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Workshops galore at NADA convention

November 22, 2010
The lineup of lively and instructive workshops slated at the 2004 NADA Convention and Exposition in Las Vegas could be the best yet, association officials said. Following is a preview of some of the training opportunities that await. Legal and Regulatory Update With emphasis on issues affecting dealers today, the workshop examines amendments to the federal telemarketing rules, requirements of the new USA PATRIOT Act's Anti-Money Laundering Program, and the FTC Safeguarding Customer Information regulations. Presented by Paul Metrey of the NADA Legal Group. Working Effectively with the Media Presenter Andrew Gilman of CommCore Consulting Group is a former reporter for The New York Times, USA Today and U.S. News and World Report. He will provide practical techniques for getting messages across to the media. Among them: eight components of a newsworthy story, key interview techniques, "lures" and "traps," interview do's and don'ts, interview tips, and dealing with stage fright. 15 Closes in 15 Minutes: The Easy Way to Triple Your Closing Ratio! A dealer's salespeople send three of four buyers down the street because they lack the selling skills they must have to close the sale. Learn 15 of the best and most effective closes needed to increase unit sales, gross and CSI. Sean Gardner of Joe Verde Group will present. Recruiting and Retaining Technicians Focusing on recruiting, training and retaining technicians, the session also will explain how the AYES program can help populate a dealer's service bays. Presenters are Robert Atwood of the NADA Dealer Academy and Henry Primeaux of Crown Bristow. The Politically Incorrect Leader Leaders will be coached on the importance of choosing truth over harmony when dealing with personnel and reminded that their job is not to make people happy; it's to make them better. Once they get better, they get happy! Presenter is Dave Anderson of Dave Anderson's Learn to Lead. Technology-based Sales and Marketing: Are You Ready to Run with the Big Dogs? James A. Ziegler of Supersystems, Inc., will focus on integrating today's technology applications into usable sales, sales management, marketing and follow-up procedures. He will discuss automated sales processes and database follow-up procedures as they relate to new business and CRM. Super Workshop As commander of the $1 billion warship USS Benfold, Capt. D. Michael Abrashoff proved that the progressive leadership can succeed at sea. His book, "It's Your Ship: Management Techniques from the Best Damn Ship in the Navy," became an instant best seller. By learning to see the ship through the eyes of his crew, Abrashoff discovered revolutionary ways to reverse excessive costs, low morale, high turnover and low performance. His breakthrough, grassroots leadership approach is practical and has been tested by the Navy at war. Abrashoff will explain how to create an organization where every person takes ownership, where the focus is on purpose and performance, where leaders listen attentively, and where change and innovation are accepted and embraced.