Pub. 16 2017-2018 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 ©2017 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 2016-2017 NJ CAR BOARD OF TRUSTEES BY REGION Richard A. DeSilva, Jr. ................................................................................................Chairman Robert J. Larson ................................................................................................. Vice Chairman Leonard R. Datello........................................................................................................Secretary Scott R. Senior .............................................................................................................Treasurer Michael F. DiFeo............................................... 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) Lawrence W. Kull........................................................................................... 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 Richard A. DeSilva, Sr................................................................ NADA Director for New Jersey James B. Appleton........................................................................................................President NORTHERN REGION I (Bergen, Essex, Hudson, Passaic, Sussex) Timothy S. Allocca Michael P. DeSilva Frank Esposito (Alt.) Guy Johnson (Alt.) Brian Lam Renee P. McGuire Engle Oostdyk (Alt.) James Russomano Richard Selman Peter A. Spina, Sr. Todd Van Duren NORTHERN REGION II (Hunterdon, Morris, Somerset, Union, Warren) Breanna N. Datello-Esquilin David Ferraez David Galembo Robert Greces James R. Haskell Joshua T. Kalafer (Alt.) Steven Kalafer (Alt.) David J. Long Mark Montenero (Alt.) Andy Shapiro William L. Strauss, III CENTRAL REGION (Middlesex, Monmouth, Ocean) John F. Chuhinko James A. Curley, III Sam F. DiFeo (Alt.) Elizabeth Giglio Lawrence Iannaccone Paul Jaskowski (Alt.) Melissa Longo Richard Malouf, Jr. Tom McMenamin James Reydel Steven Schmelz (Alt.) 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 RICHARD A. DESILVA, JR. 7 President’s Message JAMES B. APPLETON 8 NADA Director’s Message RICK DESILVA, SR. 11 The Dealership Of Tomorrow — Evolution, NOT Revolution GLENN MERCER 14 The Three Laws of a Connected and Deal-Centric Retail Workflow JASON BARRIE 18 Measuring Engagement and Conversions Is the Future of Automotive Marketing Analytics BRIAN PASCH 20 How Fixed Ops Is Racing Into The Future ROB CAMPBELL 22 My Nightmare: A Dystopian Future Where The Dealership Dies A Painful Death SHELDON SANDLER CORRECTION In the last issue of New Jersey Auto Retailer, Gensinger Motors, Inc. was inadvertently left off the list of dealerships that met their 2016 CAR-PAC obligations. We apologize for the oversight.