management i f office - GNYADA · Director of Education & Training Edward P. Gazzillo Professional Development Coordinator Carole Rogner The Center is a division of the Greater New

15-30 Petracca Place, Whitestone New York 11357 www.autoedcenter.com

bdcsales

digital marketing

service/parts

office

management

f&i

dealer services

Center for Automotive Education & Training15-30 Petracca PlaceWhitestone, NY 11357

718-640-2000 tel718-640-2099 faxwww.autoedcenter.com

GNYADA ChairmanNeale Kuperman

GNYADA PresidentMark Schienberg

Education CommitteeNick Toomey, ChairpersonLee CertilmanSuzanne CochraneJohn DonaldsonAlan FeldmanIrwin GarstenJohn LaSorsaGary Schimmerling

Director of Education & TrainingEdward P. Gazzillo

Professional Development CoordinatorCarole Rogner

The Center is a division of the Greater New York Automobile Dealers Association18-10 Whitestone ExpresswayWhitestone, NY 11357718-746-5900

www.gnyada.com

www.autoedcenter.com/seminars I x

The Greater New York Automobile Dealers Association is committed to providing high quality,value-added training and certification programs specifically designed for automotive profes-sionals. All GNYADA courses offer students "real-world" scenarios and a coherent program ofpractices that help prepare them for on-the-job challenges. GNYADA maintains a cutting edgetraining and educational environment that inspires our students - your staff - to become highperforming professionals.

As you look through this booklet you’ll find, in conjunction with your perennial favorites, we haveadded many new classes covering the topics you’ve been asking for including Digital Marketing,Service Advisor Selling Skills, and Management Development courses. In addition, The GreaterNew York Automobile Dealers Association is proud to announce the start of our GNYADA F&ICertificate Program. The GNYADA F&I Certificate Program focuses on legal compliance, aswell as F&I processes and selling methods.

You’ll also notice that we’ve laid out the booklet a little different this year. In the AT A GLANCEsection, classes are listed chronologically by month. Once inside the book, classes are cate-gorized by department. Departments include BDC, Dealer Services, Digital Marketing, F&I,Management, Office, Sales, and Service.

Attending a GNYADA class at the Center for Automotive Education & Training is a unique priv-ilege. With fully equipped classrooms, experienced instructors, and a dedicated caterer,GNYADA offers every student a professional education experience and an opportunity to furthertheir career.

We look forward to seeing you at the Center.

Neale Kuperman Mark Schienberg Nick ToomeyChairman President Education Committee

Chairman

welcome

welcome

welcome

welcome

table of contents

t table of conten nts

www.autoedcenter.com/seminars I 3

At A Glance/Monthly Listing ....................................... 2

Seminars ............................................................ 4

BDC .......................................................... 4

Dealer Services Seminars ................................ 7

Digital Marketing .......................................... 8

F&I .......................................................... 10

GNYADA F&I Certificate Program ...................... 10

Management .............................................. 12

Office ....................................................... 14

Sales ....................................................... 16

Service ..................................................... 20

Meet the Instructors .............................................. 22

About the Center .................................................. 24

Directions .......................................................... 26

2 I www.autoedcenter.com/seminars

SEPTEMBERz Extraordinary Receptionist SkillsThursday, September 6, 2012

z GNYADA Sales AcademyTuesday, September 11, 2012 &Wednesday, September 12, 2012

z 6 Digital Marketing Strategies thatWork Right NowWednesday, September 12, 2012

z z z Get SocialThursday, September 13, 2012

zThe Ultimate Training Program forDealership Selling ProfessionalsThursday, September 20, 2012

z Making the Transition - Management Skills for the New SupervisorTuesday, September 25, 2012

zThe “New” Road to a SaleThursday, September 27, 2012

OCTOBERz Annual Labor Law Seminar Tuesday, October 9, 2012

z Annual Labor Law SeminarWednesday, October 10, 2012

z z z Effective Internet Lead Management StrategiesThursday, October 11, 2012

z Google AnalyticsTuesday, October 16, 2012

z A Guide to The Dealerships Information Security ProgramTuesday, October 16, 2012

z Regional Dealer Services Meeting: Westchester Marriott Tuesday, October 16, 2012

z z BDC & Sales Boot CampWednesday, October 17, 2012

z Mastering the Walk Around and Demonstration RideThursday, October 18, 2012

z Negotiating Skills for any SituationThursday, October 18, 2012

z Regional Dealer Services Meeting: CAETThursday, October 18, 2012

z Becoming a Service Advisor ProfessionalTuesday, October 23, 2012

z Management 1.0 – Learning to ManageWednesday, October 24, 2012

z Sales Skills for Service AdvisorsThursday, October 25, 2012

z Regional Dealer Services Meeting: Huntington HiltonThursday, October 25, 2012

NOVEMBERz Service Drive Programs That GetCustomers to Say “Wow”Wednesday, November 7, 2012

z Notary WorkshopThursday, November 8, 2012

z z z Effectively Attract Responses Utilizing Email MarketingThursday, November 8, 2012

z z BDC Managers WorkshopTuesday, November 13, 2012

z A Guide to Federal Lending RegulationsWednesday, November 14, 2012

z Annual Tax Forum Thursday, November 15, 2012

z Successful Team ManagementTuesday, November 20, 2012

DECEMBERz Creating & Marketing a PowerfulOnline ReputationWednesday, December 5, 2012

z z Mastering the Incoming Sales CallThursday, December 6, 2012

z Affordable Care Act: What YouNeed to Know to be Compliant Thursday, December 6, 2012

z Automotive Biller’s WorkshopTuesday, December 11, 2012

z Be a Great CloserTuesday, December 11, 2012

z A Guide to Cash Reporting andCredit AnalysisWednesday, December 12, 2012

zTrain the TrainerTuesday, December 18, 2012

z Improving your Managerial EffectivenessWednesday, December 19, 2012

z Service & Parts Phone SkillsThursday, December 20, 2012

JANUARYz z z Leveraging YouTube as a Selling ToolTuesday, January 15, 2013

z Managing The Service ProcessTuesday, January 15, 2013

z A Guide to Menu Best PracticesWednesday, January 16, 2013

z z BDC & Sales Boot CampThursday, January 17, 2013

zThe Next Wave of Marketing OnlineTuesday, January 22, 2013

z OSHA Compliance SeminarWednesday, January 23, 2013

z z z Get Customers to Post Positive ReviewsWednesday, January 23, 2013

z Leading and Building Teams forManagerial SuccessThursday, January 24, 2013

meet the instructors

about the Center

how to get here

table of contents

welcome

at a glance

meet the instructmeet the instructmeet the instruct sormeet the instruct

about the Cabout the Centerabout the Center

how thow t ee

at a glance

welcome

at a glance

welcome

at a glance

welcome

at a glanceat a glanceat a glanceat a glancekey:

seminars in blue are special dealer services seminars available to GNYADA members only


FEBRUARYz z z Maximize Your CRM OpportunitiesWednesday, February 6, 2013

z Sales Skills for Service AdvisorsThursday, February 7, 2013

z 6 Digital Marketing Strategies that Work Right NowTuesday, February 19, 2013

z GNYADA F&I Certificate Program Review Session & ExamWednesday, February 20, 2013

z z Proactive Outbound CallsThursday, February 21, 2013

MARCHz GNYADA Sales AcademyWednesday, March 6, 2013 &Thursday, March 7, 2013

z z Great Sales Manager Techniques to Influence GrowthTuesday, March 12, 2013

z Strategies for Winning Deals withthe Trade-In ProcessWednesday, March 13, 2013

z Overcoming ObjectionsWednesday, March 13, 2013

z Extraordinary Receptionist SkillsThursday, March 14, 2013

z Making the Transition - Management Skills for the New SupervisorTuesday, March 19, 2013

z Skills for F&I ManagersWednesday, March 20, 2013

z Qualifying the Customer’s NeedsThursday, March 21, 2013

z Negotiating Skills for any SituationThursday, March 21, 2013

z z z Obtaining an Outstanding Online ReputationTuesday, March 26, 2013

APRILz Notary WorkshopThursday, April 11, 2013

z Building Value in the ServiceProcessTuesday, April 16, 2013

z Management 1.0 – Learning to ManageWednesday, April 17, 2013

z z BDC & Sales Boot CampThursday, April 18, 2013

z zThe New Road to a SaleTuesday, April 23, 2013

z z Leverage Customer Loyalty Programs to Win Repeat BusinessWednesday, April 24, 2013

z Google AnalyticsThursday, April 25, 2013

MAYz Successful Team ManagementTuesday, May 7, 2013

z Spring ERP MeetingThursday, May 9, 2012

z z BDC Managers WorkshopTuesday, May 14, 2013

z Service Drive Programs That GetCustomers to Say “Wow”Wednesday, May 15, 2013

z z Mastering the Incoming Sales CallThursday, May 16, 2013

z z z Online Chat Best PracticesTuesday, May 21, 2013

z Creating & Marketing a Powerful Online ReputationTuesday, May 21, 2013

z Menu Sales Process to Maximize F&I ProfitWednesday, May 22, 2013

z Increase Service Contract SalesWednesday, May 22, 2013

z Phone Skills for Service ManagersThursday, May 23, 2013

z A Service Writer’s Guide to Selling Found WorkThursday, May 23, 2013

z z z Effective Internet Lead Management StrategiesThursday, May 23, 2013

JUNEz Automotive Biller’s WorkshopTuesday, June 11, 2013

zWinning Strategies for Selling Pre-Owned VehiclesTuesday, June 11, 2013

z Get Back to ProspectingThursday, June 13, 2013

z Improving your Managerial EffectivenessWednesday, June 19, 2013

z Service & Parts Phone SkillsThursday, June 20, 2013

zThe Next Wave of Marketing OnlineTuesday, June 25, 2013

JULYz Managing the Service ProcessTuesday, July 16, 2013

z z BDC & Sales Boot CampThursday, July 18, 2013

AUGUSTz Skills for F&I ManagersTuesday, August 20, 2013

Ready to Register, Contact Carole at 718-640-2012

USE PAE POINTS TO PAY FOR YOUR NEXT CLASS

HOW IT WORKS: For every dollar GNYADA Members spend on any class, seminar, and training session at the Centerfor Automotive Education & Training the dealership will earn 1 PAE point. Once your dealership accumulates 1,000PAE Points, you will be rewarded 2 certificates; each worth 1 free seminar for one person – No limitations on classesand no expiration date. The Association began tabulating PAE Points in September, 2010. To learn more about thePAE program or to find out how many points you have contact Carole at [email protected].


THE “NEW” ROAD TO A SALEPresented by Stan Sher, Dealer eTraining

DATE: Thursday, September 27, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

The process of selling a vehicle has not changed very much.What has changed is the amount of resources that are avail-able to educated consumers. Today’s resources allow con-sumers to shop online, read reviews, and communicate onsocial media before talking to a sales professional. The “New”Road to a Sale will teach sales people to properly incorporatecurrent strategies and technologies into their sales process.

EFFECTIVE INTERNET LEAD MANAGEMENT STRATEGIESPresented by Stan Sher, Dealer eTraining

DATE: Thursday, October 11, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

Every sales lead can be a revenue generating opportunity.Dealerships must have the right process and tools in place tomake sure leads are properly guided towards the right salesopportunity. Effective Internet Lead Management Strategieswill teach attendees the important business procedure thatcombines tools with techniques to enable effective leads gen-eration, management and tracking of new sales prospects.

BDC & SALES BOOT CAMPPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Wednesday, October 17, 2012TIME: 10:00 AM - 4:00 PMFEE: $125.00

BDC & Sales Boot Camp is one of the most sought afterclasses in the GNYADA Curriculum. The content is cuttingedge, the learning environment is engaging, and the energyand passion of the speaker makes this a MUST ATTEND work-shop for all Sales and BDC personnel. Do not miss the oppor-tunity to expose your people to the invaluable skill sets that willbe presented and demonstrated in this full day workshop. At-tendees will leave with tools and resources that will becomethe lifeline of the BDC Department.

EFFECTIVELY ATTRACT RESPONSES UTILIZING EMAIL MARKETINGPresented by Stan Sher, Dealer eTraining

DATE: Thursday, November 8, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

Email Marketing is quite possibly the most powerful, flexible,and cost-effective marketing tool available to Dealershipstoday. The problem is that very few are using Email Marketingas well as they could. Successful Email Marketing is more thanblasting out an ad to a list and asking them to buy. CreateEmails that Customers Will Read will teach best practices onhow to produce an effective email marketing campaign that willgenerate viable leads.

BDC MANAGERS WORKSHOPPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Tuesday, November 13, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

Your ability to develop a successful BDC team is critical. TheBDC Managers Workshop will teach you the tools and tech-niques to deal with the management activities of the BDC De-partment; including motivating, training, and holding your BDCteam accountable. This class will allow BDC Managers the op-portunity to develop the skills, outlooks and actions requiredto successfully lead and manage a diverse workforce.

MASTERING THE INCOMING SALES CALLPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Thursday, December 6, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

BDC, Sales and Management Staff will learn how to effectivelyhandle New and Pre-Owned incoming sales calls. You’ll under-stand the psychology of the techniques used to get successfuloutcomes. You’ll listen to and evaluate LIVE mystery phoneshops during this highly engaging, highly energetic workshop.No fluff, No filler - All relevant content that is sure to help youbecome a superstar at maximizing phone opportunities.

LEVERAGING YOUTUBE AS A SELLING TOOLPresented by Criss Castle, Multiple Momentum Marketing

DATE: Tuesday, January 15, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

With the ability to reach a tremendous amount of people,YouTube offers great opportunities for dealers. By observing afew Internet video best practices, dealerships can promote ve-hicles, sell services, and build a fan base. Leveraging YouTubeas a Selling Tool is a hands on class that will guide attendeesfrom creating a video to uploading it to YouTube.


DATE: Thursday, January 17, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

BDC and Sales Boot Camp is one of the most sought afterclasses in the GNYADA Curriculum. The content is cuttingedge, the learning environment is engaging, and the energyand passion of the speaker makes this a MUST ATTEND work-shop for all Sales and BDC personnel. Do not miss the oppor-tunity to expose your people to the invaluable skill sets that willbe presented and demonstrated in this full day workshop. At-tendees will leave with tools and resources that will becomethe lifeline of the BDC Department.

BDC

GET CUSTOMERS TO POST POSITIVE REVIEWSPresented by Stan Sher, Dealer eTraining

DATE: Wednesday, January 23, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Review sites are increasingly used by prospective consumers,87% of them say favorable reviews will sway their decision onwhere to shop. With numbers like that, Dealerships may bewondering how to get customers to post positive reviews. GetCustomers to Post Positive Reviews will teach attendees howto tactfully use current customers to attract new customers intothe dealership.

MAXIMIZE YOUR CRM OPPORTUNITIESPresented by Stan Sher, Dealer eTraining

DATE: Wednesday, February 6, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

A CRM solution will rev up your sales, kick start your market-ing, pump up fixed operations, train your staff and deliver anamazing customer experience. However, many dealerships arenot maximizing their CRM program to achieve desired results.Maximize Your CRM Opportunities will teach attendees to im-plement strategic CRM protocols that will take full advantageof the CRM system.

PROACTIVE OUTBOUND CALLSPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Thursday, February 21, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Today’s more progressive dealerships have some type of aCRM or ILM that utilizes schedules and daily work plans to re-mind staff to make outbound calls. In this highly engaging en-vironment you will learn cutting edge techniques to maximizeresults from virtually every type of outbound call your CRM willever remind you to make! You will learn the lost art of house-hold prospecting and asking for referrals on the phone and atdelivery. You’ll leave with a workbook that you will refer to timeand time again.


DATE: Thursday, April 18, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00



DATE: Tuesday, April 23, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00


LEVERAGE CUSTOMER LOYALTY PROGRAMS TO WIN REPEAT BUSINESSPresented by Stan Sher, Dealer eTraining

DATE: Wednesday, April 24, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Dealerships are more competitive than ever. Consumers areshowered with new opportunities, incentives and offers to en-tice them to make the move to another brand or store. It is thejob of the dealership to create reasons to keep customers com-ing back. Leverage Customer Loyalty Programs to Win RepeatBusiness will teach attendees the most effective way to design,manage, and maintain a top notch Customer Loyalty Program.


DATE: Tuesday, May 14, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00



DATE: Thursday, May 16, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

BDC, Sales and Management Staff will learn how to effectivelyhandle New and Pre-Owned incoming sales calls. You’ll under-stand the psychology of the techniques used to get successfuloutcomes. You’ll listen to and evaluate LIVE mystery phoneshops during this highly engaging, highly energetic workshop.No fluff, No filler - All relevant content that is sure to help youbecome a superstar at maximizing phone opportunities.


BDC

Ready to Register, Contact Carole at 718-640-2012

ONLINE CHAT BEST PRACTICESPresented by Criss Castle, Multiple Momentum Marketing


How many Ups is the dealership’s website missing everyday?By proactively engaging website visitors with the opportunityto chat, more Internet shoppers will be converted into leads.Online Chat Best Practices will teach attendees to turn the ex-isting website into a lead generation machine.





DATE: Thursday, July 18, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00



What people are saying about BDC & SALES BOOT CAMP:

Mark Rodriguez is a very informative and funteacher. He keeps the class upbeat and involved.We actually called real live dealerships! I appreci-ated the way he showed us how to use what hewas teaching us in a real world setting.

BDC

www.autoedcenter.com/seminars I 7Ready to Register, Contact Carole at 718-640-2012

DEALER SERVICES REGIONAL DEALER SERVICES MEETING: WESTCHESTER/ROCKLAND COUNTY

PLACE: Westchester MarriottDATE: Tuesday, October 16, 2012TIME: 8:30 AM - 10:30 AM

Regional Dealer Services Meetings reflect the diverse profes-sional interests of the different geographic regions of our mem-bership. These meetings feature excellent presentations by localregulatory agencies which include: Top 10 violations DMV findsin dealerships; Clarification of transfer plate logs; Pre-printedfees – deceptive practice; Sales tax review of out-of-state deals,trade-ins and exporting used cars; and GNYADA updates.

REGIONAL DEALER SERVICES MEETING:NEW YORK CITY

PLACE: Center for Automotive Education & Training DATE: Thursday, October 18, 2012TIME: 8:30 AM - 10:30 AM

Regional Dealer Services Meetings reflect the diverse profes-sional interests of the different geographic regions of our mem-bership. These meetings feature excellent presentations by localregulatory agencies which include: Top 10 violations DMV findsin dealerships; Clarification of transfer plate logs; Pre-printedfees – deceptive practice; Sales tax review of out-of-state deals,trade-ins and exporting used cars; and GNYADA updates.

REGIONAL DEALER SERVICES MEETING: LONG ISLAND

PLACE: Huntington HiltonDATE: Thursday, October 25, 2012TIME: 8:30 AM - 10:30 AM

Regional Dealer Services Meetings reflect the diverse profes-sional interests of the different geographic regions of our mem-bership. These meetings feature excellent presentations by localregulatory officials which include: Top 10 violations DMV findsin dealerships; Clarification of transfer plate logs; Pre-printedfees – deceptive practice; Sales tax review of out-of-state deals,trade-ins and exporting used cars; and GNYADA updates.

ANNUAL TAX FORUM


This seminar will provide a detailed and authoritative review ofthe key tax issues and developments affecting your dealership.Seminar includes a detailed overview of the ongoing wave ofState Department of Taxation sales tax audits; Form 8300 CashReporting requirements; Affordable Health Care Act phase in –implications for your dealership; New Tax reporting requirementsfor Healthcare Benefits; learn the necessary steps to protectyour dealership. Program includes annual regulatory update.

AFFORDABLE CARE ACT SEMINAR: WHATYOU NEED TO KNOW TO BE COMPLIANT


This seminar will focus on practical solutions for dealers nowthat the Affordable Care Act has been upheld by the SupremeCourt. Join us for this timely seminar on the Act and its impacton your dealership. Our experts will conduct an informationalsession intended for those who must understand healthcare re-form.

OSHA COMPLIANCE SEMINAR

DATE: Wednesday, January 23, 2013TIME: TBDFEE: $99.00

Having a safe workplace environment is more than just goodbusiness practice — it's the law. Attend this powerful, half -dayOSHA training seminar and discover smart solutions and com-pliance strategies that will help you maintain a compliant andsafe working environment.

ANNUAL LABOR LAW SEMINAR

DATE: Tuesday, October 9, 2012 or Wednesday, October 10, 2012

TIME: 8:30 AM - 12:30 PMFEE: FREE for all ERP members,

$125.00 per attendee for non- ERP members

Seminar will feature interesting and timely labor and em-ployment topics, including major changes in labor lawand up-to-date solutions to help in avoiding litigation.This practical program will include real-life applications,with discussions focused on Discrimination and SexualHarassment; Payday and Pay Rate wage notices;Leaves of Absence, FMLA, and Termination proceduresand a brief overview of the impact of Affordable Care Act.

SPRING ERP SEMINAR

DATE: Thursday, May 9, 2013TIME: 8:30 AM - 11:00 AMFEE: FREE for all ERP members,

$95.00 per attendee for non- ERP members

The Spring ERP Seminar is a program designed fordealership professionals to come together for an in depthdiscussion of a single labor law topic affecting dealers.This seminar shows you how to avoid costly fines, penal-ties and employee lawsuits while preserving your rightto manage the workplace in a profitable manner.


DIGI

TAL M

ARKE

TING 6 DIGITAL MARKETING STRATEGIES THAT

WORK RIGHT NOWPresented by Glen Pasch, PCG Digital Marketing

DATE: Wednesday, September 12, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

With dealers shifting marketing dollars from traditional mediato online, knowing what your dealership needs to implementfirst can be one of the most important decisions you make. Inthis session we will discuss the 6 most important digital strate-gies that successful dealers are implementing. Come see whatyou may need to change before your competition uses one ofthese to grab market share.

GET SOCIALPresented by Criss Castle, Multiple Momentum Marketing


Avoiding social media is no longer an option for dealers whowant to connect with buyers. With 67% of shoppers checkingsocial media as part of the research process, dealers can’t af-ford to have a weak presence on these sites. Get Social willteach attendees to meet today’s buyers on their ground to winan enormous set of new customers.



Every sales lead can be a revenue generating opportunity.Dealerships must have the right process and tools in place tomake sure leads are properly guided towards the right salesopportunity. Effective Internet Lead Management Strategieswill teach attendees the important business procedure thatcombines tools with techniques to enable effective lead gen-eration, management and tracking of new sales prospects.

GOOGLE ANALYTICSPresented by Glen Pasch, PCG Digital Marketing

DATE: Tuesday, October 16, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

You’re not alone when it comes to knowing how to log intoGoogle analytics, what it means, and what Google can do.Without understanding how to read the data, you are missingopportunities to increase your revenue. This session will bebroken into two sections. The first will be the basics of analyticsso you can make sure your foundation is strong. The secondwill be focusing on newer tracking metrics like multi-channelsales funnels and how they can show you who really is helpingyour business. We are all a data driven industry. Know what isworking so you can spend more effectively.

EFFECTIVELY ATTRACT RESPONSES UTILIZING EMAIL MARKETINGPresented by Stan Sher, Dealer eTraining


Email Marketing is quite possibly the most powerful, flexible,and cost-effective marketing tool available to Dealershipstoday. The problem is that very few are using Email Marketingas well as they could. Successful Email Marketing is more thanblasting out an ad to a list and asking them to buy. CreateEmails that Customers Will Read will teach best practices onhow to produce an effective email marketing campaign that willgenerate viable leads.

CREATING & MARKETING A POWERFUL ONLINE REPUTATIONPresented by Glen Pasch, PCG Digital Marketing

DATE: Wednesday, December 5, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

None of us buy anything online without doing research. Part ofthat research is reading reviews of both the product and thevendor. Auto dealers have woken up over the past year to theimportance of this fact. Are you in charge of your reputation?

Bring your laptop and your entire Staff! You will learn about theZero Moment of Truth (ZMOT) and what people see about yourdealership online. Learn why customer reviews are key to moreprofits and how your team can encourage reviews and monitorthem to build your online reputation. Finally learn brandingideas for inside the dealership and online that will differentiateyourself in your market. You won’t want to miss this importantsession.

LEVERAGING YOUTUBE AS A SELLING TOOLPresented by Criss Castle, Multiple Momentum Marketing


With the ability to reach a tremendous amount of people,YouTube offers great opportunities for dealers. By observing afew Internet video best practices, dealerships can promote ve-hicles, sell services, and build a fan base. Leveraging YouTubeas a Selling Tool is a hands on class that will guide attendeesfrom creating a video to uploading it to YouTube.

Ready to Register, Contact Carole at 718-640-2012 www.autoedcenter.com/seminars I 9

THE NEXT WAVE OF MARKETING ONLINEPresented by Glen Pasch, PCG Digital Marketing


Every day there is a new way to spread your message to con-sumers. From the importance of mobile to Social Media tovideo pre-roll this session will discuss new ways to get yourmessage out. Don’t be left behind your competition by not see-ing what cost effective ways you can leverage your ads, videosand marketing in these new formats.

6 DIGITAL MARKETING STRATEGIES THATWORK RIGHT NOWPresented by Glen Pasch, PCG Digital Marketing

DATE: Tuesday, February 19, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

With dealers shifting marketing dollars from traditional mediato online, knowing what your dealership needs to implementfirst can be one of the most important decisions you make. Inthis session we will discuss the 6 most important digital strate-gies that successful dealers are implementing. Come see whatyou may need to change before your competition uses one ofthese to grab market share.

OBTAINING AN OUTSTANDING ONLINE REPUTATIONPresented by Criss Castle, Multiple Momentum Marketing

DATE: Tuesday, March 26, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Reputation management encompasses a wide variety of ac-tivities and initiatives of monitoring and maintaining a dealer-ship’s image. Obtaining an Outstanding Online Reputation willteach attendees how to best address the negative remarks,start activities that can build your reputation, and get satisfiedcustomers to go online and tell the world what they think aboutyour dealership.

GOOGLE ANALYTICSPresented by Glen Pasch, PCG Digital Marketing


You’re not alone when it comes to knowing how to log intoGoogle analytics, what it means, and what Google can do.Without understanding how to read the data, you are missingopportunities to increase your revenue. This session will bebroken into two sections. The first will be the basics of analyticsso you can make sure your foundation is strong. The secondwill be focusing on newer tracking metrics like multi-channelsales funnels and how they can show you who really is helpingyour business. We are all a data driven industry. Know what isworking so you can spend more effectively.




CREATING & MARKETING A POWERFUL ONLINE REPUTATIONPresented by Glen Pasch, PCG Digital Marketing


None of us buy anything online without doing research. Part ofthat research is reading reviews of both the product and thevendor. Auto dealers have woken up over the past year to theimportance of this fact. Are you in charge of your reputation?

Bring your laptop and your entire Staff! You will learn about theZero Moment of Truth (ZMOT) and what people see about yourdealership online. Learn why customer reviews are key to moreprofits and how your team can encourage reviews and monitorthem to build your online reputation. Finally learn brandingideas for inside the dealership & online that will differentiateyourself in your market. You won’t want to miss this importantsession.



Every sales lead can be a revenue generating opportunity.Dealerships must have the right process and tools in place tomake sure leads are properly guided towards the right salesopportunity. Effective Internet Lead Management Strategieswill teach attendees the important business procedure thatcombines tools with techniques to enable effective lead gen-eration, management and tracking of new sales prospects.

THE NEXT WAVE OF MARKETING ONLINEPresented by Glen Pasch, PCG Digital Marketing

DATE: Tuesday, June 25, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Every day there is a new way to spread your message to con-sumers. From the importance of mobile to Social Media tovideo pre-roll this session we will discuss new ways to get yourmessage out. Don’t be left behind your competition by not see-ing what cost effective ways you can leverage your ads, videosand marketing in these new formats.

DIGITAL MARKETING


F&I A GUIDE TO THE DEALERSHIPS

INFORMATION SECURITY PROGRAMPresented by Judy Vann Karstadt, JV Solutions LLC


Under State and federal law, dealerships are considered “fi-nancial institutions,” and must comply with all of the regula-tions that govern banks, credit unions and other financialinstitutions that make consumer loans. Among the most com-plicated of these finance regulations are the array of con-sumer privacy and information security rules. These includethe Privacy Rule, the Safeguards Rule and the Red FlagsRule. This program will cover the elements and mandated poli-cies and procedures of the Gramm/Leach/Bliley Act.

A GUIDE TO FEDERAL LENDING REGULATIONSPresented by Judy Vann Karstadt, JV Solutions LLC

DATE: Wednesday, November 14, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

The regulatory maze that surrounds the disclosure require-ments can often be complicated. These include RegulationZ which regulates all Installment Sales Agreements, Regula-tion M which regulates all Consumer Lease Agreements, aswell as the new Risk Based Pricing Rule. The Dodd/Frank Fi-nance Reform Act of July, 2011 further complicated andadded new elements to these rules. This program will coverthe elements and mandated forms and disclosure require-ments of lending regulations.

A GUIDE TO CASH REPORTING ANDCREDIT ANALYSISPresented by Judy Vann Karstadt, JV Solutions LLC


Regulation B, The Equal Credit Opportunity Act, has specificrequirements as to how the Credit Analysis should be han-dled. The Fair Credit Reporting Act governs the use of thedealership’s customer credit information, which mandates howand when a customer’s credit history report should be used.The Patriot Act further added to these rules, as well as chang-ing the cash reporting requirement from IRS 8300 to FINCEN8300. The fines for cash reporting can be extensive and re-quire that all personnel that handle cash be trained. This pro-gram will cover the elements and mandated forms anddisclosure requirements of credit analysis and cash reporting.

A GUIDE TO MENU BEST PRACTICESPresented by Judy Vann Karstadt, JV Solutions LLC


The finance office of a dealership is not only required to abideby many federal and state regulations, they are also respon-sible for a large portion of the dealership’s bottom line. Themenu selling process has become the catalyst for selling prod-ucts and can many times be deceiving in the disclosures tothe customer.

GNYADA F&I CERTIFICATE PROGRAM REVIEW SESSION & EXAMPresented by Judy Vann Karstadt, JV Solutions LLC


The GNYADA Certificate on your wall shows your customersyou have the education necessary to help them get the vehiclethey need at a price they can afford. Dealer Principals trustGNYADA Certified F&I Professionals because they have theskills to make deals that benefit the customer, the dealer andthe lender who buys the deal. The GNYADA F&I CertificateProgram Review will properly prepare you to attain a highscore on the GNYADA Certificate exam. Test will be given rightafter Review Session

SKILLS FOR F&I MANAGERSPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Wednesday, March 20, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

Skills for the Finance & Insurance Manager focuses on theprocesses and selling methods used in the F&I Departmentand integrates techniques proven to enhance F&I revenue.Learn the proper method of utilizing the “Menu” sales ap-proach to increase product sales, gross profit, customer sat-isfaction, and comply with legal requirements. Specialemphasis is placed on group exercises and interactive role-play activities.

MENU SALES PROCESS TO MAXIMIZE F&I PROFITPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Wednesday, May 22, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Any F&I manager or sales manager whose dealership is uti-lizing a menu should attend. The menu does not sell anything!This seminar will show you how to effectively use the menuas a tool to close more product sales and increase gross profitopportunities in your F&I department.

What people are saying about SKILLS FOR F&I MANAGERS:

Money well spent. Coming into this training Ithought I knew it all but I am definitely walkingaway with way more insight than I thought I would.


INCREASE SERVICE CONTRACT SALESPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Wednesday, May 22, 2013TIME: 1:30 PM - 4:30 PMFEE: $85.00

The service contract is the single most important product soldat the dealership. The benefits are gross profit, service andparts profit and customer retention. Send your F&IManager(s) and sales people who are responsible for sellingthis important product. They will return to your dealership witha results orientated presentation and ideas to overcome thethe toughest objections.

SKILLS FOR F&I MANAGERSPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Tuesday, August 20, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

Skills for the Finance & Insurance Manager focuses on theprocesses and selling methods used in the F&I Departmentand integrates techniques proven to enhance F&I revenue.Learn the proper method of utilizing the “Menu” sales ap-proach to increase product sales, gross profit, customer sat-isfaction, and comply with legal requirements. Specialemphasis is placed on group exercises and interactive role-play activities.

GNYADA F&I CERTIFICATE PROGRAM

The Greater New York Automotive Dealers Association is proud to announce the start of our GNYADA F&I Certificate Program. The GNYADA F&I Certificate Program focuses on legal compliance, as well as F&I processes and selling methods. F&I Managers who receive theGNYADA F&I Certificate will demonstrate both legal knowledge and exceptional sales skills. The GNYADA F&ICertificate Program covers both federal and New York State specific laws, and participants must renew their cer-tificate on a bi-yearly basis.

The GNYADA Certificate on your wall shows your customers you have the education necessary to help them getthe vehicle they need at a price they can afford. Dealer Principals trust GNYADA Certified F&I Professionals be-cause they have the skills to make deals that benefit the customer, the dealer and the lender who buys the deal.

In order to qualify for the GNYADA F&I Certificate, you must attend the following classes:

n A Guide to the Dealerships Information Security Program, Tuesday, October 16, 2012

n A Guide to Federal Lending Regulations, Wednesday, November 14, 2012

n A Guide to Cash Reporting and Credit Analysis, Wednesday, December 12, 2012

n A Guide to Menu Best Practices, Wednesday, January 16, 2013

n GNYADA F&I Certificate Review/Testing Session, Wednesday, February 20, 2013

F&I managers and the lenders and vendors who service F&I departments make a valuable contribution to boththe dealer’s bottom line and the customer’s car-buying experience. But the F&I department is often the source ofdevastating lawsuits, hefty fines and reputation-ruining media scrutiny. Ensure every member of the F&I Depart-ment has the tools and education necessary to sell aftermarket products and find financing options for almostevery interested buyer within the confines of the law.

Teaching our GNYADA F&I Certificate Program classes is Judy Vann. With nearly three decades experience inthe retail auto industry, Judy Vann specializes in training for sales and marketing, F&I, and management. Judy isan AFIP Accredited Facilitator for the AFIP Certification Program and has taken hundreds of F&I managers throughthe program over the last five years. Her proven training methods have resulted in some of the highest scores inAFIP history. Through needs analysis, problem solving, strategic planning, coaching, and training, her companyhas created educational programs that are designed to use a real-world approach to increasing confidence andperformance during each stage of the selling process.

NEW!

F&I


MANA

GEME

NTMAKING THE TRANSITION - MANAGEMENT SKILLS FOR THE NEW SUPERVISORPresented by Bill McAndrews, William D. McAndrews & Associates

DATE: Tuesday, September 25, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

You have been working hard contributing to your team’s suc-cess and because of this you have been selected to becomea new supervisor. Now you will be faced with leading a team,directing work activities and ensuring objectives are met.Management Skills for the New Supervisor will teach new su-pervisors how to successfully handle your new position.

MANAGEMENT 1.0 – LEARNING TO MANAGEPresented by Bill McAndrews, William D. McAndrews & Associates


You have worked your way up and now you’re the “boss”. Yourpeers are now your direct reports and other mangers will bedepending upon you to get the job done and increase produc-tivity. New skills will be required. You must set goals, rewardgood performance and deal with poor performers. Learningto Manage will teach you to effectively manage, control andcommunicate for success.




SUCCESSFUL TEAM MANAGEMENTPresented by Bill McAndrews, William D. McAndrews & Associates


Whether as a senior manager, team leader or project man-ager your ability to develop a successful team is critical. Suc-cessful Team Management will teach you the tools andtechniques to deal with the management activities of organ-izing, motivating, developing and communicating with yourteam.

TRAIN THE TRAINERPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Tuesday, December 18, 2012TIME: 10:00 AM - 4:00 PMFEE: $125.00

With the high employee turnover rate at dealerships, man-agers need to be able to effectively train new hires quickly andefficiently. In addition, the manager needs to continually train,coach, and motivate current employees to give their best ef-forts. Train the Trainer will teach attendees basic learning prin-ciples, write effective learning objectives, use activitieseffectively, and handle the toughest crowds.

IMPROVING YOUR MANAGERIAL EFFECTIVENESSPresented by Bill McAndrews, William D. McAndrews & Associates


Every manager needs to put time aside to focus on knowingyourself, your management style and how these affect teamsuccess. Great managers are students of team dynamics.They know understanding their individual values, goals,strengths and weaknesses can lead to a more effective man-agement style.

LEADING AND BUILDING TEAMS FORMANAGERIAL SUCCESSPresented by Bill McAndrews, William D. McAndrews & Associates

DATE: Thursday, January 24, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Through case studies, interesting discussions, facilitation, androle playing, this class will allow senior managers to look athow they currently do things. In turn they will get the opportu-nity to consider the skills, outlooks and actions required tosuccessfully lead and manage a diverse workforce in a globalmarketplace. Senior managers examine how to connect man-agement theory with practical strategies to get outstanding re-sults.


GREAT SALES MANAGER TECHNIQUESTO INFLUENCE GROWTHPresented by Douglas Wright, Wright Auto Pro


Influencing sales and profits month in and month out withgreat leadership is the key to consistent and continuousgrowth year after year. The Great Sales Manager seminar willteach you techniques on how to train, coach and manage yoursalespeople and their activities, so you can influence growthin your dealership.

MAKING THE TRANSITION - MANAGEMENT SKILLS FOR THE NEW SUPERVISORPresented by Bill McAndrews, William D. McAndrews & Associates


You have been working hard contributing to your team’s suc-cess and because of this you have been selected to becomea new supervisor. Now you will be faced with leading a team,directing work activities and ensuring objectives are met.Management Skills for the New Supervisor will teach new su-pervisors how to successfully handle your new position.

MANAGEMENT 1.0 – LEARNING TO MANAGEPresented by Bill McAndrews, William D. McAndrews & Associates


You have worked your way up and now you’re the “boss”. Yourpeers are now your direct reports and other mangers will bedepending upon you to get the job done and increase produc-tivity. New skills will be required. You must set goals, rewardgood performance and deal with poor performers. Learningto Manage will teach you to effectively manage, control andcommunicate for success.

SUCCESSFUL TEAM MANAGEMENTPresented by Bill McAndrews, William D. McAndrews & Associates


Whether as a senior manager, team leader or project man-ager your ability to develop a successful team is critical. Suc-cessful Team Management will teach you the tools andtechniques to deal with the management activities of organ-izing, motivating, developing and communicating with yourteam.




IMPROVING YOUR MANAGERIAL EFFECTIVENESSPresented by Bill McAndrews, William D. McAndrews & Associates

DATE: Wednesday, June 19, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Every manager needs to put time aside to focus on knowingyourself, your management style and how these affect teamsuccess. Great managers are students of team dynamics.They know understanding their individual values, goals,strengths and weaknesses can lead to a more effective man-agement style.

What people are saying about GREAT SALES MANAGER TECHNIQUES TO INFLUENCEGROWTH:

Doug is a very good facilitator; made some greatpoints. I especially like the fact that I am leavinghere with an action plan that I can implement im-mediately at my dealership.

MANAGEMENT



EXTRAORDINARY RECEPTIONIST SKILLSPresented by Mark Rodriguez, Auto Client Care, Inc.


The Receptionist is every dealerships frontline ambassador.At the Extraordinary Receptionist Skills seminar receptionistswill learn to direct calls with proper etiquette, maintain a pro-fessional image when greeting customers, and manage mul-tiple tasks with ease.

NOTARY WORKSHOPPresented by Gerrie Pierre-Fleurimond, Notary Trainerand Notary Public Seminars, LLC


This interactive course prepares you to pass the New YorkState Notary Public exam and provides a comprehensive viewof the notary public office. A common misconception is thatmerely passing the exam adequately prepares you for life inthe real world as a notary – it does not. This class helps youboth to prepare for the NYS exam and to officiate in accor-dance with NYS laws. Confusing laws, concepts, and proce-dures are explained in plain English. Learn about theday-to-day issues you will face in serving as a notary.

AUTOMOTIVE BILLER’S WORKSHOPPresented by Donna D’Alessio, General Manager DMV Direct


This is a comprehensive course which covers the necessarypaperwork for processing a motor vehicle deal - from stockingin through completion of the title and registration process.Each attendee will receive a complete reference manual totake back to the dealership.

EXTRAORDINARY RECEPTIONIST SKILLSPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Thursday, March 14, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

The Receptionist is every dealerships frontline ambassador.At the Extraordinary Receptionist Skills seminar receptionistswill learn to direct calls with proper etiquette, maintain a pro-fessional image when greeting customers, and manage mul-tiple tasks with ease.

NOTARY WORKSHOPPresented by Gerrie Pierre-Fleurimond, Notary Trainerand Notary Public Seminars, LLC

DATE: Thursday, April 11, 2013TIME: 10:00 AM - 4:00 PMFEE: $150.00This interactive course prepares you to pass the New YorkState Notary Public exam and provides a comprehensive viewof the notary public office. A common misconception is thatmerely passing the exam adequately prepares you for life inthe real world as a notary – it does not. This class helps youboth to prepare for the NYS exam and to officiate in accor-dance with NYS laws. Confusing laws, concepts, and proce-dures are explained in plain English. Learn about theday-to-day issues you will face in serving as a notary.

AUTOMOTIVE BILLER’S WORKSHOPPresented by Donna D’Alessio, General Manager DMV Direct


This is a comprehensive course which covers the necessarypaperwork for processing a motor vehicle deal - from stockingin through completion of the title and registration process.Each attendee will receive a complete reference manual totake back to the dealership.

What people are saying about NOTARY WORKSHOP:

Just wanted to let you know my co-worker and I PASSED our New York Notary examination on the very firsttry because of the AMAZING prep we got from your class! Neither one of us had any legal knowledge andwas pretty nervous about taking this test. We both knew pretty much every answer. Thank You!

OFFICE


SALE

S GNYADA SALES ACADEMYPresented by Frank Phillips, FCP-Sales Masters

DATE: Tuesday, September 11, 2012 &Wednesday, September 12, 2012

TIME: 10:00 AM - 4:00 PMFEE: $149.00

This 2-Day class helps establish a comprehensive salesprocess for salespeople that have been working in the indus-try for 6 months or less. Sales people will learn best practicesales techniques that follow a logical sequence from greetingto closing, follow up, and referrals. The process is geared tonot only close more sales but, how to generate additional floortraffic through a daily work plan that focuses on appointments.

GET SOCIALPresented by Criss Castle, Multiple Momentum Marketing



THE ULTIMATE TRAINING PROGRAM FORDEALERSHIP SELLING PROFESSIONALSPresented by Kurtis Smith, K-Method Group and Mark Rodriguez, Auto Client Care, Inc.


This comprehensive training program was built from theground up to teach all selling professionals’ veterans & begin-ners exactly what they need to know to succeed. Kurtis Smithwill teach the core skills, systems & processes that they mustknow to Build, Maintain and Manage their book of business.While Mark Rodriguez will teach them how to leverage the useof the phone to intentionally cause their businesses to ex-plode.









BDC & Sales Boot Camp is one of the most sought afterclasses in the GNYADA Curriculum. The content is cuttingedge, the learning environment is engaging, and the energyand passion of the speaker makes this a MUST ATTENDworkshop for all Sales and BDC personnel. Do not miss theopportunity to expose your people to the invaluable skill setsthat will be presented and demonstrated in this full day work-shop. Attendees will leave with tools and resources that willbecome the lifeline of the BDC Department.

MASTERING THE WALK AROUND ANDDEMONSTRATION RIDEPresented by Ken Carlson, MANAGE-RITE Inc.


Some cars will sell themselves, but most of them just sit thereand don’t say a word, take advantage of this opportunity toshine. The Walk Around and Test Drive seminar delivers ex-citing methods to build value in the sales process with productpresentation and demonstrations with feature and benefit sell-ing, demo ride conversations, and selling to the buyers mo-tives.

NEGOTIATING SKILLS FOR ANY SITUATIONPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Thursday, October 18, 2012TIME: 1:30 PM - 4:30 PMFEE: $85.00

Negotiating Skills for any Situation focuses solely on negoti-ating strategies and techniques that will give you the winningedge in any situation. This seminar drills deep into the nego-tiation process, customer behavior, and strategies on how tonegotiate with different types or patrons. Each of these activ-ities is reinforced through class discussions and extensiverole-play simulation exercises.


SALESEFFECTIVELY ATTRACT RESPONSES UTILIZING EMAIL MARKETINGPresented by Stan Sher, Dealer eTraining


Email Marketing is quite possibly the most powerful, flexible,and cost-effective marketing tool available to Dealershipstoday. The problem is that very few are using Email Marketingas well as they could. Successful Email Marketing is morethan blasting out an ad to a list and asking them to buy. CreateEmails that Customers Will Read will teach best practices onhow to produce an effective email marketing campaign thatwill generate viable leads.



BDC, Sales and Management Staff will learn how to effectivelyhandle New and Pre-Owned incoming sales calls. You’ll un-derstand the psychology of the techniques used to get suc-cessful outcomes. You’ll listen to and evaluate LIVE mysteryphone shops during this highly engaging, highly energeticworkshop. No fluff, No filler - All relevant content that is sureto help you become a superstar at maximizing phone oppor-tunities.

BE A GREAT CLOSERPresented by Frank Phillips, FCP-Sales Masters


Every salesperson wants to be a great closer. The key to clos-ing is to properly prepare and become skilled in various tech-niques designed to handle objections and excuses. Closingstarts at the beginning of the sales process and takes a lot ofsmall closes in order to reach the ultimate close. Be a GreatCloser will expose salespeople to the various techniques andskills needed to become a Great Closer.

PROACTIVE OUTBOUND CALLSPresented by Mark Rodriguez, Auto Client Care, Inc.


Today’s more progressive dealerships have some type of aCRM or ILM that utilizes schedules and daily work plans toremind staff to make outbound calls. In this highly engagingenvironment you will learn cutting edge techniques to maxi-mize results from virtually every type of outbound call yourCRM will ever remind you to make! You will learn the lost artof household prospecting and asking for referrals on thephone and at delivery. You’ll leave with a workbook that youwill refer to time and time again.

GNYADA SALES ACADEMYPresented by Frank Phillips, FCP-Sales Masters

DATE: Wednesday, March 6, 2013Thursday, March 7, 2012

TIME: 10:00 AM - 4:00 PMFEE: $149.00

This 2-Day class helps establish a comprehensive salesprocess for salespeople that have been working in the indus-try for 6 months or less. Sales people will learn best practicesales techniques that follow a logical sequence from greetingto closing, follow up, and referrals. The process is geared tonot only close more sales but, how to generate additional floortraffic through a daily work plan that focuses on appointments.

GREAT SALES MANAGER TECHNIQUES TO INFLUENCE GROWTHPresented by Douglas Wright, Wright Auto Pro


Influencing sales and profits month in and month out withgreat leadership is the key to consistent and continuousgrowth year after year. The Great Sales Manager seminar willteach you techniques on how to train, coach and manage yoursalespeople and their activities, so you can influence growthin your dealership.

STRATEGIES FOR WINNING DEALS WITH THE TRADE-IN PROCESSPresented by Douglas Wright, Wright Auto Pro

DATE: Wednesday, March 13, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Challenges we face when our customers have a trade-in, theythink their vehicle is worth more or less than it really is andthey justify their position with information from the internet orfrom another outside source. The Strategies for Winning Dealswith the Trade-In Process seminar will give techniques on howto stop feeling like you are on the defensive in negotiationsabout the trade-in to get the customer more realistic in theirthinking.

OVERCOMING OBJECTIONSPresented by Douglas Wright, Wright Auto Pro

DATE: Wednesday, March 13, 2013TIME: 1:30 PM - 4:30 PMFEE: $85.00

Objections to a car sale can occur anywhere in the salesprocess, uncovering and dealing with sales objections chal-lenges you intellectually and emotionally. The Overcoming Ob-jections seminar will give you additional strategies and salesskills to overcome car sales objections anywhere in the salesprocess. The aim is to give you alternative strategies on howto handle objections so you can adapt them.


QUALIFYING THE CUSTOMER’S NEEDSPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Thursday, March 21, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Much of the work of selling is learning about your customers,understanding their needs, and determining whether or notthey are qualified to buy what you are selling. Qualifying theCustomer’s Needs will teach salespeople to uncover the cus-tomer’s buying motives and utilize that information properly toget closer to closing a sale.

NEGOTIATING SKILLS FOR ANY SITUATIONPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Thursday, March 21, 2013TIME: 1:30 PM - 4:30 PMFEE: $85.00

Negotiating Skills for any Situation focuses solely on negoti-ating strategies and techniques that will give you the winningedge in any situation. This seminar drills deep into the nego-tiation process, customer behavior, and strategies on how tonegotiate with different types or patrons. Each of these activ-ities is reinforced through class discussions and extensiverole-play simulation exercises.

OBTAINING AN OUTSTANDING ONLINEREPUTATIONPresented by Criss Castle, Multiple Momentum Marketing





BDC & Sales Boot Camp is one of the most sought afterclasses in the GNYADA Curriculum. The content is cuttingedge, the learning environment is engaging, and the energyand passion of the speaker makes this a MUST ATTENDworkshop for all Sales and BDC personnel. Do not miss theopportunity to expose your people to the invaluable skill setsthat will be presented and demonstrated in this full day work-shop. Attendees will leave with tools and resources that willbecome the lifeline of the BDC Department.




LEVERAGE CUSTOMER LOYALTY PROGRAMS TO WIN REPEAT BUSINESSPresented by Stan Sher, Dealer eTraining


Dealerships are more competitive than ever. Consumers areshowered with new opportunities, incentives and offers to en-tice them to make the move to another brand or store. It is thejob of the dealership to create reasons to keep customerscoming back. Leverage Customer Loyalty Programs to WinRepeat Business will teach attendees the most effective wayto design, manage, and maintain a top notch Customer Loy-alty Program.



BDC, Sales and Management Staff will learn how to effectivelyhandle New and Pre-Owned incoming sales calls. You’ll un-derstand the psychology of the techniques used to get suc-cessful outcomes. You’ll listen to and evaluate LIVE mysteryphone shops during this highly engaging, highly energeticworkshop. No fluff, No filler - All relevant content that is sureto help you become a superstar at maximizing phone oppor-tunities.




SALE

S





WINNING STRATEGIES FOR SELLINGPRE-OWNED VEHICLESPresented by Frank Phillips, FCP-Sales Masters


The Pre-Owned market is as competitive as ever. Having qual-ified salespeople ready to meet the demands of educated cus-tomers are key to a dealership’s success. Winning Strategiesfor Selling Pre-Owned Vehicles will teach salespeople the nec-essary fundamentals to be a successful member of the salesteam. This class focuses on developing professional skills tosell pre-owned vehicles. Special emphasis is placed on effec-tive questioning techniques, objection handling, and closingthe sale.

GET BACK TO PROSPECTINGPresented by Douglas Wright, Wright Auto Pro

DATE: Thursday, June 13, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

Does anyone actually prospect anymore? Finding new cus-tomers is without a doubt the most difficult and stressful as-pect of the profession. However, proper Prospectingtechniques will let you discover a huge amount of very highquality leads that can turn into sales. Get Back to Prospectingwill teach Sales Consultants proven methods for building andkeeping a customer base.


DATE: Thursday, July 18, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

BDC and Sales Boot Camp is one of the most sought afterclasses in the GNYADA Curriculum. The content is cuttingedge, the learning environment is engaging, and the energyand passion of the speaker makes this a MUST ATTENDworkshop for all Sales and BDC personnel. Do not miss theopportunity to expose your people to the invaluable skill setsthat will be presented and demonstrated in this full day work-shop. Attendees will leave with tools and resources that willbecome the lifeline of the BDC Department.

SALES


SERV

ICE GET SOCIAL

Presented by Criss Castle, Multiple Momentum Marketing



BECOMING A SERVICE ADVISOR PROFESSIONALPresented by Frank Phillips, FCP-Sales Masters


“The sales department may sell the first vehicle but, the serv-ice department will sell the next one.” A Service Advisor’s po-sition requires the skill of a manager and a salesperson. Thisclass will discuss techniques to coordinate work flow, antici-pate ‘Hold - Overs’ and the importance of ‘Under Promise &Over Deliver’. This class will help increase organizational pro-ductivity and selling skills along with Customer Satisfactionand Customer Retention.

SALES SKILLS FOR SERVICE ADVISORSPresented by Frank Phillips, FCP-Sales Masters


Presenting maintenance solutions so the customer can un-derstand the benefit then selling them that service substan-tially improves a dealership’s fixed operations profitability andcustomer retention. This class is designed to improve the sell-ing skills, customer handling skills, and every other aspect ofthe dealership’s most important salesperson.

SERVICE DRIVE PROGRAMS THAT GETCUSTOMERS TO SAY “WOW”Presented by Criss Castle, Multiple Momentum Marketing

DATE: Wednesday, November 7, 2012TIME: 10:00 AM - 1:00 PMFEE: $85.00

Get customers say Wow. Get them to say Wow as they enterthe service drive. Get them to say Wow when they speak toAdvisors. Get them to say Wow when they pick up their car.Service Drive Programs That Get Customers to Say “Wow”will teach Service Advisors customer service practices thatwill exceed customer expectations and get them to say Wow.

SERVICE & PARTS PHONE SKILLSPresented by Mark Rodriguez, Auto Client Care, Inc.


Service Appointment Coordinators, ASMs, Service Advisorswill learn how to effectively schedule appointments from in-bound service calls. Parts Managers and counter persons willlearn how to effectively handle an incoming Parts call that re-sults in either an offer to install the part or a commitment topick up a part. LIVE service and parts mystery shop calls willbe made.

MANAGING THE SERVICE PROCESSPresented by Douglas Wright, Wright Auto Pro


If you manage the Service Process, you are under a lot ofpressure to deliver. You must drive appointments and maxi-mize show rates. Increase ROs and dollars per RO. All whilegrowing customer loyalty for consistent, profitable business inthe future. Managing the Service Process will teach servicemanagers the processes that are involved in the service cus-tomer’s experience and discuss how to ensure that serviceadvisors are maximizing gross profit, customer satisfactionand minimizing expenses.

GET CUSTOMERS TO POST POSITIVE REVIEWSPresented by Stan Sher, Dealer eTraining


Review sites are increasingly used by prospective consumers,87% of them say favorable reviews will sway their decision onwhere to shop. With numbers like that, Dealerships may bewondering how to get customers to post positive reviews. GetCustomers to Post Positive Reviews will teach attendees howto tactfully use current customers to attract new customersinto the dealership.

MAXIMIZE YOUR CRM OPPORTUNITIESPresented by Stan Sher, Dealer eTraining


A CRM solution will rev up your sales, kick start your market-ing, pump up fixed operations, train your staff and deliver anamazing customer experience. However, many dealershipsare not maximizing their CRM program to achieve desired re-sults. Maximize Your CRM Opportunities will teach attendeesto implement strategic CRM protocols that will take full advan-tage of the CRM system.


SERVICESALES SKILLS FOR SERVICE ADVISORSPresented by Frank Phillips, FCP-Sales Masters


Presenting maintenance solutions so the customer can un-derstand the benefit then selling them that service substan-tially improves a dealership’s fixed operations profitability andcustomer retention. This class is designed to improve the sell-ing skills, customer handling skills, and every other aspect ofthe dealership’s most important salesperson.

OBTAINING AN OUTSTANDING ONLINEREPUTATIONPresented by Criss Castle, Multiple Momentum Marketing



BUILDING VALUE IN THE SERVICEPROCESSPresented by Douglas Wright, Wright Auto Pro


Vehicle owners who experience a personal connection withtheir dealer’s service advisor are far more likely to return forfuture service and purchase additional vehicles. Building Valuein the Service Process will teach service advisors to developand maintain a personal connection with customers so thatwhenever they come in they just throw their keys and say, “Fixwhatever it needs.”

SERVICE DRIVE PROGRAMS THAT GETCUSTOMERS TO SAY “WOW”Presented by Criss Castle, Multiple Momentum Marketing

DATE: Wednesday, May 15, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Get customers say Wow. Get them to say Wow as they enterthe service drive. Get them to say Wow when they speak toAdvisors. Get them to say Wow when they pick up their car.Service Drive Programs That Get Customers to Say “Wow”will teach Service Advisors customer service practices thatwill exceed customer expectations and get them to say Wow.

PHONE SKILLS FOR SERVICE MANAGERSPresented by Ken Carlson, MANAGE-RITE Inc.


Today the success and profitability of your business will be de-termined by a number of things, yet none are more importantthan your service advisor’s ability to consistently generatesales from satisfied customers. Every time your auto serviceadvisor loses a phone lead, you’ve lost far more than just theprice you paid to get the phone to ring. Phone Skills for Serv-ice Managers will teach attendees how to effectively turnphone calls to appointments.

A SERVICE WRITER’S GUIDE TO SELLINGFOUND WORKPresented by Ken Carlson, MANAGE-RITE Inc.

DATE: Thursday, May 23, 2013TIME: 1:30 PM - 4:30 PMFEE: $85.00

By covering such topics as the service write-up process, valueselling, effective communication, telephone skills, and legalcompliance, Service Advisors return to the dealership withtools and techniques they can implement in their jobs imme-diately. Service Writers Guide to Selling Found Work will teachattendees to better present any found work to customers, re-gardless if they are a waiter or a phone call is necessary topresent their repair options.

SERVICE & PARTS PHONE SKILLSPresented by Mark Rodriguez, Auto Client Care, Inc.

DATE: Thursday, June 20, 2013TIME: 10:00 AM - 1:00 PMFEE: $85.00

Service Appointment Coordinators, ASMs, Service Advisorswill learn how to effectively schedule appointments from in-bound service calls. Parts Managers and counter persons willlearn how to effectively handle an incoming Parts call that re-sults in either an offer to install the part or a commitment topick up a part. LIVE service and parts mystery shop calls willbe made.

MANAGING THE SERVICE PROCESSPresented by Douglas Wright, Wright Auto Pro

DATE: Tuesday, July 16, 2013TIME: 10:00 AM - 4:00 PMFEE: $125.00

If you manage the Service Process, you are under a lot ofpressure to deliver. You must drive appointments and maxi-mize show rates. Increase ROs and dollars per RO. All whilegrowing customer loyalty for consistent, profitable business inthe future. Managing the Service Process will teach servicemanagers the processes that are involved in the service cus-tomer’s experience and discuss how to ensure that serviceadvisors are maximizing gross profit, customer satisfactionand minimizing expenses.


about the Center

how to get here

table of contents

welcome

at a glance

meet the instructmeet the instructmeet the instruct sormeet the instructmeet the instruct

about the C

meet the instruct

about the C

meet the instruct

enterabout the C

sormeet the instruct

enter

how thow t ee

at a glance

welcome

at a glance

welcome

at a glance

welcome

Ken Carlson is Director of Training for Man-age-Rite, Inc., Automotive Training Division.He has over 28 years of retail automotive ex-perience and is AFIP Certified (Senior). Kenhas conducted seminars for Sales, F & I,Sales Management, After sale, and ServiceManager/Advisor personnel for dealer asso-ciations throughout the United States

Criss Castle has 8 years of automotive digitalmarketing experience, representing 21 differ-ent brands. Castle earned her BBA in 2000and MBA in 2002 from the University of Cen-tral Oklahoma. After Graduation, Castleserved as Director of Corporate Relations atthe University. Castle also taught many digitalmarketing classes including; eCommerce

Marketing, Advertising, Professional Communications, Market-ing Management, Intro to the Internet, Digital Photo Editing, andDigital Video Editing.

Castle’s lifelong relationship with cars stems from her grandfa-ther’s dealership; In fact, Castle bought and sold cars as ateenager using the newspaper, cash and negotiation skills. Itwas Castle’s student loan obligation that prompted her to jointhe professional ranks in 2004 at Group I with Bob Howard AutoGroup. Castle swiftly became a top producer in Group I's Inter-net sales department and left the university to make automotiveher full time career.

Donna D’Alessio is the General Manager ofDMV-Direct, GNYADA’s registration and titleservice. After 25 years in the auto industry,Donna offers substantial knowledge in the ti-tling and registration of vehicles in New YorkState, as well as many other states around thecountry. Her hands-on experience as an auto-motive biller enables her to explain laws and

procedures in terms that dealership employees instantly under-stand.

William McAndrews is a full-time businessadvisor providing guidance in strategy devel-opment and implementation, marketing serv-ices, organizational expertise, managementadvice and business solutions to small busi-nesses and non profit organizations. Bill alsoprovides leadership coaching and mentoringto individuals and teams, as well as assisting

organizations with day-to-day management issues.

Prior to that, Mr. McAndrews spent twenty-two years at Verizonas a member of the management team heading up a businesscalling product development and marketing team. During thistime at Verizon, he acquired broad expertise in team buildingand management, strategy development & implementation, ac-counting, financial management, operations, real estate andregulatory matters.

A graduate of Pace University with a BBA in Accounting, hewas awarded an MS in Education from Brooklyn College. Hewas a participant in Senior Executive Programs at University ofPennsylvania, Columbia University and Penn State University

Glenn Pasch is the COO and Partner of PCGDigital Marketing and PCG Consulting heworks with executive management and inter-nal teams to develop new strategies aroundDigital Marketing initiatives that will enablebusinesses to achieve their desired objectivesand priorities.

Glenn has more than 20 years of experience with a proven trackrecord of leading diverse teams of professionals to new levelsof achievement in a variety of highly competitive markets andfast paced environments. He has worked as an executive coachfor all levels of leaderships from C-suite to the front line. Glenncontinues to speak on a variety of topics that cover businessleadership, change management, digital marketing and the im-pact of this new technology on culture, business and society.

Gerrie Pierre-Fleurimond is a CNSA "Na-tional Notary of the Year" winner. With yearsof corporate management experience underher belt, Pierre-Fleurimond educated and in-spired many other Notaries, emphasizing tothem not only the professional demands of theNotary office but also its personal rewards -and particularly the rewards of the new Notary

Signing Agent career field.

Frank Phillips career has extended over 40years in the automotive industry starting in re-tail as a service advisor, salesperson and asales manager while attending Fairleigh Dick-inson University. After completing VW’s no-table ‘Train the Trainer’ course, he became asales trainer for World-Wide VW, Porsche andAudi Eastern. Next, he moved to The Trust

Company of New Jersey where he was their Bank – DealerRep. While at the bank he was recruited by Peugeot Motors ofAmerica as their National Sales Training Manager. Frank started


FCP-Sales Masters conducting seminars and class through outthe U.S. and Canada for Dealerships, Dealer Associations andManufacturers. He has also taught at Hofstra and Bergen Com-munity College and has been conducting seminars classes forGNYADA since 1991. Frank is a member of the 101st AirborneAssociation.

Mark Rodriguez is Founder & President ofAuto Client Care, Inc, a leading automotivesales and sales management training organ-ization. Mark is also a recognized speaker forthe Greater New York Automobile Dealers As-sociation, where he has been offering his ad-vice and counsel since 2005.

Mark has been in the automotive industry since 1991 and todayspecializes in implementing total client care techniques andstrategies. He recognizes that in today’s demanding economicclimate, businesses are not just looking for ways to bring cus-tomers in the door, but also to ensure that their experiencewhile at the dealership keeps them coming back for more.

When not conducting Sales & BDC training he is helping deal-erships maximize the use of their resources to create a betterclient care experience in the Service Arena. His Service Busi-ness Development training focuses on helping dealerships in-creased profits by improving their effectiveness when handlingthe in bound service calls, appointments, & scheduling oppor-tunities by connecting with their customers better.

Stan Sher is the president and founder ofDealer eTraining, a full service automotive in-ternet sales, business development trainingand digital marketing company. Prior to start-ing Dealer eTraining, Stan has been in the au-tomotive business for over eight years wherehe has been successful in automotive sales,management, digital marketing, internet sales

and business development center direction.

Over the years, Stan Sher has become a proven internet salesmanager adept at developing a positive brand image for a deal-ership or product and increasing internet sales volume. A trueinternet professional, he has increased sales, improvedprocesses, presence, and results to generate more profit. Whileworking as a national internet sales trainer, Stan has createdcustomized powerful follow up processes for the phone andemail that will bring dealerships much success. Stan Sher hasa well known presence in the automotive industry as he hasnetworked and developed strong relationships with vendors inthe industry

Judy Vann has nearly three decades experi-ence in the retail auto industry, Judy Vann spe-cializes in training for sales and marketing,F&I, and management. Judy is an AFIP Ac-credited Facilitator for the AFIP CertificationProgram and has taken hundreds of F&I man-agers through the program over the last fiveyears. Her proven training methods have re-

sulted in some of the highest scores in AFIP history.

Through needs analysis, problem solving, strategic planning,coaching, and training, her company has created educationalprograms that are designed to use a real-world approach to in-creasing confidence and performance during each stage of theselling process.

Douglas Wright is a well establishedspeaker, facilitator, trainer and consultant inthe automotive industry. His extensive retailbackground gives him credibility with his au-dience and his practical approach to educa-tion, combined with his energy, positiveattitude, keen sense of humor and passion forthe business make him a joy to listen to.

Doug has been in the automotive business his entire life, havinggrown up around his father’s Mercedes-Benz dealership. Afterattending Syracuse University, Doug left the car business topursue a career on Wall Street. After working as a portfoliomanager for two years he attended Columbia University wherehe received his MBA degree. Doug returned to the car businessin 1996 when he purchased a Chrysler, Dodge, Jeep dealer-ship in upstate New York.

Over the course of the next several years, Doug would pur-chase four underperforming dealerships, turn them around andsell them for a profit. In 2002, he left the retail side of the busi-ness to start Wright Auto Pro to provide Sales Consultants andService Advisors with the tools and skills to sell more productsat a higher gross profit with increased customer satisfaction.



about the Center

how to get here

table of contents

welcome

at a glance



how thow t ee

at a glance

welcome

at a glance

welcome

at a glance

welcome


Built for the automobile industry by the automobile industry,The Center for Automotive Education & Training is the first ofits kind in the New York region.

Mission StatementThe Center for Automotive Education & Training is dedicatedto serving automobile retailers in all areas of dealership oper-ations in partnership with vehicle manufacturers and industrysuppliers. The Center's mission is to support and promote on-going automotive education and training and to help recruit in-dividuals who are looking for careers in the auto industry in themetro New York area.

The Center for Automotive Education & Training is utilized bythe major automotive manufacturers for various training areassuch as hands-on instruction of technicians, sales, F&I, man-agement and for other automotive personnel positions.

Centrally located in Metro New York, the Center was createdby the Greater New York Automobile Dealers Association, anassociation representing franchised new car and truck dealersin Greater New York. With 90,000 square feet of meeting andconference space, The Center can accommodate almost anyevent. Architecturally graphic and beautifully designed roomslarge and small await you in Whitestone. From our soaringgrand atrium fashioned from steel and glass, to our 40 seatboardroom, superbly designed and fully equipped with the lat-est technology. Thirteen classrooms, two fully equipped train-ing bays, an auditorium and a computer lab are also availablefor classes and events.

Rent at the CenterThe Center at Whitestone is beautiful in design and scope aswell as being a functional conference space. It is the perfectvenue for business conferences, seminars, meetings, partiesand other social functions. Its gorgeous 5,000 square footatrium boasts a soaring 42-foot high ceiling, amazing naturallight, sleek and modern finishes and magnificent architecturalappointments. The Atrium is very well suited for photo, film orvideo production shoots with easy access for equipment andcrew. Full service catering is available on premises as well asfree parking.

The Center at a Glance:

n Rooms for 8 – 300+n On-site event management teamn AV, Teleconferencing and WiFi throughoutn Individually Climate Controlled Roomsn Private Breakout Rooms and Loungen Full Service Business Centern On Premise Catering with a Fully Equipped

Professional Kitchenn Parking for 200 Vehicles

“The Princeton of Automotive Training”– Ward’s Dealer Business, Feb 2011

www.autoedcenter.com/seminars I 2524 I www.autoedcenter.com/seminars

If you have any questions or are interested in holding an event or conference at The Center, please contact the Sales Department at [email protected] or 718-640-2007.


From Long Island: Travel west on LIE, Southern State orNorthern State Parkway to Cross Island Parkway North (be-comes Whitestone Expressway), exit at 20th Avenue (Exit 15)go to traffic light and make a right turn onto 20th Avenue – pro-ceed one block to next traffic light and make a right turn ontoPetracca Place.

From Westchester: Travel South on the Hutchinson RiverParkway to the Whitestone Bridge to the Whitestone Express-way, exit at 20th Avenue (second exit over bridge) continue onthe service road to traffic light and make a right turn onto 20thAvenue – proceed one block to the next traffic light and makea right turn onto Petracca Place.

From NYC: Travel east on the Grand Central Parkway or LIEto Whitestone Expressway, follow signs to the WhitestoneBridge, exit before bridge at 20th Avenue (Exit 15) go to trafficlight and make a left turn onto 20th Avenue. At the second traf-fic light, make a right turn onto Petracca Place.

From New Jersey: Take the George Washington Bridge to theCross Bronx Expressway; follow signs to the WhitestoneBridge into Queens to the Whitestone Expressway. Exit at 20thAvenue (second exit over bridge) continue on the service roadto traffic light and make a right turn onto 20th Avenue – pro-ceed one block to next traffic light and make a right turn ontoPetracca Place.


about the Center

how to get here

table of contents

welcome

at a glance



how to get hero get herhow to get hereo get here

at a glance

welcome

at a glance

welcome

at a glance

welcomeCenter for Automotive Education & Training15-30 Petracca PlaceWhitestone, NY 11357

718-640-2000 tel718-640-2099 fax

www.autoedcenter.com

COSTS & POLICIESTuition: Classes vary in tuition cost. However, most courses are $85 & $125 for dues-paying GNYADA Members, whichcovers comprehensive course materials and refreshments. Non-Members who are interested in attending any of thesecourses, please call 718-640-2012 for rates. How to Pay: Dealerships are billed upon registration. Credit & Cancella-tion: Space is limited, so if you must cancel, please call 718-640-2012 as early as possible. If an enrollment is cancelledor participant doesn’t show up, the course tuition and fees are not refundable. However, notify us at least 24 hours beforethe class and we’ll credit your payment for attendance at the next scheduled session of the course. You can also senda substitute employee to the class. Professional Automotive Education (PAE) Points: For every dollar GNYADA memberdealerships spend on seminars at the Center for Automotive Education & Training they will earn 1 PAE Point. Once yourdealership accumulates 1,000 PAE Points, you will be rewarded 2 certificates; each worth one free seminar for one per-son – no limitations on classes and no expiration date. The Association began tabulating PAE Points in September, 2010.To learn more about the PAE program or to find out how many points you have contact Carole at [email protected].

Greater New York Automobile Dealers Association18-10 Whitestone Expressway, Whitestone, NY 11357

tel 718-746-5900fax 718-746-5557www.gnyada.com

The Greater New York Automobile Dealers Association (GNYADA) represents franchised new car and truckdealers in Westchester, Rockland, New York City and Long Island. Our members sell, lease, and service newand used cars and trucks. GNYADA also owns and manages the New York International Automobile Show,the oldest and largest attended auto show in North America.

Documents

management i f office - GNYADA · Director of Education & Training Edward P. Gazzillo Professional Development Coordinator Carole Rogner The Center is a division of the Greater New