Pub. 15 2016-2017 Issue 1

N E W J E R S E Y C O A L I T I O N O F A U T O M O T I V E R E T A I L E R S 5 new jersey auto retailer W W W . N J C A R . O R G PUBLISHED BY THE NEWSLINK GROUP, LLC 855.747.4003 CONTENTS ©2016 New Jersey Coalition of Automotive Retailers | the newsLINK Group, LLC. All rights reserved. The New Jersey Auto Retailer is published four times each year by the newsLINK Group, LLC for the New Jersey Coalition of Automotive Retailers and is the official publication for this association. The information contained in this publication is intended to provide general information for review and consideration. The contents do not constitute legal advice and should not be relied on as such. If you need legal advice or assistance, it is strongly recommended that you contact an attorney as to your specific circumstances. The statements and opinions expressed in this publication are those of the individual authors and do not necessarily represent the views of the New Jersey Coalition of Automotive Retailers, its board of directors, or the publisher. Likewise, the appearance of advertisements within this publication does not constitute an endorsement or recommendation of any product or service advertised. The New Jersey Auto Retailer is a collective work and as such some articles are submitted by authors that are independent of the New Jersey Coalition of Automotive Retailers. While the New Jersey Auto Retailer encourages a first print policy, in cases where this is not possible, every effort has been made to comply with any known reprint guidelines or restrictions. Content may not be reproduced or reprinted without prior written permission. For further information, please contact the publisher at: 855.747.4003. MEMBERS OF THE NJ CAR BOARD OF TRUSTEES 2015-2016 NJ CAR BOARD OF TRUSTEES BY REGION Lawrence W. Kull......................................................................................................... Chairman Richard A. DeSilva, Jr. ........................................................................................Vice Chairman Robert J. Larson ......................................................................................................... Secretary Leonard R. Datello ....................................................................................................... Treasurer Scott R. Senior ................................................. Regional Vice President (Northern Region I) Judith A. Schumacher-Tilton .......................... Regional Vice President (Northern Region II) Rob Sickel .............................................................Regional Vice President (Central Region) Scott Haldeman .................................................Regional Vice President (Southern Region) John Manganelli ........................................................................................... Budget Chairman Michael McGuire........................................................... NJ CAR Insurance Co. Ltd. Chairman Eric Nielsen.............................................................................NJ CAR Services, Inc. President Frank M. Pezzolla ......................................................................... Truck Committee Chairman Raymond M. Burke, III ................................................................................ CAR-PAC President Marcy H. Maguire...................................................................... NADA Director for New Jersey James B. Appleton ....................................................................................................... President NORTHERN REGION I (Bergen, Essex, Hudson, Passaic, Sussex) Timothy S. Allocca Michael DeSilva Michael F. DiFeo Frank Esposito (Alt.) Guy Johnson (Alt.) Brian Lam Renee P. McGuire Engle Oostdyk (Alt.) Richard Selman Peter A. Spina, Sr. Todd Van Duren NORTHERN REGION II (Hunterdon, Morris, Somerset, Union, Warren) Scott Barna Michael Ciasulli Breanna N. Datello-Esquilin David Ferraez David Galembo Robert Greces James R. Haskell Steven Kalafer (Alt.) David J. Long Mark Montenero (Alt.) William L. Strauss, III CENTRAL REGION (Middlesex, Monmouth, Ocean) Elizabeth Barlow John F. Chuhinko James A. Curley, III Sam F. DiFeo (Alt.) Lawrence Iannaccone Paul Jaskowski (Alt.) Shelly I. LoCascio James Reydel Steven Schmelz (Alt.) Anton Semprivivo Jeffrey R. Wall SOUTHERN REGION (Atlantic, Burlington, Camden, Cape May, Cumberland, Gloucester, Mercer, Salem) Ronald E. Baus, Jr. Drew Coleman Allan C. Eastlack, Sr. Thomas J. Hessert, Jr. (Alt.) William Kassner John R. Lilliston James McCormick Robert D. McCormick (Alt.) Paul J. Muller, Jr. (Alt.) Herb Schwartz Tina C. Wright 6 Chairman’s Message LAWRENCE W. KULL 7 President’s Message JAMES B. APPLETON 8 NADA Director’s Message MARCY H. MAGUIRE 10 Want to Sell a Car in One Hour or Less? Three IT Tools That Will Help ERIK NACHBAHR 12 How To Maximize BDC Effectiveness & Sell More Vehicles DAVID KAIN 16 Compliance Pitfalls During the Sales Process PATRICK COX, ESQ. 22 Over 80% of BDCs Are Broken Or Non Profitable SEAN V. BRADLEY, CSP 26 Why Ad Budgets MUST Reflect Buyers’ Shopping Patterns BRITAIN O’CONNOR 30 Building the Perfect Sales Team JARED HAMILTON