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Dealer Learning Lab Sessions

These 20-minute, TED-style talks will be presented by industry leaders in a casual setting on the expo floor.


NADA is bringing education to the show floor. Debuting at NADA Show 2022, the Dealer Learning Lab offers 20-minute, TED-style talks from presenters in a casual setting on the expo floor. Take advantage of this opportunity to engage, discover and connect with industry leaders on a variety of hot topics.

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Visit the Dealer Learning Lab located at Booth 1911W, next to the NADA Pavilion in the West Expo Hall.

Breaking Through Screens to Reach Gen Z

Presenter Jessica Stafford

Friday, March 11, 09:00 am – 09:20 am

Gen Z is the largest, most diverse population ever, and 92% of them plan to purchase a vehicle. This generation’s lives are dominated by screens, but they still value in-person experiences. As technology has blurred the lines between their digital and physical worlds, they demand a consistent, convenient and personalized experience in both. We will explore what’s working, what’s not and what they expect today and in the future, and focus on how to influence, break through, and deliver a superior shopping experience to the next generation of car buyers.


Your Advertising Is NOT Your Problem

Presenter Michael Conley

Friday, March 11, 10:00 am – 10:20 am

Today’s dealership must meet or exceed customers’ ever-changing expectations or future success will be limited at best. During this interactive session, we’ll discuss why advertising and marketing fails, the importance of dealership culture and how this is illustrated through marketing at every customer touchpoint, and what does — and doesn’t — motivate today’s consumer.

What Drives Data

Presenter Jessica Levin

Friday, March 11, 11:00 am – 11:20 am

Data Analytics. It’s been a trend for several years, but what does it really mean to a dealership and who is doing it well?  As AI becomes more prevalent, analysis becomes easier. Or does it? Do you have people on your team who know how to take action on the information you collected? More important, do you have systems that talk to one another and a point person in charge of coordinating all of your marketing and customer touch points? Learn the truth about data and how to ensure you are getting the full picture. Note: This is not a technical session, but a program about creating leadership and management practices that create systems that work.


The Eight Habits of Highly Successful Parts Managers

Presenter Dave Piecuch

Friday, March 11, 12:00 pm – 12:20 pm

Learn what it takes to be a successful Parts Manager with a correct parts DMS set up from the start, which will lead to higher parts gross and true turns, higher first-time fill rates, and a much bigger return on investment with little or no obsolescence.

NADA 20 Group: Reducing Dealership Expenses

Presenter Tim Gavin

Friday, March 11, 01:00 pm – 01:20 pm

Learn proven methods from NADA 20 Groups to examine specific dealership expenses, compare them to NADA Expense Guides and find solutions for reductions.


The Daily Sales Log

Presenter Michael Lucki

Friday, March 11, 02:00 pm – 02:20 pm

What metrics are essential to managing your business but are not included or readily accessible in your DMS? Learn how to measure variable operations performance; and leave with a copy of the NADA Sales Log to analyze the best sources of inventory based on gross ROI, transactional discount by salesperson and sales manager, and F&I Performance by salesperson, sales manager and finance manager.

The Future Dealership Is Green

Presenters Ryan Gaylord, Lance Brittle and Annika Nordlund-Swenson

Friday, March 11, 03:00 pm – 03:20 pm

By 2030, the average auto dealership could spend 15–20% or more on utility costs. Utility companies are transitioning their pricing plans to focus on peak demand and time-of-use. How will this impact your bottom line? What can you do now to reduce risk and lock in low utility costs over time? How are you preparing for the increased demand for EVs? What are your plans for an efficient EV charging infrastructure? How does the millennial buyer and workforce influence your business? Learn how to integrate “Green Dealer” best practices to invest in the future of your dealership.


The Basics of Buying or Selling a Dealership

Presenter Alan Haig

Friday, March 11, 04:00 pm – 04:20 pm

At some point, every dealer is going to buy or sell a dealership. Larger groups have specialized teams to help, but smaller dealers have fewer resources. We help level the playing field, with information smaller dealers need to buy and sell successfully. Buyers: learn about building a pipeline, analyzing acquisition opportunities, negotiating terms, preparing for closing and making sure the acquisition is successful. Dealers thinking about selling: learn methods to market stores, tactics to negotiate price, how to prepare for closing and how to maximize the value of their dealerships.


Stay Ahead of Inventory Volatility

Presenter Doug Hadden

Saturday, March 12, 09:00 am – 09:20 am

There have been pain points for decades when lots didn’t have enough vehicles, or had too many vehicles or the wrong vehicles. Many dealers have been left scrambling to right-size inventories — through the economic collapse of 2008, Cash for Clunkers and, most recently, pandemic shortages. Hear what dealers can do to prepare themselves ahead of market fluctuations and inventory volatility, including using better data to value cars accurately, buying more profitable vehicles, managing inventory and predicting trends; diversify acquisition with multiple sources for used car inventory; and build profit centers in both retail and wholesale.


How Dealers Reinvented Used Vehicle Acquisition

Presenter Randy Kobat

Saturday, March 12, 10:00 am – 10:20 am

Dealers have long relied on auctions and trade-ins to feed used-vehicle inventories. When those sources dried up, dealers began acquiring more cars directly from customers. Apply an entrepreneurial lens to the critical steps to reinvent inventory acquisition strategies, from mining service lanes and local markets to identifying customer cars that fit inventory objectives to using new tools to value and buy vehicles sight unseen.  Increase customer vehicle acquisition, capturing more cars before they go to competitors, while maintaining a steady supply of more profit-positive inventory.


Reimagining the Auto Industry With Apprenticeships

Presenter Nicholas Wyman

Saturday, March 12, 12:00 pm – 12:20 pm

Learn best practices for skilling up through apprenticeships for the next generation of the automotive workforce. Review examples of forward-thinking companies demonstrating how apprenticeship programs can help solve problems facing American businesses and society: skilled labor shortages in the auto sector and a growing rate of youth unemployment largely due to COVID-19. Understand actionable steps on how automotive companies can implement modern apprenticeship programs.

The Devil Is in the Digital

Presenter Paul Crisci

Saturday, March 12, 01:00 pm – 01:20 pm

Connect the dots between digital and traditional marketing channels with strategies that increase sales while lowering advertising costs. Learn what’s working and how to choose the right vendors. Know that you do not have to be a data scientist to understand how to use digital marketing methods and techniques to increase sales and control your budget. Walk away with an action plan you can implement immediately. And develop a solid plan on how to fix your BDC issues without spending a dollar more than you already are.


The Ultimate Service Advisor – The Key to Technician Recruitment and Retention

Presenter Brian Crossin

Saturday, March 12, 02:00 pm – 02:20 pm

Is it possible to attract and retain highly proficient technicians without well-trained, talented service advisors? The service advisor plays a critical role in your service departments and technicians’ success. Explore the most effective strategies for maximizing technician proficiency. 

Anatomy of a Digital Audit

Presenter Bill Parlaman

Saturday, March 12, 03:00 pm – 03:20 pm

Learn how important it is to protect your digital marketing investment by effectively auditing your advertising campaigns. Follow simple checkpoints to better understand each digital touchpoint, including paid search, search engine optimization and website merchandising channels.


NADA 20 Group: Expense Absorption

Presenter Tim Gavin

Saturday, March 12, 04:00 pm – 04:20 pm

A well-run dealership covers all variable and fixed expenses by the used car, service, parts and body shop operations. Use math and multiples to obtain this goal.

Hiring: It’s a Puddle, Not a Pool

Presenter Joe Porter

Sunday, March 13, 09:00 am – 09:20 am

Examine every aspect of the hiring process, from developing a concise position description, a more-robust evaluation and vetting process, and a structured interview process. Find out what keeps your longtime associates on your team and why people have departed. Break down the cost of turnover and develop a plan for leadership positions in all departments. Marketing your dealership to prospective future associates will keep the well full and incentivize current associates to retain their position at the dealership.


Putting the I Back in Omnichannel

Presenter David O’Brien

Sunday, March 13, 10:00 am – 10:20 am

In today’s increasingly digital environment, dealers can’t afford to ignore the individual players in their omnichannel. Whether emailing, calling, texting or selling in person, building trust in client relationships is critical to success. Ninety-one percent of customers say trust and credibility are tied with competitive price in their decision-making. Learn the skills needed to build relationships — virtually and on the lot. Follow the model of winning dealerships: uncovering needs and motivations, selling on value (not features), and moving sales and service customers down the funnel to the final sale.


Merge Your Website and Showroom Experiences

Presenter Kerri Wise

Sunday, March 13, 12:00 pm – 12:20 pm

Successful digital retailing is more than just placing a widget on your website. It encompasses not just technology but a transformation of people and process.  Most car buyers are digital consumers, and we must shift our mindsets to think about the website experience as part of, not separate from, the showroom experience. Learn to blur the lines between your website and showroom, to deliver a seamless experience that adds efficiency to the process and converts more sales.

Maximize and Monetize Your Out-of-Warranty Customers

Presenter Cathy Orrico

Sunday, March 13, 01:00 pm – 01:20 pm

Your parts and service department is the profit center of your business; but, far less than 25% of vehicles five years and older are serviced at a dealership. With the average age of passenger vehicles in the U.S. reaching nearly 12 years, you are likely missing out on a significant portion of the 280 million vehicles on the road today. Learn how to establish lifelong relationships with your buyers that will keep them coming back, and how to attract and monetize customers well beyond the warranty period.

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