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Workshop Archive 2016

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Which Government Agencies are Targeting Auto Dealerships… And How to Reduce Your Exposure

Featuring: Max Zanan: from Total Dealer Compliance

Air Date: November 17, 2016 
Program Length: 60 Minutes
SKU: DKK3

Discover the Top Areas for Enforcement and Penalty Currently Costing Other Dealerships a Bundle! High Risk Areas for All Dealership Departments.

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Pay Per Click- How it Works- Basics of a Properly Managed PPC Campaign

Featuring: Chris Hill of Aronson Advertising

Air Date: November 3, 2016 
Program Length: 60 Minutes
SKU: DKK1

In the world of "Search" and even more so in the portion of that world know as "PPC", or Pay Per Click, the only constant is change.

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How to Forecast & Budget for a Potential Downturn

Featuring: Mark Ludwig of the ACAR Report

Air Date: October 27, 2016

Program Length: 60 Minutes
SKU: DKJ4

It's time to study how to forecast and budget for success even if the car market weakens in the next yearly cycle.
Forecasting for a rising market has always been a bit easier… But…are we due for a reversal? Should that be part of your planning process?

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How to Strap a Rocket to Your Service Department

Featuring: Don Tipton

Air Date: October 18, 2016 
Program Length: 30 Minutes
SKU: DKJA 

Don Tipton says that the average 12-technician service department can add over $600K in Gross Profit by effectively addressing 10 service operation pain points

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How to Effectively Use Video on Tablets in the Sales Process

Featuring: Bruce Polkes and Mark Pantages of Intellacar

Air Date:  October 13, 2016
Program Length: 60 Minutes
SKU: DKJ2 

Tablets in the showroom to aid in the sales process are now commonplace and effective. Join this online workshop to learn from a couple of pros just what you can easily accomplish creating and using videos in your sales process.

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How to Find, Hire and then Keep Highly Productive BDC Reps

Featuring: Joni Stuker

Air Date: September 29, 2016 
Program Length: 60 Minutes
SKU: DKI5 

The tasks of your BDC require some special skills and temperaments. Recruiting the right person, with the base skills, personality traits and ability to learn can be difficult.
Join Joni Stuker as she presents a plan for building a strong and productive BDC… stocked with the best BDC reps available.

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What Used Vehicles You Should Inventory to Maximize Sales & Profits

Featuring: Steve Nickelsen of Nickelsen/DealersEdge

Air Date: Spetember 22, 2016 
Program Length: 30 Minutes
SKU: DKI4

If you do not have the vehicles your used car customers want… it's obvious that you are just not going to make the sale… somebody else will!

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How to Use the Power of the Dealership's Career Site to Attract Talent and Reduce Costly Turnover

Featuring: Kevin Baumgart of Hireology

Air Date: September 8, 2016 
Program Length: 60 Minutes
SKU: DKI2 

The $370k Profit-Add Back Your Dealership Isn't Thinking About

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Innovative Techniques for Recruiting and Keeping Service Technicians

Featuring: Greg Criss

Air Date: August 18, 2016 
Program Length: 60 Minutes
SKU: DKH3

IIf you are having a difficult time…


•Finding qualified technicians
•With technician attrition
•Keeping "D" and "C" skilled techs
•Overpaying for skill level and production


…then this workshop is for you!

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How to Turn Balance Sheet Profits into Hard Cash

Featuring: Brooke Samples

Air Date: August 11, 2016 
Program Length: 60 Minutes
SKU: DKH2 

Your Balance Sheet may influence the interest rates you pay or it may be difference between getting another dealership. 

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Cybersecurity - Evaluating Risk & Protecting Your 

Featuring: Joe Riccie CPA & Seth Danberry of Withum Smith & Brown

Air Date: August 4, 2016 
Program Length: 60 Minutes
SKU: DKH1 

Phishing, Spear-Phishing, Watering Hole Attacks, Ransomware, Man-in-the-Middle Attacks, Malware, Hacking, SQL Injections - Do you feel a headache coming on?

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How to Protect the Dealership Against Sudden DMS Price Increases and Policy Changes

Featuring: Paul Gillrie

Air Date: July 21, 2016 
Program Length: 60 Minutes
SKU: DKG3 

Sudden and unexpected price increases in Canada are often the precursor to the same in the U.S. according to Paul Gillrie. DMS policy changes also cause concern.

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How to Strap a Rocket to Your Used Car Department

Featuring: Steve Nickelsen

Air Date: Tuesday July 19, 2016

Program Length: 60 Minutes
SKU DKGA


"…50 to 75% fail to fully capitalize on their used car potential." Steve Nickelsen

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Accounting Office Consolidation for Multi-Location Dealer Groups

Featuring: Jodi Kippe & Kara Perkins from Crowe Horwath

Air Date: June 16, 2016 
Program Length: 60 Minutes
SKU DKF3 

Explore the efficiencies and improved reporting that are possible via accounting office consolidation for multi-location dealer groups. Learn tactics successfully in use by other groups.

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Service Price vs Value: How to Win Over Your Customers and Your Service Advisors

Featuring: Rob Campbell

Air Date: June 2, 2016 
Program Length: 60 Minutes
SKU: DKF1

Convincing your Service Customers that your dealership offers fair pricing and exceptional value is an everyday task… made more difficult when your own staff is not convinced. If the SA is not a believer, the customer is not likely to be joining in.

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Prospecting: How to Generate 1/3 of Your Monthly Sold Vehicles from this Category

Featuring: Joni Stuker

Air Date: May 19, 2016 
Program Length: 60 Minutes

SKU DKE3

You hope sales reps and your BDC are successfully capturing leads via Prospecting Techniques… But are they? Joni Stuker shares her favorite strategies for improving performance in this vital lead category.
Whether you are a Sales Rep on the Showroom Floor, or a BDC rep in the call center, you will benefit from these tried and tested approaches to prospecting for sales leads. Need more leads… here they are! Let's think outside the box!

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"Geo-fencing" Offers Auto Dealers Amazing Access to Cell Phones of Customers and Prospects

Featuring: John Possumato of Automotive Mobile Solutions

Air Date: May 5, 2016 
Program Length: 60 Minutes

SKU DKE1

Provides the ability to connect with customers and prospects within a defined geographical area… Great for bringing them back into your store. Does not required an installed APP on their phones. Learn how you can employ this amazing technology.

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How to Increase Sales and Profits from CPO Vehicles

Featuring: Jim Flint

Air Date: April 7, 2016 
Program Length: 60 Minutes

SKU DKD1

How technology can help beat the competition in Certified Pre-Owned Market

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How to Avoid Physical Parts Inventory Horror Stories

Featuring: Mike Nicholes

Air Date: March 24, 2016 
Program Length: 60 Minutes
SKU: DKC4 

How and Why to Adopt a Perpetual Inventory System and Process

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Tips on How and Why to Hire Millennials (Gen Y) for Your Auto Group or Store

Featuring: Kevin Baumgart

Air Date: March 17 2016
Program Length: 60 Minutes

SKU DKC3

Born in the last 20 years of the 20th Century, this generational cohort presents both opportunities and challenges for today's auto groups. Get some advice and guidance from a pro!

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7 Absolutely Essential Service Management Key Indicators

Featuring: Rob Campbell

Air Date: March 10, 2016 
Program Length: 60 Minutes
SKU: DKC2

Service Management Key Indicators that, when monitored carefully and heeded…. yield impressive results and record-breaking profit performance.

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How, Why & When to Create Your Own Captive Insurance Company

Featuring: Kevin Gilbreath, CPA, CFP Senior Tax Mgr at Crowe Horwath LLP

Air Date: March 3, 2016
Program Length: 60 Minutes 
SKU DKC1 

What are the Expanded Benefits provided by recent changes in the law?...&… Is a Captive Insurance Company right for you? (Will apply to U.S. Law Regulation only.)

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Independent Auto CRMs vs. DMS CRMs? How to Make an Informed Choice… Which is a Better?

Featuring: Stefan Drechsel of The Paul Gillrie Institute

Air Date: February 25, 2016
Program Length: 60 Minutes

SKU DKB4

CRMs are a vital part of your sales and customer relationship efforts. But they also have many moving and interrelated parts…making choices difficult to analyze…

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Expense Control…When Sales are Soaring… Many Lose Focus on Controlling the Controllable

Featuring: Brooke Samples of Profit Blueprints LLC

Air Date: February 18, 2016
Program Length: 60 Minutes
SKU DKB3 

When Sales and Profits are plentiful, it's easy to get your attention diverted from the basics of expense control and its ultimate impact on profits.

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Advanced Body Shop Management - Focusing on Marketing and Profits

Featuring: Gary Edwards, President of Edwards & Assoc Consulting

Air Date: February 11, 2016
Program Length: 60 Minutes
SKU: DKB2 

Modern Process is important… but to complete the picture of a healthy dealership body shop, the manager must know where profits come from and how to get more.

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The Service Pricing Challenge: How to Leverage Your Competitiveness for Marketing & Retention Success

Featuring: Les Silver, Partner at The KEEPS Corp - ROAMS

Air Date: January 21, 2016
Program Length: 60 Minutes
SKU: DKA3

First… Price it Right! Service pricing is seldom straight forward or easy to understand… especially for the less knowledgeable customer.

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How Your Dealership Business Plan May be Eroding the Value of Your Automotive Enterprise

Featuring: Stuart McCallum & Steve Schumacher, ASA, CPA from Crowe Horwath LLP

OAir Date: January 14, 2016
Program Length: 60 Minutes
SKU DKA2 

This is NOT just a Buy/Sell issue… Having a Business Plan that makes your automotive enterprise worth more and more, year after year, is important even if you never plan to sell!

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