MADA returned to Cambridge last week to host our 2012 Summer Business Convention and we are quite pleased with the success! We left with rave reviews from those who attended; everyone had great things to say about the resort, the events that we hosted, but most importantly, our two guest speakers.

Monday morning featured dealership sales guru, Chip Thomas. With over 30 years as the top-producing salesman at Bill Gatton Honda in Bristol, TN, Chip brings a wealth of information and expertise to his presentation. In his presentation, Chip stressed the need for sales staff to develop their "business within a business." His belief is that a sales person is more successful if they represent their own business within the dealership and conduct themselves as such. One point that he stressed was the need to develop a clientele base by establishing a relationship and maintaining that relationship because it is the best source for future sales for the dealership. Chip's presentation was so highly received, that MADA has arranged for him to return to Maryland in August to present his all-day sales training seminar. For further information on Chip's seminar, please see below.

After the morning meeting, guests had the option of joining in the Golf Tournament or relaxing by the pool. Later that evening, everyone donned lei's and beach hats for a poolside Key West cookout. The food was delicious and we all had a fabulous time.

We had another fantastic speaker on Tuesday morning. Bill Acheson, a professor of nonverbal communication at the University of Pittsburgh, shared his insight into buying behaviors. He told us that, really, a sales prospect has to "buy" you before they buy your product. Bill noted that in a first meeting, body language is ten times more important than what you are saying and is much more emotionally accurate of what you are feeling. In addition to his insights, Bill had some truly hilarious anecdotes to share. He kept the crowd laughing, particularly when he made note of differences between male and female behaviors and our respective methods of communication. We all left just a bit more perceptive as to the behavior of those around us and likely feeling that we would have the upper hand when we came home, too!

Tuesday afternoon provided more free time for all to enjoy the resort. We closed the Convention on a high note with another outdoor buffet and casino games. Everyone had fun trying their luck at roulette, craps, and Texas Hold 'Em. Guests who won had their choice of prizes, including a Kindle, an Ipod Nano, and lawn game sets.

We want to thank all of our generous sponsors who contributed to this event. We also thank everyone who attended, we were so happy to host you! Please check out our Facebook page or our website for some photos from the 2012 Summer Convention. 

Last week MADA held its annual convention at the Hyatt Regency Chesapeake Bay Golf Resort, Spa and Marina. The convention provided attendees with networking opportunities, social activities, and morning meetings with excellent keynote speakers.

This year, Chip Thomas's presentation Sail to Success was a great hit. As the number one salesperson at Bill Gatton Honda in Bristol, Tennessee for the past 30 years, Chip brings a "real world" perspective to his presentations. His goal is to change and reshape the culture that currently exists inside most dealerships. Chip's seminar provides the framework that will allow dealers the opportunity to empower their salespeople to develop their own "business within a business".

Convention attendee responses were so positive, we would like to provide Chip's message to our entire membership. Chip and MADA will offer two one-day sessions on August 6th and 7th, 2012. You can send half of your salespeople and managers one day and the other half the next day. Chip's regular fee for attending his all day seminar is $695.00 per person; however, MADA has negotiated a special member rate of $350.00 per person (continental breakfast and lunch included).

Space is limited! So, please complete the attached registration form and return to MADA immediately, or complete it online and return by email, to reserve an opportunity for your employees to create their own "business within a business."

MADA Dealer members are notified of a June 22nd bulletin that the Maryland MVA distributed to Virginia dealers with a reminder about collection of excise tax. To quote the bulletin verbatim:

"As a reminder, when processing a titling transaction for a Maryland resident, all Virginia dealers must collect 6% tax on the full processing fee charged to the customer. The 6% tax must be submitted along with the excise tax. This notification is due to a recent Attorney General Advice of Counsel on the collection of excise tax by a Virginia Dealer. The freight charges and any aftermarket product(s) authorized by the purchasers must be included in the taxable selling price of the vehicle.

If you have any questions, please contact Kevin Gamble, Assistant Manager for Business Licensing and Consumer Services at (410) 768-7035 or by email: kgamble@mva.maryland.gov."

Nominations are now being accepted for the 2013 TIME Magazine Quality Dealer Award, which will be presented at the National Automobile Dealers Association Convention February 2013.

If you know a dealer who should be considered as a nominee for the 2013 TIME Magazine Quality Dealer Award, please complete and return the attached form below by return email, fax or mail by July 23, 2012. The nominee for Maryland will be selected by the Committee, which consists of the last five recipients of the award.

Nominee Requirements:

1. Be a franchised new car dealer.

2. Be a member of the National and State Automobile Dealers

   Associations.

3.Is the actual operating head of the dealership as

   designated in the franchise paragraph of the factory   

    agreement, or the owner's designated agent with full  

    authority for business operations for a minimum of one year

   with recognition by the sponsoring dealer association as the

   dealership's voting representative.

4. Have a presence in the dealership offices, during at

   least 60% of business hours, actively managing the

   dealership.

5. Have at least a five-year record of active participation in

   affairs of the nominee's state or local dealer Association.

6. Agree to be available for participation in TMQDA activity

   during the year following selection.

Download, complete, and mail or fax your completed form to MADA by July 23, 2012 to:

Maryland Automobile Dealers Association

7 State Circle, Suite 301

Annapolis, Maryland 21401 or FAX to: (410) 269-1549

TMQDA Nomination Request and Nomination Form

MADA wishes to congratulate David Williams, Jr. of Anchor Buick GMC in Elkton, MD who was recently re-elected to serve as the Maryland representative to the NADA Board of Directors. David has served one three-year term and will commence his second three-year term on February 8, 2013 at the NADA Convention and Expo in Orlando, FL. David sits on the Financial and Legislative Affairs Committees on the NADA Board.

ABC Lancaster Auto Auction, providing auto auctions to dealers. 1040 Commercial Ave., East Petersburg, PA 17520. Ron St. Denis, Assistant General Manager, 717.285.4666 or rstdenis@auctionbroadcasting.com. Chris Arnold, Sales Rep., 717.344.9193 or carnold@auctionbroadcasting.com.