Digital Dealer - March 2019 - 15

Road Trip to DD26 | April 9-11, 2019 | Orlando

see our guests every day. We need to
understand that when we get it right
from a guest-service standpoint, we
all reap the reward. So, I'm working
on a way where service could share
in any sales plateaus or objectives
that we set forth because they play a
big part in that.
DEALER MAGAZINE: You will be
presenting a breakout session with
David Villa at the upcoming Digital
Dealer conference in April. Why
should dealers attend this session,
and what can they expect to take
away from it?
BRAD: Our session will be
focusing on what I call the lead
we can't see. The showroom has
now become a fulﬁllment center.
That's because all the action now
is happening behind the scenes
online. Yet dealerships still have
their top-line talent managers and
high payroll employees overseeing
the showroom, where not much is
happening.
My talk will be about that
paradigm shift. Why put your
major talent on leads you can't
see? Granted, BDCs play a very
important role in what we do.
But they don't have the problemsolving skills of an experienced sales
manager. The BDC puts the ball on
the tee and the sales team hits the
ball. That's why I want my most
talented and most experienced,
involved in the ﬁrst couple of steps
in the sale, online, and not at the
end.
Again, I must give credit to
Mike Udell. He opened my eyes
to this, and we've been diligent
on it this year. We talk about it
constantly, and I'm expecting what
my managers are doing behind
the scenes is exactly what I just
suggested.
DEALER MAGAZINE: Thank you,
Brad, for your insight and time. We
look forward to seeing you at the
conference. ■

Featured 2-Part In-Depth Session:

How to Elevate Your Sales
to the Next Level: Creating
a Business Development
Dealership
In 2019, dealers are focused on one thing and
one thing only: taking their dealership to the
next level. In a panel discussion at Digital
Dealer 26, David Villa, Brad Wise, and Joe
Cala will go over the ins and outs of how to do
just that. With a combined experience of over
sixty years in the automotive industry, David,
Brad, and Joe will share the tips, tools, and
tricks that they have learned over the years to
maximize their sales. Covering every aspect
from executing a sales game plan to creating
a positive sales culture, this session will show

PRESENTERS:
BRAD WISE
General Manager,
Ferman Chevrolet
Mazda

how to eﬀectively elevate your sales team to
the next level, and keep them there for good!
Takeaways:
 Execute a sales game plan with your
management, sales, and BDC/Internet
sales team.
 Learn how a positive sales culture
translates into a positive dealership
experience for customers.
 Set expectations for your team that
will increase your closing ratio.

JOSEPH CALA
Vice President of Sales &
Operations,
Auto Dealer University

Learn more about DD26 here:
www.digitaldealer.com/Conference

DAVID VILLA
CEO,
IPD

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

MARCH 2019

15
http://www.digitaldealer.com/Conference http://www.DIGITALDEALER.COM
Digital Dealer - March 2019

Table of Contents for the Digital Edition of Digital Dealer - March 2019
