Annual Meeting: Use Your Data to Drive Service and Sales

How can dealers increase sales and service traffic while eliminating waste? The answer is really quite simple – start with your data! If you can’t track what your marketing dollars are doing, you probably shouldn’t be spending them.  During this year’s Annual Meeting, attendees will hear from Derc Teschler with Dealer121 who can help answer the age-old question: is my marketing working?

Consider this. You find a customer in your database who is driving a leased vehicle. That lease is due in three months and you happen to have a killer pull ahead program. Rather than pounding the radio with group advertising and hoping that customer hears you, finds you and buys from you, wouldn’t it make more sense to target that customer as an individual? Couldn’t you email them directly? Possibly send them a mail piece explaining lease options? Maybe even target them directly with a mobile product?

Mr. Teschler will show you how to use the data you have, track your marketing dollars and ultimately drive more sales and service to your business.


MADA Annual Meeting – December 7, 2017
Suburban Collection Showplace, Novi
11am • Derc Teschler, Dealer121
Use Your Data to Drive Service and Sales

F&I Compliance Boot Camp for Dealership Employees

Zurich is sponsoring an AFIP Certification Boot Camp in December, conducted by the Association of Finance & Insurance Professionals (AFIP). This course provides the tools and education necessary to keep your dealership compliant with the rapidly-changing state and federal regulations that apply to the F&I process. The boot camp offers an accelerated preparation for the AFIP Certification Examination, followed by the proctored exam. (Two weeks of informal self-study is suggested before attending.) Full AFIP Certification is granted upon successful completion with passing scores.

Who should attend: F&I managers and directors, salespeople who execute loan and lease agreements, sales managers, and general sales managers.

AFIP Certification Boot Camp
Tuesday, December 19, 2017
MADA office in East Lansing

Additional information and costs are available here or by contacting Jessica Urias with AFIP at (817) 428-2434 #950 or

Annual Meeting: special dealer only session announced

Patrick Anderson, Anderson Economic Group
Special session for dealers and general managers only

MADA will offer a special morning session during the Annual Meeting for MADA dealers and general managers only. As we have heard from many dealers, manufacturers have recently been placing new requirements on their franchised dealers.

To discuss this, we will be joined by Patrick Anderson, principal and CEO of Anderson Economic Group (AEG). An expert consultant in the automotive industry, Mr. Anderson will provide information about the changing manufacturer expectations and how dealers can look out for their interests. Discussion topics include: sales effectiveness, metrics and market territories.

This year’s MADA Annual Meeting also offers a unique opportunity to hear from Dr. Kevin Elko, a highly regarded motivational speaker. Please add Thursday, December 7, 2017 to your calendar and make plans to attend the Annual Meeting at the Hyatt Place Novi at the Suburban Collection Showplace.

Learn more about Anderson Economic Group >>

Michigan Geography Facts

  • Michigan’s Lower Peninsula is 277 miles long from north to south and 195 miles from east to west.
  • The Upper Peninsula is bigger than Connecticut, Massachusetts, Rhode Island, and Delaware combined.
  • No point in Michigan is more than 85 miles from any one of the Great Lakes.
  • Michigan has the longest shoreline of any state besides Alaska 3,200 miles, and another 900 miles if islands are included.
  • There are 11,037 inland lakes which are ten acres or more in size.
  • Detroit is farther from Houghton, Michigan, by air miles (425) than it is from Washington, D.C. (391).
  • Archaeologists have discovered skeletons of whales that once inhabited the prehistoric lakes of lower Michigan before the glacial movements.
  • Michigan is the only state that borders on four of the five Great Lakes.


Read more >> Getting to Know Michigan

Registration for NADA Show 2018 is now open

Registration for the Auto Industry Event of the Year is now open! NADA Show 2018 returns to Las Vegas for four days, Thursday, March 22 to Sunday, March 25. You won’t want to miss this chance to connect with more than 20,000 key players and industry leaders in the automotive field.

Successful dealers and managers attend the NADA Show, where they learn what’s new, what’s now and what’s next in the automotive industry. With a program full of innovative products, timely education topics, emerging trends and endless networking opportunities, there will be something for everyone.

Wes Lutz photo

Two Michigan dealers elected as 2018 NADA officers

The National Automobile Dealers Association’s 63-member board of directors elected Wes Lutz as chairman for the 2018 term. Lutz, president of Extreme Dodge-Chrysler-Jeep-Ram in Jackson, will continue to advocate new-car dealer concerns in the industry, legislative and regulatory affairs arenas as well as encourage dealers to adapt to the retailing challenges ahead. Lutz is currently the NADA vice chairman and NADA’s director for Michigan.
Charlie Gilchrist of Texas was elected vice chairman. Bill Willis of Delware was re-elected as secretary. Bob Shuman, president of Shuman Chrysler-Dodge-Jeep-Ram in Walled Lake, was elected treasurer. Shuman is the 2017 MADA president.
The new term officially begins at the 2018 NADA Show in Las Vegas next March.
We congratulate both Wes Lutz and Bob Shuman and look forward to working with them as they begin their new positions next year.