NEW JERSEY Dealer News by NIADA

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DEALER NEWS

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N E W J E R S E Y I N D E P E N D E N T AU T O M O B I L E D E A L E R S A S S O C I AT I O N

O C T O B E R / N O V E M B E R 2 0 17

DOES YOUR SALES PROCESS

MEASURE UP? Time to Fine Tune PAGE 14

DALLAS, TEXAS Permit No. 2079

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INSIDE INSIDE

06........... Tips to Secure Vehicle Service Contract Financing 06............................................................Advertising Smarter 07...................................................................Know Your DNA 08............................................................................. 700Credit 10.............................................Warranty Advantage Program 14...............................Does Your Sales Process Measure Up?

WHAT’S NEW

NATIONAL POLICY CONFERENCE SESSIONS CATCH THEM ON NIADA.TV

Get caught up on the latest national regulations on the NIADA.tv Compliance/Legal channel! There was an impressive lineup of federal compliance and regulatory educational sessions during the recent National Policy Conference in Washington, D.C., including updates from the FTC, CFPB, and Small Business Administration. These sessions will be available for viewing on NIADA.tv October 16.

ADVERTISERS INDEX

AmTrust..................................................................................IFC Auto Auction of New England............................................. IBC Auto Use...................................................................................9 Black Book................................................................................3 CarMax Auctions......................................................................7 Manheim.................................................................................11 Manheim New York..................................................................5 NextGear Capital....................................................................12 VAuto....................................................................... Back Cover

OFFICE

For information on how to become a member, please contact Paula Frendel: 855.694.2324 or njiada.pfrendel@gmail.com

NIADA HEADQUARTERS NATIONAL INDEPENDENT AUTOMOBILE

DEALERS ASSOCIATION WWW.NIADA.COM • WWW.NIADA.TV 2521 BROWN BLVD. • ARLINGTON, TX 76006-5203 PHONE (817) 640-3838 The New Jersey Dealer News is published bimonthly by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203. Periodicals postage paid at Dallas, TX and at additional offices. POSTMASTER: Send address changes to NIADA State Publications, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the authors and do not necessarily represent the views of New Jersey Dealer News or NIADA. Likewise, the appearance of advertisers, or their identification as members of NIADA, does not constitute an endorsement of the products or services featured. Copyright © 2017 by NIADA Services, Inc.

STATE MAGAZINE MGR./SALES

Troy Graff • troy@niada.com EDITORS

Jacinda Timmerman • jacinda@niada.com Andy Friedlander • andy@niada.com MAGAZINE LAYOUT

Christopher Hanley • chris@niada.com PRINTING Nieman Printing

2017 MEMBER DISCOUNT BOOK 2 0 1 6 M E M B E R D IS C O U N T B O O K $5,000 IN AUCTION DISCOUNTS

2016 M EM B ER D ISC OU N T B OOK BUY FEE ONE PER MONTH INER AUCTION 2016 $5,000 M EM$50 B D ISCDISCOUNTS OU N T B OOK Long IsLand

new Jersey

syracuse

$5,000 IN AUCTION DISCOUNTS

(TWO) $100 OFF BUY FEE / (TWO) $100 OFF SELL – PER TOTAL $400 FROM EACH AUCTION = TOTAL $1,600 $50 BUY FEEFEE ONE MONTH Long IFEE sLand new Jersey $50 BUY ONE PER MONTH

syracuse

(TWO) $100 OFF BUY FEE / (TWO) $100 OFF SELL FEE – TOTAL $400 FROM EACH AUCTION = TOTAL $1,600 Long IsLand$50 OFFnBUY ew Jersey syracuse BLOOMBERG AUTO AUCTION – (TWO) FEE (TWO) $50 OFF SELL FEE

(TWO) $100 OFF BUY FEE / (TWO) $100 OFF SELL FEE – TOTAL $400 FROM EACH AUCTION = TOTAL $1,600 BSC AMERICA, BEL AIR, MD – $50 OFF REGISTRATION BLOOMBERG AUTO AUCTION – (TWO) $50 OFF BUY FEE (TWO) $50 OFF SELL FEE

BLOOMBERG AUTO AUCTION – (TWO) $50 OFF BUY FEE (TWO) $50 OFF SELL FEE BSC AMERICA, BEL AIR, MD – $50 OFF REGISTRATION BUFFALO AUTO AUCTION – $100 OFF BUY FEE / $100 OFF SELL FEE

GARDEN T OFF REGISTRATION BSC AMERICA, BEL AIR, MD SP – $50 Auto Auction YO UR PR OF SP IT OT

GARDEN SPOT AUTO AUCTION – (FIVE) $50 OFF BUY FEE BUFFALO AUTO AUCTION – $100 OFF BUY FEE / $100 OFF SELL FEE

GARDEN SP T Auto Auction

YO UR PR OF SP IT OT

BUFFALO AUTO AUCTION – $100 OFF BUY FEE / $100 OFF SELL FEE MANHEIM ALBANY – $100– OFF BUY/ $100 GARDEN SPOT AUTO AUCTION (FIVE) $50 OFF SELL BUY FEE

GARDEN SP T Auto Auction

YO UR PR OF SP IT OT

GARDEN SPOT AUTO AUCTION – (FIVE) $50 OFF BUY FEE MANHEIM ALBANY $1007-DAY OFF BUY/ $100 SELL MANHEIM NEW JERSEY – 1–FREE POST SALE INSPECTION MANHEIM ALBANY – $100 OFF BUY/ $100 SELL MANHEIM NEW JERSEY –NEW 1 FREE 7-DAY POST SALE INSPECTION MANHEIM NEWBURGH, YORK – $100 OFF BUY/ $50 SELL MANHEIM NEW JERSEY – 1 FREE 7-DAY POST SALE INSPECTION MANHEIM NEWBURGH, NEW YORK$50 – $100 $50 SELL MANHEIM NEW YORK SKYLINE – (TWO) OFF OFF BUY BUY/ / (TWO) $50 OFF SELL MANHEIM NEWBURGH, NEW YORK – $100 OFF BUY/ $50 SELL MANHEIM NEW YORK SKYLINE – (TWO) – $50 OFFBUY/ BUY $100 / (TWO) $50 OFF SELL MANHEIM PENNSYLVANIA $100 SELL MANHEIM NEW YORK SKYLINE – (TWO) $50 OFF BUY / (TWO) $50 OFF SELL MANHEIMMANHEIM PHILADELPHIA – (TWO) $50 OFF BUY (TWO)SELL $50 OFF SELL PENNSYLVANIA – $100 BUY// $100

MANHEIM PENNSYLVANIA – $100 BUY/ $100 SELL MANHEIM PHILADELPHIA – (TWO) $50 OFF BUY / (TWO) $50 OFF SELL ROCHESTER CENTRAL AUTO AUCTION – $200 OFF BUY FEE; $200 OFF SELL FEE; ENTRY FEE ($35) MANHEIM PHILADELPHIA – (TWO) $50 OFF BUY / (TWO) $50 OFF SELL ROCHESTER CENTRAL AUTO AUCTION – $200 OFF BUY FEE; $200 OFF SELL FEE; ENTRY FEE ($35) ROCHESTER SYRACUSE AUTO AUCTION – ONE FREE BUY / ONE FREE SELL NO LIMIT ROCHESTER CENTRAL AUTO AUCTION – $200 OFF BUY FEE; $200 OFF SELL FEE; ENTRY FEE ($35) ROCHESTER AUCTION – ONE FREE BUY / ONE SELL NO LIMIT STATE SYRACUSE LINE AUTO AUTO AUCTION – 12 MONTHLY COUPONS FORFREE REGISTRATION

$5,000 in Auction Discounts! Buy and Sell Fees...SAME AS CASH! ROCHESTER SYRACUSE AUTO AUCTION – ONE FREE BUY / ONE FREE SELL NO LIMIT PLUS...$4,000 in Vendor Coupons! STATE LINE AUTO AUCTION – 12 MONTHLY COUPONS FOR REGISTRATION

$5,000 in Auction Discounts! Buy and Sell Fees...SAME AS CASH! STATE LINE AUTO AUCTION – 12 MONTHLY COUPONS FOR REGISTRATION PLUS...$4,000 in Vendor Coupons! $5,000 in Auction Discounts! Buy and Sell Fees...SAME AS CASH! PLUS...$4,000 in Vendor Coupons!

For complete membership information please visit vwww.newjerseyiada.org 4

DEALER NEWS October/November 2017

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ACCELERATE

BY GWC WARRANTY

TIPS TO SECURE VEHICLE SERVICE CONTRACT FINANCING How to Convince and Reassure Lenders

If you’ve heard it once, you’ve heard it a million times: “There’s no room on this deal for a vehicle service contract.” It’s a struggle so many dealers face when trying to secure the funding for not just the vehicle sale but also back end F&I products. But there’s no need to fret. Knowing some tricks of the trade can help you convince lenders of the value of a vehicle service contract while also reassuring them that including one on the deal won’t diminish their chances of receiving regular payments. Ask multiple times. Sometimes, all it takes to get a lender on board with funding a service contract is to ask again. If the initial reaction is a “no,” you can remind your lender why a service

contract is beneficial to them and ask again if it’s possible to find a touch more for the back end. Show a Certified checklist. A lender’s primary concern is ensuring they continue to get paid. Nothing can stop that more quickly than a broken down vehicle. Don’t be afraid to show a hesitant lender the checklist from your Certified program to help get them over the edge and on board with a service contract on the deal. It will demonstrate the effort you put into reconditioning and make the lender more comfortable with the quality of the vehicle. Provide protection from delinquencies. Like you and your lender know, a broken down vehicle usually leads to a broken down loan. And what better way to keep a vehicle on the road than a service contract that protects customers from budgetbusting repair bills. Remind your lenders of this fact when attempting to secure back end funding. Stress the importance of protecting subprime customers. One objection you might hear is a customer’s credit score is preventing you from securing additional funding. In this case, you can reference the tight monthly budgets of many subprime customers

as further evidence a service contract is needed. It’s assurance that an already tight budget won’t get tighter because of an unexpected repair, hence keeping the payments rolling into your lender. Build a great relationship. The more you and your lender work together and succeed on deals with a service contract, the more confident you will get with each other. And the more confident you are with each other, the better the prospects for a prosperous and profitable future together. Highlight for your lenders that making a deal work today could lead to many more deals down the road.

MARKETING MATTERS

BY KATIE BARTH

ADVERTISING SMARTER Focusing Ad Spend Where It Counts

2016 was a record year for the automotive industry. After a year of great sales, many dealers are left with a big question: what’s next? We all know the importance of digital advertising, but many spent 2016 just checking the boxes of search, display, and social advertising. The true test comes from a potential customer’s simple search. Is your dealership showing up when they’re looking for you? Advertising successfully online starts with strategy. Far too often we hear things like, “My budget is too small,” “We don’t see

DEALER NEWS October/November 2017

much ROI with our ads,” or “We’re competing against a huge dealership down the street – our budget doesn’t allow us to keep up.” Sure, budgets are important, but how you spend them makes all the difference. Advertise the Cars that Need it Sounds simple, right? When it comes to execution, many find it difficult. Think about the vehicles on your lot right now. How many have been there 60 days or more? Which ones are you advertising? Why did you pick that vehicle over the one you’ve had for two weeks with little engagement? What about the hottest car of the season that’s getting all of the page views? All inventory is not created equally. Focus your spend on the cars that need the boost. Do you have 10 silver sedans on your lot? Spotlight those over the hot rod you’ve had for three days. The hot rod will inevitably sell itself. Focus on the vehicles that need the boost and you’ll see big results. Strategy in Media Buying The average car shopper spends 75 percent of their product search time on the Internet. Google, Bing, Facebook, Instagram, YouTube, Waze, and the list goes on and on! Successful spending – and advertising – lies in the ability to determine which platform is the most relevant for your target audience and the vehicle you’re advertising.

Is your zip code a heavy-traffic area? Hit the customers looking for a route around the traffic with Waze. Wanting to boost your fixed operations sales? Serve an ad for a discounted oil change to the DIYers searching for oil change how-to’s on YouTube. Focus on the Customer Now that you’ve determined what and where to advertise, it’s time to focus on the customer. It wouldn’t make sense to serve an ad for a sports car to a mom of three watching YouTube videos for installing car seats, but often the focus is more on getting the ad out there than strategy in who the ad is being shown to. Connect the dots between your stocking and advertising, and make sure you’re hitting the right audience with the right message. Instead of worrying about how many zeroes are in your budget, focus your efforts on your strategy. Everyone is checking the boxes of digital advertising, but very few are focused on the details. If your focus is where it should be – the right inventory, the right place, and the right customer – even the smallest dealerships can compete with the large stores for the sale. Set your dealership up for success with strategy! KATIE BARTH is the senior marketing manager at PureCars.

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MANAGEMENT MATTERS

BY MICHAEL WATERMAN

KNOW YOUR DNA

Dealership’s Natural Ability

What is DNA? In the car business, I define it as Dealership’s Natural Ability. Whether you are a new car dealer or an independent used car dealer, you have a natural ability to sell certain models well. Units we would refer to as “core” units you should always have in stock and look to replace as quickly as you sell them. What percentage of your inventory is currently a “core” unit? How does that compare to what you have sold over the last three, six, or 12 months? Does your current “mix” make sense? How do we figure out what our DNA is? Let’s start with the cost of acquisition. Do you know what your cost of acquisition is from each venue you use? Start with fees, such as buy fees and transportation. How much does each venue tack on to every car you buy? How quickly do you get the car to your location? What is your “days to market” from each venue? That is how long it takes you to process the car and place it on the front line and online for sale.

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Top dealer groups in the U.S. run five to seven days to market. It’s all about turn. You cannot maintain a 25-day turn if you are taking 12-15 days to get a vehicle retail ready. Now look at your average turn and average gross. How long did it take to sell? How much did you make? What was your gross profit per day? If you sold a car for $2,000 in 20 days, that’s $100 per day gross profit. If you sold a car for $3,000 but it took 60 days, that’s $50 per day gross profit. If you are working toward a better turn, which example is better? In the first example you are turning your inventory over 18 times per year at $2,000

per copy. The second example turns your inventory only six times per year. If you have 20 cars in stock today, example one would move over 350 units in a year at $2,000 per copy. The second example would move 120 units at $3,000. Which is better? Gross is not always king. Turn plus gross is king. Now add in what your DNA looks like. Evaluate your most cost effective acquisition sources and you will win. Good luck! MICHAEL WATERMAN is vice president of sales for ACV Auctions. He can be reached at (207) 752-2449 or mwaterman@acvauctions.com. For more information, visit www.acvauctions.com.

October/November 2017 DEALER NEWS

MEMBER BENEFIT SPOTLIGHT

700CREDIT Would You Fill Out Your Online Credit App?

Think of how your customer shops... They’ve decided to look for a car for the family, and of course they start on the web. This search happily leads them to your website, and they find a vehicle they think might interest them. They wonder a bit about how financing might work, and they see an “Apply for Credit” button. They click on it and see a form that is four or five pages long and asks for the dreaded social security number. Deciding they don’t want to spend 10 minutes completing the form, they keep clicking and shopping. Can you blame them? Who wants to fill out a long, detailed form? Would you? And yet any time you get a lead to take that important next step of inquiring about credit, that’s a lead with a much higher percentage of delivery rate! How do you improve the situation? Let Infinity solve it for you! What if your website had a talking, interactive, credit app that pops up with a nice young lady explaining how easy and secure it is to get pre-approved, what to

DEALER NEWS October/November 2017

expect, and the customer has to opt in for only name and address? No SSN, date of birth, signed credit app, and no effect on the customer’s credit file? You can have that today, and thanks to Infinity, you can try it for free. This feature is known as a “soft pull” and the product name is QuickScreen. Dealers are using this product as an integral part of their selling process for one reason: It helps them deliver more vehicles! Infinity works for you 24/7, is always on duty, and even speaks Spanish! It takes you or your website provider about two seconds to upload the link, and we’ll walk you through it. Now that same customer has a much higher chance of taking the next step, and you have valuable data to help you work

the deal! You’ll get a live credit score, and all the auto credit trade line information, including their vehicles currently financed, the payment, the interest rate, original cap and term, the remaining cap and term, and how many auto inquiries they’ve had in the last 30 days. Now you control the whole sales process. Here is the work flow: • The customer receives a pre-approval and thank you letter from the dealer via email. You set the pre-approval thresholds based on your lending criteria. • You can customize these messages as your dealership sees fit. • You can add and/or include coupons and incentives to further encourage the customer to come in. • The sales or finance manager

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instantly receives: • A text message letting them know they have a lead. • An emailed copy of the customer’s completed credit application.

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If the customer passes all the preapproval thresholds you’ve set up, you get all the data returned. The dealer must then provide a firm offer of credit to the consumer, which we enable right from within the website and within Infinity. If the

consumer doesn’t pass, no offer is required. That’s it! Now it’s time to get your website working for you and sell more vehicles! How much does it cost? There are no signup or start up fees. All costs are transaction based. System 2000 has enabled a special rate of $1.29 per soft pull request. If you choose to have 700Credit mail the certificate notices, they are each $1.05, and again you can print these locally at no charge right from within Infinity. Imagine if you have 100 such ups a month and pull a QuickScreen on each one. You’ll spend a bit over $100. If you can use this data to deliver one or two vehicles out of those 100 ups, that’s a pretty incredible return. The finance savvy dealerships seem to exceed this ROI by a lot. The online credit app link is available for $99 per month, but now you can try it free for 60 days, just because you’re an Infinity dealer. Similar web app solutions are often $300-400 per month, and dealers are happy to pay it because this solution simply sells vehicles! If you’re interested in more information or want to sign up, just let anyone at System 2000 know. Inquiries about 700Credit should be directed to John Warner at (248) 327-3800, or jwarner@700Credit.com.

October/November 2017 DEALER NEWS

Contact NJIADA at 855-694-2324 for further details.

eTemp Tag Paper – TTP

Approved by the New Jersey Motor Vehicle Commission (NJMVC), the New Jersey Independent Automobile Dealers Association (NJIADA) has available for purchase the paper that meets all specifications of the NJMVC and NIC, the eTemp Tag vendor. To place an order, please complete this form and return to NJIADA by fax (201-581-0226) or email (orders@NJIADA.com). Circle one: Quantity 25 50 100 200 500 1000

Price – NJIADA Member $24.00 $43.00 $75.00 $127.00 $285.00 $525.00

Price – Non-member $26.00 $49.00 $79.00 $139.00 $300.00 $570.00

Prices do not include sales tax or shipping. Contact us to become a NJIADA member on NewJerseyIADA.org or call (855) 694-2324. Ordered by: ______________________________________________________________ Dealership: ______________________________________________________________ 5-digit Dealer ID (MVC Requirement): ________________________________________ SHIP TO:

PAYPAL

AMERICAN EXPRESS

Credit Card No.: ___________________________________ Exp. Date (Month/Year): ___/____ Cardholder Name: ________________________________________________________________

Credit Card Billing Address: [ ] Same as Shipping Address

_______________________________________________________________________ (Street) _______________________________________________________________________ (City) (State) (Zip Code) Receipt (e-mail or fax): ______________________________________________________ I AM AN AUTHORIZED USER OF THE ABOVE-MENTIONED CREDIT CARD AND NJIADA IS AUTHORIZED TO CHARGE THIS CARD THE TOTAL AMOUNT DUE. CARDHOLDER SIGNATURE: _________________________________DATE: ____________ New Jersey Independent Automobile Dealers Association ∙ 115 Franklin Turnpike, Mahwah, NJ 07430 www.NewJerseyIADA.org ∙ (855) 694-2324

DEALER NEWS October/November 2017

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MANAGEMENT GAMEPLAN

BY SCOTT BERGERON

DOES YOUR SALES PROCESS MEASURE UP? Time to Fine Tune

Are you fed up with your sales team? Your processes? If you’ve watched your salespeople get too comfortable and satisfied with their own performance, maybe it’s time to shake things up. And I’m not talking about sweeping house and starting over. One of the best salespeople I ever met was Jeff Barber. He’s now retired and living an awesome life, fishing and hunting in the Colorado Rockies. Jeff would always give me advice when I was working my way up, first as a green-pea, then in management. Jeff is a former drag racer. He said, “Selling cars is a lot like drag racing – everyone’s got an engine, and if they’re all built the same way, the one who does the best job of fine tuning his car will win. If you lose a race, you don’t tear apart the engine – you fine tune the obvious problems. “Besides, spark plugs are a lot cheaper than an engine rebuild. We all have the same opportunities in sales, but it’s the guys who work smarter and fine tune themselves and their daily routines who will win.” There’s huge danger in thinking you’ve got everything dialed in – especially when it comes to fundamental items in your dealership. For example, have you reviewed your contract and financing forms to make sure they’re easy to read, navigate and understand? Coasting along without conducting basic inspections of basic processes will lead to problems. Without this step, you’re likely letting profits walk out the front door – in many cases without even knowing it. Then, there’s the other side of the equation – where your processes are so bad everybody knows about it. United Airlines is an example. Their “established” policies led to a firestorm of public criticism and severely damaged their reputation when they dragged a bleeding passenger off a plane. Lack of knowing or lack of inspections will harm your dealership. In the long run, it could damage its reputation, which could take years to bring back to glory days. Here’s an example. One of the nation’s largest dealers recently sold me and my wife a car, but not without many hours of illegible paperwork, and frustrating old school 4-square processes that didn’t even pertain to my situation. If a customer brings in a 60 percent down payment of a free and clear trade, and the salesperson says, “They can’t calculate the payments unless you put cash down,” it can

DEALER NEWS October/November 2017

be a little frustrating to say the least. And no, this wasn’t a green pea. It was an eight-year veteran, and yes the desk required a cash dollar down before they would work up figures, apparently to adhere to established policies. After this silly process, the paperwork was hard to read and looked like it had been copied repeatedly since 1993. Finance processes and slowdowns also can lead to hours of unproductive time for staff, not to mention the reputation it’s putting into your customer’s head. If it can happen in a big box store, it can happen anywhere. Here’s where and how to fine tune your sales engine without large amounts of cash or time investment. Who are you selling to? Whether business is good, decent, or falling off a cliff, look at where sales are or are not coming from. If your dealership has a loyal base of aging customers, you’d better start planning for the next generation of buyers – who have demands, expectations and values different from your older customer base. Ask around, talk to Millennials and find out what they want, what would bring them in the dealership, and what turnoffs exist. Many younger generation buyers don’t believe in the dealership model at all, so you’d better have your Internet department bulletproof, and start thinking outside the box. The dealership model is changing in many ways, and if we rely on “doing things as we’ve always done” you can find yourself kicked to the curb. In fact, there’s nothing wrong with a salesperson asking an UP, “What do you hate most about buying a car?” At least it isn’t the same old, “Can I help you?” It gives customers a chance to vent, and gives the salesperson an opportunity to show off why your store is different, and they’ve just found someone who listens. Salespeople and Performance First, look at your sales board and who’s selling the most cars and why. Then do the same with the bottom of the board. If you have good information, either from a CRM or a paper-based system, you can tell why the top guys are leading and the bottom guys are trailing. It usually stems from a “sales process glitch.” Your top guy who talks to 50 people is usually demo-ing at least 35 of them. What are your bottom guys demoing? How many are they writing up? Raw data on the basics can convey a lot you may have skipped over. Getting a handle on the basics gives you a place to start but it’s a long way from the finish line. For example, good sales performers always can be made better with improved prospecting, tracking and accountability techniques. Poor sales performers likewise can improve with these same steps. There’s always room for improvement. Factor in

THERE’S ALMOST NOTHING WORSE THAN HAVING A HAPPY CUSTOMER GO BAD BECAUSE OF BAD PAPERWORK OR A SLOW PROCESS DURING DELIVERY. the ideas, insights and idiosyncrasies of the up-and-coming customer base and address how to best handle different buying groups – the older, more established and loyal crowd and the younger generation. Finance and Delivery Processes and Procedures There’s almost nothing worse than having a happy customer go bad because of bad paperwork or a slow process during delivery. This is what happened to me at the big box store with my wife. Frankly, I was amazed. Given this dealership’s size, the last thing I expected was hardcopy paperwork where type was illegible and agreements were poorly written. Obviously, I wasn’t alone in this situation. Most people usually don’t wait for the question about what they hate about a dealership experience. Most will tell us without asking – they hate that the process takes so long, even when they do most of the homework ahead of time online. It leaves me asking the following question: How many people will not return, or show consistent loyalty, to a dealership because their last impression was unfavorable? Today’s sale is a chance to do one of two things: Solidify a long term customer, or make them wonder why your dealership isn’t keeping up with the times. Former dealer executive SCOTT BERGERON is the founder and principal at Daily Gameplan (www.dailygameplan. com), a sales team performance company. Daily Gameplan’s “Red Book,” cloud-based CRM, and direct consulting have been used in thousands of dealerships throughout the United States. Bergeron can be reached at 303.918.3169 or scott@dailygameplan.com.