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<br /> Vol. 17 No. 7<br /> July 2010<br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> <br /> Jim Ziegler:<br /> Business Sucks...<br /> Could It Be You?<br /> page 12<br /> <br /> <br /> Leadership:<br /> The True Measure<br /> of a Leader<br /> page 16<br /> <br /> <br /> Ownership:<br /> What is Your Dealership<br /> Real Estate Worth?<br /> page 17<br /> <br /> <br /> Pre-owned<br /> Vehicles:<br /> With History there<br /> is No Mystery<br /> page 55<br /> <br /> HAGEN<br /> DURANT<br /> Classic Chevrolet<br /> page 22<br /> COVER STORY<br /> <br /> doing awesome. We get to share the same<br /> front page on the top 250 list.<br /> <br /> Are you looking to acquire more?<br /> I think we are taking a little bit of a breather<br /> on that one, but we always keep our eyes and<br /> ears open. If a good opportunity came up we<br /> will look at it.<br /> <br /> Do you get to Florida at <a title="Dealer magazine july 2010 e-zine page 23" href="http://viewer.zmags.com/publication/57efc96d?page=23">COVER STORYdoing awesome. We get to share the </a> COVER STORYdoing awesome. We get to share the <a title="Dealer magazine july 2010 e-zine page 19" href="http://viewer.zmags.com/publication/57efc96d?page=19">OwnershipGreg GilmoreCut Through the Multiples</a> OwnershipGreg GilmoreCut Through the Multiples<a title="Dealer magazine july 2010 e-zine page 20" href="http://viewer.zmags.com/publication/57efc96d?page=20">motivation, the buyer's overall acquisitionstrat</a> motivation, the buyer's overall acquisitionstrat<a title="Dealer magazine july 2010 e-zine page 52" href="http://viewer.zmags.com/publication/57efc96d?page=52">SalesJim BoldebookMillennial Madness! (or `How</a> SalesJim BoldebookMillennial Madness! (or `How<a title="Dealer magazine july 2010 e-zine page 31" href="http://viewer.zmags.com/publication/57efc96d?page=31">DIGITAL Dealer AAISP NOTESCliff BanksGet Rid </a> DIGITAL Dealer AAISP NOTESCliff BanksGet Rid <a title="Dealer magazine july 2010 e-zine page 2" href="http://viewer.zmags.com/publication/57efc96d?page=2">Proud Sponsor of the July issue of Dealer magazin</a> Proud Sponsor of the July issue of Dealer magazin<a title="Dealer magazine july 2010 e-zine page 46" href="http://viewer.zmags.com/publication/57efc96d?page=46"> MIKE POCIUS Wo</a> MIKE POCIUS Wo<a title="Dealer magazine july 2010 e-zine page 11" href="http://viewer.zmags.com/publication/57efc96d?page=11">From the ChairmanEd Tonkin, NADA ChairmanDeale</a> From the ChairmanEd Tonkin, NADA ChairmanDeale<a title="Dealer magazine july 2010 e-zine page 22" href="http://viewer.zmags.com/publication/57efc96d?page=22">all about your people. We all need to ackno</a> all about your people. We all need to ackno<a title="Dealer magazine july 2010 e-zine page 32" href="http://viewer.zmags.com/publication/57efc96d?page=32">Tweet?Sweet! Loyalty Driverwsletter Artic</a> Tweet?Sweet! Loyalty Driverwsletter Artic<a title="Dealer magazine july 2010 e-zine page 50" href="http://viewer.zmags.com/publication/57efc96d?page=50">EARLY BIRDSPECIAL!Register beforeJuly 30, 2010</a> EARLY BIRDSPECIAL!Register beforeJuly 30, 2010<a title="Dealer magazine july 2010 e-zine page 65" href="http://viewer.zmags.com/publication/57efc96d?page=65"></a> <a title="Dealer magazine july 2010 e-zine page 34" href="http://viewer.zmags.com/publication/57efc96d?page=34">the correct person who has already builtrapport </a> the correct person who has already builtrapport <a title="Dealer magazine july 2010 e-zine page 42" href="http://viewer.zmags.com/publication/57efc96d?page=42"> Golling Chrysler Jeep Dodge in Bloom&#64257;eld H</a> Golling Chrysler Jeep Dodge in Bloom&#64257;eld H<a title="Dealer magazine july 2010 e-zine page 24" href="http://viewer.zmags.com/publication/57efc96d?page=24">In existence for only 20 years, Classic Chevrolet</a> In existence for only 20 years, Classic Chevrolet<a title="Dealer magazine july 2010 e-zine page 26" href="http://viewer.zmags.com/publication/57efc96d?page=26">July 2010JOEELLSASSERGeneral ManagerGoll</a> July 2010JOEELLSASSERGeneral ManagerGoll<a title="Dealer magazine july 2010 e-zine page 38" href="http://viewer.zmags.com/publication/57efc96d?page=38">EARLY BIRDSPECIAL!Register beforeJuly 30, 2010</a> EARLY BIRDSPECIAL!Register beforeJuly 30, 2010<a title="Dealer magazine july 2010 e-zine page 39" href="http://viewer.zmags.com/publication/57efc96d?page=39">DIGITAL Dealer DIGITAL PROCESSSteve Stauning</a> DIGITAL Dealer DIGITAL PROCESSSteve Stauning<a title="Dealer magazine july 2010 e-zine page 43" href="http://viewer.zmags.com/publication/57efc96d?page=43">When we were trying to implement CRM,we &#64258;ew up t</a> When we were trying to implement CRM,we &#64258;ew up t<a title="Dealer magazine july 2010 e-zine page 64" href="http://viewer.zmags.com/publication/57efc96d?page=64"></a> <a title="Dealer magazine july 2010 e-zine page 10" href="http://viewer.zmags.com/publication/57efc96d?page=10">WANTEDDEALERS WITH 1,000,000 IN USED CAR INVEN</a> WANTEDDEALERS WITH 1,000,000 IN USED CAR INVEN<a title="Dealer magazine july 2010 e-zine page 3" href="http://viewer.zmags.com/publication/57efc96d?page=3">2autotraderNEW</a> 2autotraderNEW<a title="Dealer magazine july 2010 e-zine page 8" href="http://viewer.zmags.com/publication/57efc96d?page=8"></a> <a title="Dealer magazine july 2010 e-zine page 14" href="http://viewer.zmags.com/publication/57efc96d?page=14">13zurichnew</a> 13zurichnew<a title="Dealer magazine july 2010 e-zine page 27" href="http://viewer.zmags.com/publication/57efc96d?page=27">TABLE OF CONTENTSFEATURES Digital Dea</a> TABLE OF CONTENTSFEATURES Digital Dea<a title="Dealer magazine july 2010 e-zine page 55" href="http://viewer.zmags.com/publication/57efc96d?page=55">DEALER F&amp;I NEW PRODUCTSInsurance Auto Aucti</a> DEALER F&amp;I NEW PRODUCTSInsurance Auto Aucti<a title="Dealer magazine july 2010 e-zine page 7" href="http://viewer.zmags.com/publication/57efc96d?page=7">EDITOR'S NOTEJust spent a wonderful week </a> EDITOR'S NOTEJust spent a wonderful week <a title="Dealer magazine july 2010 e-zine page 51" href="http://viewer.zmags.com/publication/57efc96d?page=51">AutoUSA listsyour dealership onover 100 automot</a> AutoUSA listsyour dealership onover 100 automot<a title="Dealer magazine july 2010 e-zine page 62" href="http://viewer.zmags.com/publication/57efc96d?page=62">Dealer Advocate, Ziegler, continued from P-15in</a> Dealer Advocate, Ziegler, continued from P-15in<a title="Dealer magazine july 2010 e-zine page 35" href="http://viewer.zmags.com/publication/57efc96d?page=35">DIGITAL Dealer INTERNET SALESAngela MartinH</a> DIGITAL Dealer INTERNET SALESAngela MartinH<a title="Dealer magazine july 2010 e-zine page 41" href="http://viewer.zmags.com/publication/57efc96d?page=41">COVER STORYJoe EllsasserGeneral Mana</a> COVER STORYJoe EllsasserGeneral Mana<a title="Dealer magazine july 2010 e-zine page 6" href="http://viewer.zmags.com/publication/57efc96d?page=6"></a> <a title="Dealer magazine july 2010 e-zine page 60" href="http://viewer.zmags.com/publication/57efc96d?page=60"></a> <a title="Dealer magazine july 2010 e-zine page 57" href="http://viewer.zmags.com/publication/57efc96d?page=57">Pre-owned VehiclesDale PollakThe New Reality o</a> Pre-owned VehiclesDale PollakThe New Reality o<a title="Dealer magazine july 2010 e-zine page 37" href="http://viewer.zmags.com/publication/57efc96d?page=37">DIGITAL Dealer INTERNET SALESTom MohrMovin</a> DIGITAL Dealer INTERNET SALESTom MohrMovin<a title="Dealer magazine july 2010 e-zine page 18" href="http://viewer.zmags.com/publication/57efc96d?page=18">OwnershipErin KerriganWhat is Your Dealership </a> OwnershipErin KerriganWhat is Your Dealership <a title="Dealer magazine july 2010 e-zine page 28" href="http://viewer.zmags.com/publication/57efc96d?page=28"></a> <a title="Dealer magazine july 2010 e-zine page 33" href="http://viewer.zmags.com/publication/57efc96d?page=33">DIGITAL Dealer INTERNET SALESJoe WebbTake O</a> DIGITAL Dealer INTERNET SALESJoe WebbTake O<a title="Dealer magazine july 2010 e-zine page 13" href="http://viewer.zmags.com/publication/57efc96d?page=13">ADVOCATEBusiness Sucks...Could It </a> ADVOCATEBusiness Sucks...Could It <a title="Dealer magazine july 2010 e-zine page 29" href="http://viewer.zmags.com/publication/57efc96d?page=29">DIGITAL DEALER TECH NEWS Dealix release</a> DIGITAL DEALER TECH NEWS Dealix release<a title="Dealer magazine july 2010 e-zine page 63" href="http://viewer.zmags.com/publication/57efc96d?page=63">Advertiser .............................pg #Allo</a> Advertiser .............................pg #Allo<a title="Dealer magazine july 2010 e-zine page 56" href="http://viewer.zmags.com/publication/57efc96d?page=56">Pre-owned VehiclesTim DeeseWith History there</a> Pre-owned VehiclesTim DeeseWith History there<a title="Dealer magazine july 2010 e-zine page 25" href="http://viewer.zmags.com/publication/57efc96d?page=25">dealership, so we never have to do any doubleor </a> dealership, so we never have to do any doubleor <a title="Dealer magazine july 2010 e-zine page 58" href="http://viewer.zmags.com/publication/57efc96d?page=58">Dealer Cover Story, Hagen Durant,continued from </a> Dealer Cover Story, Hagen Durant,continued from <a title="Dealer magazine july 2010 e-zine page 48" href="http://viewer.zmags.com/publication/57efc96d?page=48">DigitalDealer-magazine.com July 2010 DD 23</a> DigitalDealer-magazine.com July 2010 DD 23<a title="Dealer magazine july 2010 e-zine page 5" href="http://viewer.zmags.com/publication/57efc96d?page=5">TABLE OF CONTENTS Sales51 Millennial Ma</a> TABLE OF CONTENTS Sales51 Millennial Ma<a title="Dealer magazine july 2010 e-zine page 15" href="http://viewer.zmags.com/publication/57efc96d?page=15">Dealer Advocate, Ziegler (continued from P-12)i</a> Dealer Advocate, Ziegler (continued from P-12)i<a title="Dealer magazine july 2010 e-zine page 17" href="http://viewer.zmags.com/publication/57efc96d?page=17">LeadershipDave AndersonThe True Measure of a L</a> LeadershipDave AndersonThe True Measure of a L<a title="Dealer magazine july 2010 e-zine page 49" href="http://viewer.zmags.com/publication/57efc96d?page=49">DIGITAL Dealer TECHNOLOGY TRENDSSandi JeromeF</a> DIGITAL Dealer TECHNOLOGY TRENDSSandi JeromeF<a title="Dealer magazine july 2010 e-zine page 36" href="http://viewer.zmags.com/publication/57efc96d?page=36"> WHAT ARE YOURONLINE ADS MISSING?</a> WHAT ARE YOURONLINE ADS MISSING?<a title="Dealer magazine july 2010 e-zine page 54" href="http://viewer.zmags.com/publication/57efc96d?page=54">FinanceGil Van OverPricing Guidelines for Fun </a> FinanceGil Van OverPricing Guidelines for Fun <a title="Dealer magazine july 2010 e-zine page 40" href="http://viewer.zmags.com/publication/57efc96d?page=40">three other web sites that provide reviews andar</a> three other web sites that provide reviews andar<a title="Dealer magazine july 2010 e-zine page 9" href="http://viewer.zmags.com/publication/57efc96d?page=9">DEALER MAILDealer welcomes your letters </a> DEALER MAILDealer welcomes your letters <a title="Dealer magazine july 2010 e-zine page 47" href="http://viewer.zmags.com/publication/57efc96d?page=47">Digital Dealer Cover Story, Joe Ellsasser,contin</a> Digital Dealer Cover Story, Joe Ellsasser,contin<a title="Dealer magazine july 2010 e-zine page 44" href="http://viewer.zmags.com/publication/57efc96d?page=44"> &ldquo;There is no more dropping the car off and</a> &ldquo;There is no more dropping the car off and<a title="Dealer magazine july 2010 e-zine page 61" href="http://viewer.zmags.com/publication/57efc96d?page=61">DEALER NEW PRODUCTS &amp; SERVICESYour AdvantageMa</a> DEALER NEW PRODUCTS &amp; SERVICESYour AdvantageMa<a title="Dealer magazine july 2010 e-zine page 1" href="http://viewer.zmags.com/publication/57efc96d?page=1">Vol. 17 No. 7 July 2010Jim </a> Vol. 17 No. 7 July 2010Jim <a title="Dealer magazine july 2010 e-zine page 16" href="http://viewer.zmags.com/publication/57efc96d?page=16">up' from the Ford product. Not quite theluxury o</a> up' from the Ford product. Not quite theluxury o<a title="Dealer magazine july 2010 e-zine page 12" href="http://viewer.zmags.com/publication/57efc96d?page=12">Cliff's NotesCliff BanksF&amp;I Pro&#64257;t, Captives an</a> Cliff's NotesCliff BanksF&amp;I Pro&#64257;t, Captives an<a title="Dealer magazine july 2010 e-zine page 45" href="http://viewer.zmags.com/publication/57efc96d?page=45">DIGITAL Dealer WEB SITESJoe HighTurnYour Si</a> DIGITAL Dealer WEB SITESJoe HighTurnYour Si<a title="Dealer magazine july 2010 e-zine page 59" href="http://viewer.zmags.com/publication/57efc96d?page=59"> I discovered a well-writ</a> I discovered a well-writ<a title="Dealer magazine july 2010 e-zine page 21" href="http://viewer.zmags.com/publication/57efc96d?page=21">Employee ManagementChuck BarkerLife in the Fas</a> Employee ManagementChuck BarkerLife in the Fas<a title="Dealer magazine july 2010 e-zine page 30" href="http://viewer.zmags.com/publication/57efc96d?page=30"></a> <a title="Dealer magazine july 2010 e-zine page 53" href="http://viewer.zmags.com/publication/57efc96d?page=53">Sales, Boldebook, continued from P-51his compan</a> Sales, Boldebook, continued from P-51his compan<a title="Dealer magazine july 2010 e-zine page 4" href="http://viewer.zmags.com/publication/57efc96d?page=4">EARLY BIRDSPECIAL!Register beforeJuly 30, 2010</a> EARLY BIRDSPECIAL!Register beforeJuly 30, 2010