult children with developmental disabilities. They never imagined that
30 years later, the organization they
founded would have 20 homes in the
metro Atlanta area, three Day Service
areas in which those served do contract
work for local businesses, engage in
meaningful recreational activities, and
receive ongoing support from Job
Coaches regarding their community
employment.
EnAble has gone through many changes
over the past 30 years, including name
changes, but one thing has always stayed
the same – keeping true to our mission to
provide the best possible services for the
individuals we serve.
Of course, these services depend not only
on the hard work of our staff and volunteers, but they require significant funding,
as well.
This year brings many financial challenges to EnAble. While we have worked
hard to reduce expenses, it seems like we
take a step forward and get pushed back
two more.
One of our top goals for 2009 was
Community Inclusion. We have developed
a Community Engagement Program that
will serve to empower the greater Atlanta
community to be more inclusive of people
with disabilities. In addition, there are
currently 6,730 individuals with disabilities in the state waiting to receive services. This program will allow EnAble to
help more of those in need of the type of
services we offer.
A few of our community engagement
objectives are as follows:
• Expand overall public
awareness of inclusion, resulting in
increased comprehension of the
barriers to inclusion, the value of
inclusion, and strategies to achieve
greater inclusion.
• Increase the development and
use of best practice strategies to
promote inclusion in a broad range
of areas, including but not limited
to: schools, businesses, recreation
and leisure activities, community
organizations, and neighborhoods.
• Engage new partners from a
wide range of interest areas, and
supply them with the tools and
knowledge that will enable them to
promote and facilitate inclusion in
their respective areas.
We hope this will allow us to open more
doors by visiting with local companies
and organizations to talk about what we
do and how they can assist us by volunteering their time and in-kind services,
among other benefits. If you can help
open a door for us, it would be immensely valuable to the people we serve, and
to the companies with whom we would
like to partner.
We also have several events planned for
the remainder of 2009 and into 2010 for
you to mark on your calendar:
• EnAble Inaugural Wine Auction
– July 30, 2009
• 16th Annual EnAble Golf
Classic – September 15, 2009
• 8th Annual EnAble Trends &
Traditions Fashion Show –
November 6, 2009
• 22nd Annual EnAble Gala
Celebration – March 6, 2010
If you would like to receive more information about EnAble, please email DeAnn
Rauth at drauth@enablega.org and
you will be added to our email list if you
wish. You may also call DeAnn at
678.468.9980.
Thanks again to Shayne Wilson and
Metro Atlanta Automobile Dealers
Association for 15 years of loyal support
to and friendship with EnAble. We greatly appreciate your continued support of
our annual Golf
Classic.
25
While many area nonprofits are cutting staff, retrenching on
programs and cutting client services, Atlanta-based Camp Twin Lakes
(CTL), which serves children with serious illnesses and life challenges,
is now serving 1,000 new campers.
CTL officially opened Camp Will-A-Way, in Winder, Ga. at a June
4, 2009 ribbon-cutting ceremony.
“This is a remarkable achievement in a recessionary economy,” said
Camp Twin Lakes Executive Director Eric Robbins. “Funders loved
the idea of revitalizing Camp Will-A-Way, knowing that their gift
would have immediate impact. One thousand more kids will now
experience independence, confidence and the simple pleasures of
summer in a camp uniquely equipped to meet their special needs.”
CTL-Camp Will-A-Way, located inside Fort Yargo State Park, was
built in the 1970’s to serve children and adults with disabilities.
Lacking adequate funds, the state property had fallen into disrepair
over the years. Now, in a unique cooperation agreement with the
Georgia Department of Natural Resources, Camp Twin Lakes, has
renovated the 53-acre lakefront property, expanding its recreational
and therapeutic programs by 43 percent for the 2009 camp season.
A lead gift of $1.5 million from the Joseph B. Whitehead
Foundation launched CTL-Will-A-Way’s Phase I renovation plan that
included remodeling eight of the 16 camper building, and
upgrades to the dining hall, security, plumbing and
communications systems.
Attendees at the June 4 ribbon-cutting ceremony toured
the newly renovated camp facility, have lunch in the dining hall and interacted with campers of Camp Twitch &
Shout -- a week long summer camp program for kids with
Tourette Syndrome through CTL’s Partnership with the
Tourette Syndrome Association of Georgia.
Included among the guests were George Thompson III,
Mayor of Winder, Georgia; Rep. Terry England (R-Auburn),
Commissioner Chris Clark, State Department of Natural
Resources; and Wally Woods, Chief of Operations, Parks,
Recreation & Historic Sites Division Georgia Department of
Natural Resources, and Shayne Wilson, President, Metro
Atlanta Automobile Dealers Association.
There was also a special appearance by Brad Cohen, the
26 www.maada.com
award-winning Cobb County high school teacher whose life struggle with Tourette Syndrome inspired “Front of the Class,” a Hallmark
Hall of Fame movie about overcoming disability. Camp Twin Lakes
board members will also be on hand to celebrate the opening of
CTL-Will-A-Way.
“The need for Camp Twin Lakes is immense, and it will continue to
grow,” noted Doug Hertz, CTL’s founder. “There are only so many
days and weekends each year. Because we want to serve as many
children as possible, we had to increase capacity. We’re so excited
that Camp Twin Lakes’ Will-A-Way makes our vision a reality.”
For more information about Camp Twin Lakes, please call
404.231.9887 or visit www.camptwinlakes.org.
AUTOSHOPPER
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AUTOSCOOP
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• Sports: ACC Football and SEC Basketball
• Four consecutive hours of popular Judge programming
For more information, contact John Pedevilla at (404) 728-4621.
SCHEDULE OF CLASSES
JULY 7-10
BODY
STANDOX PAINTER CERTIFICATION
JULY 9
SALES
PERSONAL BUSINESS DEVELOPMENT
JULY 10
SALES
HANDLING INCOMING SALES CALLS
JULY 13-17
SALES
PROFESSIONAL SELLING SKILLS
JULY 14-16
BODY
SPIES HECKER LEVEL 2 PAINTER TRAINING
JULY 20-23
BODY
PAINTLESS DENT REMOVAL
JULY 20-30
SERVICE
PROFESSIONAL LUBE/SAFETY INSPECTION & HEAT & A/C TECHNICIAN
AUGUST 4-5
SERVICE
SERVICE ADVISOR TRAINING
AUGUST 4-6
BODY
SPIES HECKER LEVEL 2 PAINTER TRAINING
AUGUST 10-14
SALES
PROFESSIONAL SELLING SKILLS
AUGUST 12
BODY
PROFESSIONAL DETAILING
AUGUST 18
SALES
PROFIT BUILDING PRESSENTATIONS
AUGUST 18-19
BODY
STANDOX PAINTER CERTIFICATION
AUGUST 20
SALES
NEGOTIATING FOR GROSS
AUG. 24-SEPT 4
SERVICE
PROFESSIONAL LUBE/SAFETY INSPECTION & BRAKES TECHNICIAN
SEPTEMBER 10
MANAGEMENT
USED VEHICLE MANAGEMENT
SEPTEMBER 11
SALES
SELLING USED VEHICLES
SEPTEMBER 14
SALES
PROFESSIONAL SELLING SKILLS
SEPTEMBER 15-18
BODY
STANDOX PAINTER CERTIFICATION
SEPT 28-OCT 9
SERVICE
PROFESSIONAL LUBE/SAFETY INSPECTION & ELECTRICAL TECHNICIAN
All Atlanta classes will take place at 440 Interstate North Parkway. Classes are subject to change.
For registration or more information, please call 770-916-1741.
28 www.maada.com