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Plan Your Agenda

Get ready for the DrivingSales Executive Summit. Plan out your agenda and get the most out of your DSES experience 

Oct. 9-10, 2022 | The Bellagio, Las Vegas

DSES 2022 Agenda

Check back frequently for agenda updates!

  • Oct 9
  • Oct 10

8:00 - 9:00 AM PDT 

Breakfast

Fuel up for another impactful day of training, discover, and insight!

9:00 - 9:10 AM PDT 

Kick Off Day Two!

Day two picks up right where we left off with exclusive insights, actionable tactics, and inside looks from industry experts. Make sure you have a pen and paper handy. 

9:10 - 9:50 AM PDT

Sneak Peak at the Latest Google Updates

Dominating Google search has always been a moving target. You need the latest information to help you develop an effective strategy to maximize the ROI of your marketing efforts.

Plus, get an inside look at the 2023 Dealer Playbook, emerging trends uncovered by Google, and the impact of Vehicle Listing Ads into the new year!

10:00 - 10:40 AM PDT

Breakout Sessions #3

In Market Shoppers are Destroying Automotive Digital: Why Coca Cola Doesn't Only Advertise to Thirsty People

Instead of "magic moment marketing", dealers need to adopt a long game strategy to advertising.

  • "In Market Shopper" chasing commoditizes your business down to inventory and price. You've missed the chance to build a relationship, a brand value, by waiting to the last minute to communicate.
  • Build gross and build loyalty by talking to people OUT of market about the meaningful "who" and "why" of your store. When they're in market, you'll know...because they'll call you.
  • Stop defections by continuing to market to your existing clients from day 1 post sale to the next sale instead of paying thousands to vendors to tell you when you should finally advertise to them.

Presented by: Dave Lemmon & Brody Dezember

Track: Increase Fixed Ops Absorption

A Leader's Only Silver Bullet: Creating a Coaching Culture at Your Dealership

This presentation shows how coaching impacts business. Training and coaching are contrasted. Four coaching processes will be taught along with implementation techniques (Metric, Aspirational, Turn-Around, and Observational). Overall, creating a coaching culture can be any dealership's ticket to trusting your team, eliminating employee turnover, ongoing growth regardless of market conditions, and true fulfillment for yourself and each person on your team!

  • Learn the difference between training and coaching
  • Take-home frameworks for the 4 types of coaching
  • Find out how to create a coaching culture
  • Uncover your leadership gaps around communication and employee engagement

Presented by: Sean Kelley

Track: Hire and Develop Better Talent

From Stressed to #Blessed Fire up Your Sales Staff using Tik Tok!

Promote a Fun Culture at the Dealership in Sales, Finance, Service & Parts while driving brand awareness and optimizing Sales using Tik Tok!!

  • Empower your Sales Staff to create their own videos for brand awareness!
  • Learn the 8 Must have steps for ALL departments in the Dealership to be successful on Tik Tok!
  • Leave with Real Life Video Practice so you can guide your team when you return to the Dealership!

Presented by: Gail Rubinstein & Mark Rask

Track: Modernize The Sales Process

The Definitive Guide to SEO in 2023

Every sale starts with a search. Learn how to maximize your visibility in local searches with a customized SEO strategy.

  • Learn why the OEM-approved SEO providers won't help your dealership
  • Learn which signals influence your visibility in local searches - and how to optimize them
  • Learn how to optimize your Google Business Profile to stand out from competitors

Presented by: Greg Gifford & Max Lopez

Track: Build a Progressive Marketing Plan

Laws Have Changed! Stay in Compliance While Saving Thousands

The laws have changed! Learn how to recapture up to 75% of your Credit Card expenses without disrupting CSI.

  • Create awareness about Credit Card Processing expenses and the hidden fees in your statements
  • Educate on legal & compliance requirements
  • Best training practices for customer experience and mitigate any CSI issues

Presented by: Amberly Allen 

Track: Increase Fixed Ops Absorption

 

10:40 - 11:00 AM PDT

Morning Break

Time to stretch, get the blood flowing, and grab a quick snack before our next Breakout Session!

 

11:00 -11:40 AM PDT

Breakout Sessions #4

The Most Important Investment You Will Make

The way inventory is acquired and sold is often segmented and one department doesn't see the value of the next. Bring the inventory lifecycle full-circle and create operational efficiencies that will withstand the coming recession and volume slow-down.

  • How to treat your inventory as an true money investment
  • How to acquire inventory more efficiently
  • How to connect the inventory journey/lifecycle (will compare to the customer journey/lifecycle)

Presented by: Hugh Hathcock & Jeremie Leach

Track: Implement Agile Inventory Management

Setting Up Your Service Advisors for Success Online Like You Do Your Salespeople

In Depth look at what we do on your website to setup salespeople for success and reverse engineering for service advisors.

  • We have all our vehicles on the site and get upset when one is missing but we don't have all our services we offer on our websites
  • Examine the Customer Experience path on website: Sales vs Service
  • Sales GBP setup vs Service GBP setup

Presented by: Brad Paschal & Bryan Armstrong

Track: Modernize The Sales Process, Build a Progressive Marketing Plan

Personalized Video Bootcamp: Interactive Training Workshop

Increase engagement, enhance customer experience, and have fun doing it! We all know video is a valuable engagement tool to break through today’s noise. But how can you use personalized video techniques throughout the sales cycle to connect, convert opportunities and close deals more quickly?
In this session engagement experts, Steve Roessler & Heath Patterson will share what types of videos to make, when to use them - from prospecting to closing - and how to get your team on board. So you can start leveraging personalized videos like a rock star to fast-track higher conversions and crush your sales quota.

  • Proven tactics dealers are using to close more deals.
  • Tips for personalizing videos that engage customers faster.
  • Tricks for team collaboration to stand out from competitors.

Presented by: Steve Roessler & Heath Patterson

Track: Modernize The Sales Process

Hi, My Name is A.I. Will You Hire Me? Absolutely!

Discover how using AI can enhance the customer experience, reduce or enhance your current headcount, and grow revenues!


In this session you will see how a Dealer Executive has used AI to streamline the buying and appointment setting process, maximize budget efficiency in advertising, market to the people who need to be marketed to when it’s appropriate, and reduce friction on internet leads when they hit the CRM.


Presented by: Gray Scott

Track: Modernize The Sales Process, Build a Progressive Marketing Plan

Family Feud: Digital Marketing Edition

An incredibly interactive digital marketing session done in the style of everyone's favorite game show: Family Feud.

  • Top digital marketing & operational benchmarks to help align your targets & set expectations
  • The newest marketing strategies that reduce costs, increase brand exposure & increase profits.
  • Exclusive campaign tactics that significantly improve your performance, improve your business & make you look like a true marketing rockstar!

Presented by: Eric Miltsch & Joe Stroffolino

Track: Build a Progressive Marketing Plan

11:50 - 12:50 PM PDT

Best Idea Presentations

See the results as the winners are announced on the main stage.

 

12:50 - 1:50 PM PDT

Lunch

Time to catch your breath, connect with colleagues, and tuck in for a delicious lunch. 

 

1:50 - 2:50 PM PDT

Innovation Cup Presentations

Listen to finalists compete on stage and present the year's top solutions to help dealers increase profitability. 

2:50 - 3:30 PM PDT

CEO Visionary Panel

What is looming on the automotive horizon? How will dealers handle the next 12, 24 months? Listen in as top CEOs discuss what's coming around the corner and what opportunities will be there to capitalize on. 

3:30 - 3:50 PM PDT

Afternoon Coffee Break

Grab a pick-me-up, stretch those legs, and prepare for our next Breakout Session!

3:50 - 4:30 PM PDT

Breakout Sessions #5

Adopting a Less-Is-More Approach in Modern Fixed Ops

In a world of excess everything, savvy dealership operations are learning that less is best when it comes to fixed ops. Learn how less paper (or none at all), less need for face-to-face interaction, less manual or double data entry, and less money handling all means increased efficiency and a better experience.

  • How to improve your fixed op processes to become more efficient and better manage parts inventory
  • Transitioning your service department to a paper-less operation
  • How to improve customer experience by communicating and transacting digitally

Presented by: Ashley Fedor & Joe Castelino

Track: Increase Fixed Ops Absorption

Single Point of Contact: How to Create a Customer-Centric Experience for Gen-Z and Millennials

Single point of contact is a modern way sell cars that creates a smoother and more customized car-buying experience.

  • Increasing transparency in structuring deals
  • Empowering salespeople to take on more of a robust role
  • Reducing friction in the car buying experience

Presented by: Heather Finkey & Mike Anderson

Track: Modernize The Sales Process

What Are the Advantages of Building New Technology Rather than Buying?

More and more auto groups are building their own technology instead of going with a vendor. There are some tempting advantages, but it comes with a cost. I'll explain how to decide if it makes sense to develop your own tech and give you insights on some of the bumps you may experience while navigating the build process.

Presented by: Colton Ray

Track: Hire and Develop Better Talent

A Deep Dive into Vehicle Listing Ads

Vehicle ads, the latest SEM functionality from Google, are a performance-focused, lower funnel ad format which allows auto advertisers to promote their entire inventory of vehicles to interested customers shopping for vehicles on Google. This session will take a deep dive into what they are, how to implement them, and how to get ahead of your competition.

  • Learn about Vehicle Listing Ads
  • See Case Studies of how they are implemented
  • Walk away with key examples on how to jump start your car sales with VLA's

Presented by: Alex Melen & Ben Stewart

Track: Build a Progressive Marketing Plan

How to Buy 100+ Cars a Month from the Public MasterClass

Learn how Danny, Rob and other dealerships have transformed the way they acquire, merchandise, market and sell vehicles resulting in a $3.4 million yearly increase of profit.

  • Adopt a multi-channel sourcing strategy that combines auctions, dealer networks, and private-party acquisitions channels to ensure healthy and stable inventory levels and profitability.
  • Communicate the highest authentic value of each one of your vehicles through leveraging leading edge technology that helps master each marketplace your cars live in - all to increase gross and turn.
  • Learn how leading dealers are spending a fraction of their marketing on cars through dynamic vin-specific targeting. Each vehicle's market day supply and scarcity is unique - the spend should be too. Gain access to transforming your approach from the race to the bottom to achieving the “highest value” for each of the vehicles on our lots. The race to the bottom ends today.

Presented by: Danny Zaslavsky & Rob Ruth

Track: Implement Agile Inventory Management

 

4:30 - 5:10 PM PDT

Breakout Sessions #6

Bridging the Gap for Women in Automotive


Presented by: Kathy Gilbert

Track: Hire and Develop Better Talent

Using Google Analytics 4 to Power Your Online Service Marketing

In this session, you will learn how to implement and inspect online service marketing campaigns using the new Google Analytics 4 platform.


Session Takeaways:

  • Uncover the importance of GA4 and dealer-specific tricks to properly integrate tracking
  • How to set up events and build audiences within GA4 for service campaigns AND specials management
  • Access use cases and documented data and ROI when implementing online service campaigns
  • Learn best practices for GA4 reporting to measure the results of your online service marketing campaigns

Presented by: George Nenni & Owen Moon

Track: Build a Progressive Marketing Plan

Controlling Your Subprime Market

With the economy in flux, credit score changes as a result of inflation, and bank programs tightening up dealers' financial well-being are frustratingly out of control.


In order to thrive in these new conditions, Paul Sansone Jr and his team have created a new system and process for financing that give control back to the dealership.


The strategies shared in Paul's presentation will help your dealership tap into new target markets, learn that outside-the-box thinking can be extremely profitable, and generate extreme profit from customer loyalty by providing unique value to your sub-prime market.

Presented by: Paul Sansone Jr

Track: Build a Progressive Marketing Plan

If You Build it, They Will Stay: Build a Scorecard for Any Role Workshop

In this hands-on workshop, discover how to build a scorecard to fit ANY job, ANY role to improve performance and output.

- Learn why scorecards work

- Help your employees know what they are being measured against and avoid spending time & effort on unimportant tasks
- Create custom scorecard that you can implement the day you return home
- Receive immediate feedback from Jason & Bart

Presented by: Jason Volny & Bart Wilson

Track: Hire and Develop Better Talent

Meeting Changing Consumer Appraisal Expectations

Learn how consumer expectations have significantly changed and what dealers need to do to win trade-ins today based on research.

  • How to position the trade-in/appraised amount to a consumer that already has 2-6 cash offers in hand when they come to your dealership for an appraisal.
  • How to meet consumers emotion need of “feeling knowledgeable” that is deciding force for 60% of consumer’s trade-in needs as well as how to meet the “10 unmet needs” consumers have identified as missing from their dealer trade-in process.
  • How to build a trade-in follow up process to win trades that do not transact after the first appraisal.

Presented by: Micah Tindor & Jonathan Hakes

Track: Build a Progressive Marketing Plan

 

5:20 - 6:10 PM PDT

One-Degree Shifts: The Future of Automotive Retail

Jared Hamilton presents his insights on the future of automotive retail. Discover how dealers can approach different types of innovation. Uncover how recent innovations will impact the dealership business model. Learn the threats and opportunities dealership executives need to be aware of and how they can thrive in the coming years.

6:10 - 6:20 PM PDT

Summit Wrap Up

Soak up a few final thoughts as we wind down DSES 2022

 

6:20 - 7:30 PM PDT

Closing Reception & Awards Ceremony

Wrap up the event in style at the closing reception

Get Registered Today

Reserve your spot to join the top dealers at this year’s DSES, Oct 9-10, 2022 at The Bellagio, Las Vegas

A Special Thanks To Our Sponsors

Copyright DrivingSales 2022

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