2007 Air Workbook

Automotive Internet
Roundtable

October 17 – 19, 2007
Red Rock Casino, Resort & Spa
Las Vegas, Nevada

In collaboration with these industry leaders:

Automotive Internet Roundtable
October 17 – 19, 2007 • Red Rock Casino, Resort & Spa • Las Vegas, Nevada

AgeNdA
Wednesday, October 17, 2007
11:00 a.m. Registration Opens
Red ROck cOnfeRence centeR
Retailer Sessions Marketing Sessions
1:00 p.m. Internet department foundation Marketing Roundtable discussions
Necessary personnel including job Key marketing issues discussed in an
descriptions, hiring and training intimate setting and moderated by
automotive Internet industry thought
leaders

1:30 p.m. Internet Systems and Processes
SeO/SeM, integrating the dMS and
CRM, e-mailing and communication

2:00 p.m. Leads: Generation, Management and
converting to Sales
Sources, metrics, quality and processing
leads

2:30 p.m. Back-end Process and fixed Operations
Using the Internet throughout the
dealership

3:00 p.m. Break
3:30 p.m. communicating with Internet Marketing Roundtable discussions (cont’d)
customers
Covering the unique demands of
communicating on the Internet
4:00 p.m. Successful dealer Panel OeM Internet Marketing Leaders forum:
Best practices, surefire success, demands for the Future
repeated mistakes and missed
opportunities. Learn from those who
have developed and operate the best
Internet operations
5:30 p.m. Reception
7:00 p.m. Dinner

General Session
8:15 p.m. evening keynote: the future of the Internet
—Curt Viebranz, Executive Vice President, AOL, and President, Platform A


thursday, October 18, 2007
7:00 a.m. Breakfast in the PAVILIOn BALLROOM
General Sessions
8:15 a.m. J.d. Power and Associates Presents: 2007 Internet Automotive Shopper Research
Results

cobalt, Yahoo! and R.L. Polk Present: 2007 Industry and Dealer eBusiness
Performance Study
9:30 a.m. Break
Retailer Session Marketing Session
10:00 a.m. new tools and emerging technologies Internet Metrics: What can We Really
The latest and greatest of new Internet Measure?
technologies that anyone doing Learn about the inconsistencies of Internet
business on the Web should be aware metrics. Review of who is measuring what,
of and why the numbers are different
10:30 a.m. the future of Internet Automotive Integrated cross-Platform case History
Advertising Chrysler Sebring case history from Rex
The next steps to improve vehicle- Briggs
shopping efficiency for consumers
—Chip Perry, AutoTrader.com
General Sessions
11:15 a.m. Morning keynote
Learn from one of the pioneers of automotive sales, who also represents the largest
dealer group
—Gary Marcotte, AutoNation
12:00 p.m. Lunch
1:30 p.m. PM keynote: Social and consumer-Generated Media
Learn what they are and how you can benefit by using them
Retailer Sessions Marketing Sessions
2:30 p.m. engaging the Online Shopper Ad Supported Video
Building trust between the prospect Optimal Solutions for Sponsored Video
and the dealer
3:15 p.m. Break
3:45 p.m. Providing Pricing Online Rich Media creative
How to accurately provide appropriate What’s effective in Rich Video examples and
prices online to consumers Critiques
General Sessions
4:30 p.m. Journalist Review
Key automotive and Internet journalists will review the important topics discussed
throughout the Roundtable
5:30-8:00 p.m. networking Reception in cHeRRY nIGHt cLUB
8:00 p.m. dinner on your own


friday, October 19, 2007
7:00 a.m. Breakfast in the PAVILIOn BALLROOM
General Sessions
8:00 a.m. third-Party executive Panel
Key executives and industry pioneers will share their view of the future

9:00 a.m. enhancing Interactive focus
Increasing consumer usage of dealer Web sites and enriching the customer
experience
—Jim Farley, Group Vice President of Marketing and Communications,
Ford Motor Company
9:45 a.m. Break
10:00 a.m. tier II Marketing and Media Spend
Opportunities offered by the Internet for Tier II and local marketing

11:00 a.m. Conclusion and Departures


Dear Colleagues,

When I started J.D. Power and Associates nearly 40 years ago, I was driven by the desire
to provide information about what customers really thought, which could be used to
improve the automotive industry. I was unwilling to “torture the data until it confessed,”
or tailor research to fit preconceived ideas and protect the status quo. That idea took a
while to get traction, because it was very easy to control information in those simpler days.
There were only three networks, entrenched incumbents, and a finite number of print
outlets where a message (or criticism) could appear. But, as we’ve all seen in the ensuing
years, the Voice of the Customer was heard, and access to information—rather than
control of it—became the driver of the industry.

Today, I am fascinated by the tremendous ongoing transformation of how the industry
designs, markets and delivers vehicles to an increasingly informed, demanding customer
set. The Internet is a game changer for all of us—and together, we are reshaping how our
industry operates so we can ride that torrent of customer-focused information rather than
being swept aside by it.

During the next few days here at the J.D. Power and Associates Automotive Internet
Roundtable, you’ll acquire the knowledge and tools that will help you turn information
into action. Thought leaders from the automotive and media industries will join with
fellow front-line practitioners to create a broader understanding of how the Internet can
be used to continue to improve the industry and bottom lines.

I’m confident that you will find great value in this meeting, and that you will learn,
network and come away with new ideas and tools you can use to grow your businesses.
Thank you for attending!

J.D. Power III
Founder
J.D. Power and Associates


Greetings and Welcome to the Automotive Internet Roundtable,

Thank you for joining us at this meeting of many of the best and brightest minds in the
automotive and media industries. During your stay here, you’ll be part of an unparalleled
gathering of leading industry executives and thought leaders who are working to profitably
shape the use of the Internet in the automotive business.

J.D. Power and Associates has many years of experience putting together Roundtables for
the industry, working to help make the Voice of the Customer a powerful tool for dealers and
OEMS to build their businesses. This meeting is different than any we’ve done before—and
you are the reason. We’ve tried to walk the talk of the Voice of the Customer in putting
together this year’s event, listening to your comments and suggestions before developing the
agenda. We think that you’ll find it to be an outstanding event.

We will hear the latest in Internet and industry information from keynote speakers. There
will be a broad range of opportunities to learn from panels of peers and experts in many
breakout sessions, as well as many chances to network with other industry leaders. You’ll
leave with a rich selection of new ideas and resources that you can use to build and improve
your Internet business.

We welcome the collaboration of Yahoo!, AOL, Kelley Blue Book, Jumpstart, Autobytel,
Cobalt, Vibrant Media, Auto Mart, Cars.com and AutoTrader. These fine companies have
all contributed to the success of this Roundtable. Special thanks to all of our speakers and
moderators for sharing their insight with all of us.

Please check out and contribute to the online conference blog at
www.OnlineAutomotiveReview.com. We’ll be checking in and reporting on it throughout the
Roundtable. Your opinions and observations are the ones that shape this and future events,
making them just as relevant, timely and informative as we think you’ll find the next few days
to be.

Thank you again for joining us here in Las Vegas—and now on with the show!

Gene Cameron Charlie Vogelheim
Vice President, Vice President,
Media/Marketing Solutions Automotive Development
J.D. Power and Associates J.D. Power and Associates


Panel: Marketing Roundtable Discussions

Date/Time: Wednesday, 10/18/07—1:00 p.m.-4:00 p.m.

Synopsis: Through intimate roundtable discussions, members of the
industry will share ideas and concerns on the following topics:

n Rich Media Showcase: Best Practices, Examples

n Searching for Better Results

n Reaching a Better Audience Through BT

n On-site vs. Network: Running Campaigns on
Auto-Endemic Sites or Ad Networks

n Digital Success Metrics: Understanding Backed Reporting

n Shifts in the Media: Best Practices in Tier II Automotive

n Best Practices of Online Advertising

n Consumer-Generated Content: Vertical Words and More

n Media Integration


TRAINING SESSIONS:
Date: Wednesday, 10/17/07

Synopsis: Top trainers in the nation will share their unique vision and
presentation style of establishing the fundamental Internet
practices all dealers can and should incorporate.

Moderator: Mark Dubis, Director, The Dubis Group

Presentation: Internet Department Foundation
Time: 1:00 p.m.
Presenter: Ralph Paglia, Director, Digital Marketing,
ADP Dealer Services

Presentation: Internet Systems and Processes
Time: 1:30 p.m.
Presenter: David Kain, President, KainAutomotive.com

Presentation: Leads: Generation, Management and Converting to Sales
Time: 2:00 p.m.
Presenter: Sean Bradley, Founder and CEO, Dealer Synergy Inc.

Presentation: Back-End Process and Fixed Operations
Time: 2:30 p.m.
Presenter: Ted Ings, Founder and President, Auto University, Inc.

Presentation: Communicating with Internet Customers
Date/Time: 3:30 p.m.
Presenter: Cory L. Mosley, CSP, Founder, Mosley Auto Group


Training Sessions Moderator

Mark Dubis
Director
The Dubis Group

Mark Dubis is Director for The Dubis Group, an automotive marketing services
company providing public relations and creative services for some of the top
automotive vendors in the market.

Mr. Dubis has more than 26 years in the automotive retail, finance, transportation
and publishing business. Prior to the Dubis Group, he held positions as editor of
Digital Dealer magazine, and was interim executive director of the Association of
Automotive Internet Sales Professionals.

Mr. Dubis’ experience in automotive lending includes stints as vice president of
Marketing for KeyBank USA and vice president, product manager for National City
Bank. Both organizations were dominant in their markets for indirect auto lending
and served networks of 3,000 to 5,000 auto dealers. He was also a non-prime
lending sales trainer for World Omni and trained dealerships around the country.

As a past president of his Rotary Club in Florida, Mr. Dubis was instrumental in
raising thousands of dollars for a critical care facility in Pompano Beach, which helps
children with physical disabilities. He also remains active with Junior Achievement
programs in Ohio and teaches real-world practical business applications to high
school students.

Mr. Dubis received a bachelor’s degree from Kutztown University in Pennsylvania.


Internet Department Foundation

Ralph Paglia
Director, Digital Marketing
ADP Dealer Services

Ralph Paglia is Director Digital Marketing for OEM and national accounts at ADP Dealer Services. He is
focused on developing ADP’s Digital Marketing growth opportunities with car companies and enterprise-level
dealer organizations. He works directly with eBusiness and CRM thought leaders and practitioners within North
America’s leading car companies and with large-enterprise-scale retail dealer groups. He also keeps his feet on the
ground with what works within single-point dealerships through his ongoing consulting relationships with a select
group of independent dealers, who use his guidance to achieve unfair competitive advantages.

Mr. Paglia joined the ADP Dealer Services Division in March 2007. Previously, he served as OEM partnership
executive for the Reynolds and Reynolds Company of Dayton, OH. He held a variety of positions including
consulting practice leader for CRM and Web Brand Management, as well as OEM solutions development leader
for CRM and Internet Lead Management. He left Reynolds to accept a full time position at Courtesy Chevrolet in
Phoenix, AZ, as their CRM/eBusiness Director in August 2005. While there, he implemented marketing channels
and sales processes that both GM and leading dealers have come to recognize as best practices in automotive digital
marketing. While Mr. Paglia was at the helm of the eBusiness Department, Courtesy’s total retail sales exceeded
11,000 vehicles in 2006. More than 4,000 of the 11,000+ total sales originated from Courtesy’s BDC and Internet
sales teams. Mr. Paglia’s responsibilities at Courtesy Chevrolet included leadership of more than 50 people who
handled inbound and outbound communications with previous, current and prospective customers. Using the
Phoenix market as his laboratory, Ralph developed digital marketing practices that were successful, and had never
been previously deployed by a single-point dealer.

Mr. Paglia has become well known throughout his career as a passionate and insightful leader in the development
and implementation of highly effective customer management practices that are supported by interactive
marketing. He has led the development and design of nationally implemented CRM and eBusiness programs
for Ford, Honda, Mercedes-Benz, Toyota and other car companies. Some of his more recent accomplishments
include designing Ford’s BDC program and training the team that successfully delivered the installation of more
than 500 Business Development Centers. He led the consulting team that designed and installed the Mercedes-
Benz StarLeads CRM system and the Mercedes-Benz BDC dealership implementation programs for MBUSA.
Additionally, he has worked on multiple eBusiness development projects for American Honda and has facilitated
numerous seminars and workshops for Honda and Acura dealerships throughout North America. Mr. Paglia also
helped design dealership implementation and certification programs for the Toyota eCertified Dealer program,
as well as facilitating a large number of Toyota eCertified Dealer Seminars and extensive in-dealership consulting
assignments associated with the program.

Mr. Paglia was recently selected by the General Motors CRM team to develop and present Internet Sales Process
best practices to GM’s Standards For Excellence (SFE) facilitators assigned to Chevrolet, Cadillac, Buick, Pontiac,
GMC, HUMMER and Saab dealerships throughout the United States. He delivered his presentation and
materials to more than 400 General Motors SFE Facilitators during their training conferences in Denver, CO in
February and in Detroit, MI, in March 2007.

Mr. Paglia has a strong educational and retail background that includes earning an MBA and serving in retail
management positions as a new-car sales manager, used-car manager, F&I director, general sales manager and
general manager.


Internet System and Processes

David Kain
President
KainAutomotive.com

David Kain is president of KainAutomotive.com, a training/consulting company
that specializes in automotive Internet sales and Business Development Centers. The
company is focused on improving dealership sales and profits and utilizing timely
and actionable information based on firsthand experience. Mr. Kain works with
dealerships each week and is proud to have a positive impact on their Internet growth
and development. Each dealership operation is unique, and respecting that premise and
building the right Internet operation to take advantage of unique operating nuances is a
key to the success of the dealers that KainAutomotive.com has trained.

Mr. Kain is uniquely qualified for this role, given his 20-plus years of automotive retail
experience, including his position as dealer principal and president of Kain Auto Group.
His Internet experience includes developing his own dealership Internet department
and being a co-founder and COO of FordDirect.com, the dealer/factory-owned
joint venture that is the Internet lead provider to Ford and Lincoln Mercury dealers.
Additionally, Mr. Kain remains a partner in his family dealerships in Kentucky, Jack
Kain Ford and Kain Family Ford.

In addition to in-dealership training, Mr. Kain has presented at various workshops in
the past several years including: NADA Convention 2005; Workshop Speaker, KADA
Workshops 2004 and 2005; OADA Workshop 2005; GRNCDA Workshops 2005;
DADA Workshop 2005; FADA Annual Dealer Congress 2005; GADA Annual
Convention 2004; NJCAR Workshop 2004; OCADA Workshop 2004; and NADA
20 group presentations.

Mr. Kain has been a guest columnist for Ward’s Dealer Business, AutoSuccess and
Dealix’s newsletter. He also was a presenter at the J.D. Power and Associates Internet
Roundtable in 2005 and the AutoSuccess Summit in 2005. Additionally, Mr. Kain
was recognized in 2004 and 2005 by Dealix Corporation as one of the Best of the Best
Internet Sales Trainers.


Leads: Generation, Management and Converting to Sales

Sean V. Bradley
Founder and CEO
Dealer Synergy Inc.

Sean V. Bradley is the Founder and CEO of two companies: AutoCreditApproved.com Inc., a special finance
lead-generating company, and Dealer Synergy Inc., an international training and consulting agency focused
on Internet sales and business development.

Mr. Bradley has more than eight years of automotive experience, and learned the business from the ground
up. Beginning as a sales consultant, he has since held positions at dealerships as sales manager, Internet
sales manager, special finance manager and business development director. At his first dealership, he
averaged sales of more than 30 units per month—taking the sale from start to finish. He was recruited to
Pine Belt Automotive, a dealer group, where he moved their Nissan/Kia/Cadillac store from 20 units per
month online to more than 100. He repeated those results two years later when he took over the Internet
department of Cherry Hill Nissan and grew their volume from 27 to more than 100 units per month.

Mr. Bradley has trained national companies that cater to almost 10,000 dealerships across the country,
including Interactive Financial (VA), AVV (OH), WB Television Network (PA) and Debt-Set (CO).
Dealer Synergy is the preferred training company for Carsdirect.com and Visible Customer and the exclusive
training company for Dealerskins (TN). Dealer Synergy has created Video on Demand Hiring, Training,
Tracking, Testing and Certification Technology for the automotive industry, as well as implemented turnkey
systems and Internet sales solutions for dealerships nationwide.

Some recent client highlights include:
n Nelson Mazda (OK), a single-point dealership, went from 7 to 55 units online
n LaFlam Chrysler (NJ), a single-point dealership, went from 5 to 30 units per month, averaging more than

$3,000 per copy front and back—all within 90 days
n Crown Ford (TN) went from 10 units per month to 65 units online sales

Mr. Bradley writes for major national publications including Digital Dealer magazine and Auto Dealer
Monthly, as well as contributing to corporate newsletters produced by Dealix, CarsDirect, and Dealerskins.
Additionally, he was on the original advisory board of the Association of Automotive Internet Sales
Professionals (AAISP) and was a presenter at the first annual conference in Nashville in 2006. In 2007 he
was asked to be one of the General Session speakers at their annual conference. He was Trader Publishing’s
Special Guest Speaker at NADA Orlando in 2006. In both 2005 and 2006, he was voted one of the Best
Internet Sales Trainers in the U.S. by Dealix.

Mr. Bradley’s accomplishments range from the national to the international. In Moscow, Russia, he consults
and trains dealers on American automotive sales tactics. He is also working with the Russian government on
an international trade project, exporting pre-owned vehicles from the United States to that country.

Mr. Bradley majored in Russian at Rider University in New Jersey. During college, his extra-curricular
activities included membership in the Zeta Beta Tau fraternity as well as participation in the Army ROTC
program.


Back-End Process and Fixed Operations

Ted Ings
Founder and President
Auto University, Inc.

Ted Ings is the Founder and President of Auto University, Inc. He is featured at workshops throughout
North and South America and has recently been asked to present workshops in both Europe and
Africa. Mr. Ings works diligently with his trainers and consultants to assure that all training manuals
and processes are current and germane to today’s retail market. Because of his vast retail experience,
he is able to evaluate the needs of a dealership and make the necessary recommendations for increased
CSI, SSI, and ROI. His understanding of this industry is a result of having worked his way through the
ranks in the automotive industry. Mr. Ings has held every retail position from sales consultant through
general manager, serving at two of the largest Ford dealerships in the United States.

In 1988, Mr. Ings personally orchestrated and managed his dealership’s growth to the No. 1 volume
Ford Division 24-month lease dealer on a national basis. His retail success broke new ground in the
development of Ford’s Red Carpet Lease.

In 1991, Mr. Ings entered the retail education arena. He developed and provided in-house training
to 850 retail import, domestic and luxury dealerships throughout North America and Hawaii. Auto
University has since diversified to provide custom content services. It is now one of the most respected
training companies in the United States.

Some of Mr. Ings’ other accomplishments are:

n Developed Lexus “Advocates for Life” process (1996-2000) for The Lexus Center for Professional
Development.

n Played a key role in the creation of The University of Toyota and Toyota Quality Financial
Management (1998).

n Broke new ground in the launch of the Mitsubishi Academy (2001-2004) and Mazda State
University (since 2003).

n Developed successful retail performance improvement projects for Mazda Corporate and North
American Operations (since 2003).

Mr. Ings attributes his success to the outstanding training he received from greats such as Tom Hopkins,
Zig Ziglar, Anthony Robbins, Marshall Sylver, Jim Rohn, Ken Blanchard, and Brian Tracy. In turn,
Auto University’s success has been accelerated by the consistently high quality of the consultant/trainers
recruited and trained by Ted Ings.


Communicating with Internet Customers

Cory L. Mosley, CSP
Founder
Mosley Automotive Group

Cory L. Mosley is the Founder of Mosley Automotive Group, whose clients include
VW North America and Van Tuyl Auto Group.

Mr. Mosley is regarded as an expert in the field of automotive Internet sales. His
background includes retail management positions with Top 100 dealer groups such as
Prestige Management and DCH. He’s been at the forefront of automotive e-commerce
and business development applications for 10 years, including CRM, database
marketing, phone tracking, third-party follow-up, and e-mail marketing.

Mr. Mosley’s expert articles have appeared in virtually every respected publication in the
automotive industry.


Panel: Successful Dealer Panel

Date/Time: Wednesday, 10/17/07—4:00 p.m.

Synopsis: Representatives from top dealers in the country share
successful strategies and processes, mistakes to learn from,
and practices unique to their dealerships.

Moderator: Ralph Ebersole, Director of Training, Cars.com

Panelists: Cassie Broemmer, Director of Customer Retention and
Marketing, Van Tuyl/Automotive Investment Group, Inc.
Stephen Stauning, eCommerce Director, Asbury Automotive
Group
David Metter, Chief Marketing Officer, MileOne/Atlantic
Automotive
Adam Simms, Partner, Toyota Sunnyvale


Successful Dealer Panel

Ralph Ebersole
Director of Training
Cars.com

Ralph D. Ebersole brings more than 30 years of automotive industry experience and training expertise
to his role as Director of Training at Cars.com, where he is responsible for leading the organization’s
national dealer training program. In addition to developing and facilitating hundreds of dealer trainings
each year, Mr. Ebersole is also responsible for employee and affiliate network sales training and product
education.

In his current role at Cars.com, Mr. Ebersole has trained more 10,000 dealership professionals from
general managers to Internet sales personnel in a variety of dealership settings, both franchised and
independent, and from the largest dealer groups to single-owner lots.

Mr. Ebersole was a featured speaker at the 2005 National Automobile Dealer Association convention in
New Orleans, presenting the highly acclaimed workshop, “Transforming Internet Advertising Dollars
to Vehicle Sales.” He has also been a featured speaker at the National Independent Automobile Dealers
Association, as well as numerous state association functions.

Mr. Ebersole began his career in the automotive sector on the showroom floor in 1977 and has since
managed every department in a dealership, in both fixed and variable operations, including service as
a general manager of two dealer groups. He began his training career in 1985, when he was appointed
director of personnel development for a major automotive group in New England and built the training
department from the ground up. He was also the director of personnel development for and directed all
facets of retail operations at an eight-dealership group in the western United States.

Mr. Ebersole moved to the automotive consulting industry as an account manager/senior consultant
and, subsequently, as director of sales for The Nickelsen Group/Reynolds and Reynolds Consulting.
He was responsible for developing, marketing and delivering consulting and training products to major
clients including Southeast Toyota Distributors, Toyota Motor Sales, Chevrolet Motor Division and
many mega-dealer groups. In total, Mr. Ebersole has trained more than 20,000 automotive salespeople
over the course of his career.

Recognized as an expert in retail automotive processes, Mr. Ebersole is frequently quoted in leading
industry publications, including Used Car News, Dealer Marketing Magazine and NADA’s AutoExec. He
has been a featured speaker at 20 Group meetings and on the Automotive Satellite Television Network.
Mr. Ebersole attended Lansing Community College and Michigan State University, East Lansing.



Cassie Broemmer
Director of Customer Retention and Marketing
Van Tuyl/Automotive Investment Group, Inc.

Cassie Broemmer is the director of customer retention and marketing for Van Tuyl/
Automotive Investment Group, Inc. in Phoenix, Ariz. Her responsibilities include
implementing CRM strategies within the group’s individual locations and providing
enterprise reporting for its holding companies.

Ms. Broemmer’s duties also include developing, launching and supporting new
dealership Web sites, evaluating third-party Internet lead providers, and tracking lead
response times. While at Van Tuyl, she has integrated various applications within each
dealership’s CRM and DMS systems. Additionally, she manages direct mail providers
for sales and service, maintains call measurement and monitoring services, and search
engine optimization and marketing for the group.

With 10 years in the automotive industry, Ms. Broemmer previously served as a district
sales manager with AutoTrader.com and held positions as a regional sales manager,
national sales trainer, national accounts director and director of CRM sales at Who’s
Calling, Inc.

Van Tuyl/Automotive Investment Group, Inc. is the largest privately held dealership
group in the country with 65 dealerships in Arizona, California, Texas, New Mexico,
Missouri, Illinois, Indiana, Georgia, Nebraska, and Florida.



Stephen Stauning
eCommerce Director
Asbury Automotive Group

Stephen M. Stauning has served as Asbury Automotive Group’s director of
e-commerce since March 2007. In this role he is responsible for helping Asbury and
its dealers maximize the effective use of the Web and related technology to drive
revenue, increase customer satisfaction and gain operational efficiencies.

Mr. Stauning has more than 20 years experience in senior roles with growing
companies both in and out of the automotive industry. Most recently, he served as
director of Web Solutions for the Reynolds and Reynolds Company, and prior to that
he was general manager for Dealer Web Services at Dealer Specialties.



David Metter
Chief Marketing Officer
MileOne/Atlantic Automotive

David Metter is Chief Marketing Officer for MileOne/Atlantic Automotive. His day-
to-day responsibilities include the direction and leadership of Mile One’s corporate,
direct and e-commerce marketing and advertising, CRM, and I.T., along with sales
training and recruiting initiatives. He manages corporate partnerships with companies
such as the Baltimore Ravens and the American Cancer Society. He also provides
assistance in acquisition strategies with Atlantic Automotive and Atlantic Capital.

From beginning as a salesperson for a dealership in Dayton, Ohio, to his present
position, he has not missed a step. As the youngest person on the sales force with no
customer base, he knew that there was so much more to selling cars than just greeting
the customers who walked in the door. He built a prospecting and follow-up system
and soon ranked as one of the top Chrysler salesmen in the country, and continued
to move up through the ranks as sales manager and eventually general manager. Mr.
Metter learned every role in the store, including the acquisition and construction of a
new dealership point. He then transitioned to the vendor side of the industry, accepting
a leadership position with Autobase. After four years as the leader of their sales force,
he accepted his current position with MileOne.



Adam Simms
Operating Partner
Toyota Sunnyvale

Adam Simms is an Operating Partner at Toyota Sunnyvale, which is one of the top
100 Volume Toyota Dealerships in the United States, a President’s Award winner,
and among the top 25 online volume dealers nationwide.

Previous to joining Toyota Sunnyvale, Adam was vice president of Used Vehicles at
Autonation, Inc., where he supervised all aspects of the used-car operations through
a field force. Earlier, he was founder and CEO of iMotors in San Francisco from 1996
to 2002.


Panel: OEM Internet Marketing Leaders Forum:
Demands for the Future


Synopsis: A candid conversation with OEM Internet marketing
executives. We’ve gathered several of the leading automotive
Internet marketers for an informal discussion of what is right
and what needs to improve on the Internet to increase its value
as a marketing tool. No PowerPoint or videos, just a frank
discussion about what needs to be done to make things work
better for OEMs, the industry, and consumers.

Moderator: Gene Cameron, Vice President, Media/Marketing Solutions

Panelists: Linda Gangeri, Manager, National Advertising, Volvo
Tom Peyton, Senior Manager, National Advertising,
American Honda Motor Company
Christine Mackenzie, Executive Director—Multi Brand
Marketing and Agency Relations, The Chrysler Group


OEM Internet Marketing Leaders Forum: Demands for the Future

Gene Cameron
Vice President, Media/Marketing Solutions

Gene Cameron is Vice President, Media/Marketing Solutions at J.D. Power and
Associates. He is responsible for leveraging Voice of the Customer data to help automotive
manufacturers and their advertising agencies better target marketing resources in magazines,
newspapers, radio, television, Internet and cable TV. Additionally, he is responsible for
creating vision and growth strategies for integrated media programs across traditional and
Internet platforms for the firm’s car and truck studies as well as additional media-focused
studies.

Prior to joining J.D. Power and Associates, Mr. Cameron was president and chief executive
officer at BBDO/West Advertising. He has also held senior positions with other prominent
advertising firms, including Ogilvy & Mather, Chiat Day, Inc., Fotouhi Alonso and
Mendelsohn/Zien. His experience ranged from computers to athletics to broadcasting and
clients such as Apple Computer, Nike and Fox. He led the team that introduced the Fox
Network, highlighted by the conversion of the Hollywood sign to “Fox.”

Mr. Cameron gained experience within the automotive industry developing advertising for
Mitsubishi Motors, Porsche, Nissan and Chrysler. The campaign for Porsche won the Gold
Effie for advertising effectiveness in 1988. In corporate marketing, he held the position of
vice president at BizRate.com, Baja Fresh and the Los Angeles Rams.

Mr. Cameron received a bachelor’s degree from Princeton University and an MBA from
The Wharton School.



Linda Gangeri
Manager, National Advertising
Volvo

Linda Gangeri is Manager of National Advertising for Volvo Cars of North America
LLC (VCNA), a position she has held since June of 2004. Reporting to VCNA’s
Vice President, Communications, Ms, Gangeri is responsible for national advertising,
e-business and diversity marketing. Prior to her current assignment, she was the
manager of Volvo’s e-Business Department, responsible for all interactive marketing
initiatives.

Ms. Gangeri has been with Volvo for 30 years. Throughout her tenure, she has held
numerous positions within the organization. Her career includes a wide variety of
regional, service and marketing positions.



Tom Peyton
Senior Manager, National Advertising
American Honda Motor Company

Thomas J. Peyton is the Senior Manager, National Advertising for American Honda Motor
Company. In this capacity, he directs the Honda Brand advertising and marketing, which includes
the creative strategy, media, internet and event marketing. He started with Honda in 2001 as the
Senior Manager of Market Support, directing incentives, sales promotion, sales training and special
marketing programs for the Acura and Honda Brands.

Previously, Mr. Peyton spent 14 years with DaimlerChrysler and the Chrysler Group, where he
held several senior sales and marketing positions, including Chrysler Marketing Plans manager,
Jeep Advertising manager, Corporate Incentives manager and Senior manager—eCommerce. He
started his career with American Motors in a variety of Zone Sales Management positions, including
California Marketing Manager and later, National Merchandising Manager.

Mr. Peyton earned an MBA and B.S. in Business Administration/Marketing from the University of
Southern California.



Christine Mackenzie
Executive Director—Multi Brand Marketing
and Agency Relations
The Chrysler Group

Christine MacKenzie is Executive Director, Multi Brand Marketing and Agency
Relations for The Chrysler Group.

Ms. MacKenzie has worked for The Chrysler Group for the past 25 years. Her first
position was in Finance, and after seven years in various finance chairs, she joined
marketing as Dodge car and truck marketing plans manager, then moved to Jeep
advertising, and from there to corporate advertising. In 1996, she was assigned to
develop the company’s Web sites and its eCommerce strategies.

Subsequently, Ms. MacKenzie joined the sales team responsible for dealer franchising
networks. In 2004, she returned to marketing in the capacity of corporate research prior
to her current assignment.

Ms. MacKenzie is a member of the DaimlerChrysler Diversity Council and Executive
Sponsor of the DaimlerChrysler Women’s Forum. She has been a board member of the
Adcraft Club of Detroit since1996 and was president from 2004 to 2005. In 1996, Ms.
MacKenzie was recognized as “Woman of the Year” by the Detroit Advertising Club. In
1995, she received the American Advertising Federation Award for Aid to Education.

Ms. MacKenzie earned an MBA degree at the University of Waikato, New Zealand.
She is also a Certified Public Accountant and has belonged to the Michigan Association
of Certified Public Accountants since 1983.


Presentation: The Future of the Internet


Presenter: Curt Viebranz, Executive Vice President, Platform A,
America Online

Curt Viebranz
Executive Vice President and President, Platform A
America Online

As AOL EVP and President of Platform A, Curt Viebranz oversees AOL’s industry-
leading advertising network, which reaches more than 90% of online consumers
and offers advertisers access to the industry’s most sophisticated tools and targeting
technologies.

Previously, Mr. Viebranz was chief executive officer of TACODA, Inc., the behavioral
targeting company that AOL acquired in August 2007. He joined TACODA as
president and chief operating officer in April 2004 after serving for three years as a
Board member.

A seasoned media executive with substantial print, TV and online experience in
both the United States and abroad, Mr. Viebranz spent 17 years at Time Warner
and its predecessor company, Time Inc. During that time, he held numerous senior
management positions with operating responsibility for major business units within
Time Warner. He was president of HBO International, the international arm of
Time Warner’s Home Box Office unit. Earlier, he was the first president of Time Inc.
Multimedia, the new media division of Time Inc., Time Warner’s book and magazine
publishing subsidiary. He also served as president of Time Inc. Europe and president of
HBO Video, the home video distribution unit of Home Box Office.

Mr. Viebranz is a member of the Council on Foreign Relations and also serves on the
Board of the Boys and Girls’ Clubs of Newark.

Mr. Viebranz earned a bachelor’s degree from Middlebury College and an MBA from
Harvard University.


Presentation: 2007 Internet Automotive Shopper Results

Date/Time: Thursday, 10/18/07—8:15 a.m.

Synopsis: As shoppers navigate a changing automotive environment,
the Internet is becoming increasingly important to them in
shaping their opinions during their auto shopping process.
This presentation will highlight the findings from the latest
J.D. Power and Associates studies that provide insights into
how consumers use the Internet in their shopping process for
both new and used vehicles. Among subjects to be discussed
are the latest trends, how consumer-generated media is being
used and whether consumers are changing the way they use
the Internet to shop.

Presenters: Gene Cameron, Vice President, Media/Marketing Solutions
Steve Witten, Executive Director, Automotive Research,


2007 Internet Automotive Shopper Results

Gene Cameron
Vice President, Media/Marketing Solutions

Gene Cameron is Vice President, Media/Marketing Solutions at J.D. Power and
Associates. He is responsible for leveraging Voice of the Customer data to help automotive
manufacturers and their advertising agencies better target marketing resources in magazines,
newspapers, radio, television, Internet and cable TV. Additionally, he is responsible for
creating vision and growth strategies for integrated media programs across traditional and
Internet platforms for the firm’s car and truck studies as well as additional media-focused
studies.

Prior to joining J.D. Power and Associates, Mr. Cameron was president and chief executive
officer at BBDO/West Advertising. He has also held senior positions with other prominent
advertising firms, including Ogilvy & Mather, Chiat Day, Inc., Fotouhi Alonso and
Mendelsohn/Zien. His experience ranged from computers to athletics to broadcasting and
clients such as Apple Computer, Nike and Fox. He led the team that introduced the Fox
Network, highlighted by the conversion of the Hollywood sign to “Fox.”

Mr. Cameron gained experience within the automotive industry developing advertising for
Mitsubishi Motors, Porsche, Nissan and Chrysler. The campaign for Porsche won the Gold
Effie for advertising effectiveness in 1988. In corporate marketing, he held the position of
vice president at BizRate.com, Baja Fresh and the Los Angeles Rams.

Mr. Cameron received a bachelor’s degree from Princeton University and an MBA from
The Wharton School.


2007 Internet Automotive Shopper Results

Steve Witten
Executive Director, Automotive Research

Steve Witten is Executive Director, Automotive Research in the Media/Marketing
Group at J.D. Power and Associates. In this position, he oversees the firm’s syndicated
automotive studies that provide manufacturers and their advertising agencies with
advisement in improving their online and off-line marketing efforts. Some of the studies
under Mr. Witten’s supervision include: Car and Truck Media, Online Media, Manufacturer
Web Site Evaluation (MWES), NewAutoshopper.com, UsedAutoshopper.com, and Dealer
Satisfaction with Online Buying Services (DSOBS), as well as the Avoider Study.

Mr. Witten joined J.D. Power and Associates in 1994. He has directed the majority of
the syndicated automotive studies conducted by the firm, including Initial Quality (IQS),
Automotive Performance and Layout (APEAL), Customer Service Index (CSI), Sales Satisfaction
Index (SSI), and Escaped Shopper (ESS). Additionally, he was responsible for the design
and execution of the firm’s first syndicated automotive study conducted in Mexico.

Prior to joining J.D. Power and Associates, Mr. Witten was a research manager in the
automotive division of Maritz Marketing Research for six years. He worked on a variety
of projects, including mystery shop programs, customer satisfaction studies, product
clinics, conjoint analysis and advertising awareness studies.

Mr. Witten received a bachelor’s degree in applied psychology and a master’s degree in
industrial/organizational psychology with an emphasis in testing methodology from
California State University, Long Beach. Prior to attending college, Mr. Witten spent
eight years working in the automotive service industry at several Parnelli Jones Firestone
stores.


Panel: 2007 Industry & Dealer eBusiness Performance Study


Synopsis: The Cobalt Group, partnering with Yahoo! and R.L. Polk &
Co., have completed the 2007 Dealer eBusiness Performance
Study, one of the largest industry studies examining the
online shopping process. The goals of this study are to better
understand the consumer online shopping process, dealership
lead handling and the impact on Internet sales conversion
rates. The study examines the magnitude of lost opportunities
as well as the most common techniques utilized by the best-
performing dealerships to improve online sales.

Panelists: David Schwartz, Category Director, Yahoo!
Andrew Price, Vice President, Automotive Retail Solutions
Group, R.L. Polk & Company
Kevin Root, Vice President, Applications and Services,
The Cobalt Group


2007 Industry & Dealer eBusiness Performance Study

David Schwartz
Category Director
Yahoo!

David Schwartz is Local Category Director at Yahoo!, tasked with driving adoption
of Yahoo’s online marketing solutions among local small businesses and large national
advertisers seeking to advertise locally.

Previously, Mr. Schwartz led development of Yahoo! Search Marketing’s Automotive
Category on the West Coast. Prior to joining Yahoo!, he was an engagement manager in
the Automotive Consulting Practice at J.D. Power and Associates, where he worked to
improve the retail and overall brand experience at a number of major OEMs, including
Toyota and Acura. He joined J.D. Power and Associates after completing his MBA at
The Anderson School of Business at UCLA.

Earlier, Mr. Schwartz did consulting work for a number of leading e-businesses in the
retail, publishing, automotive, and financial services industries as an account manager at
CRM software provider Personify.

Mr. Schwartz earned a bachelor’s degree in Economics and a master’s degree in
Engineering Economic Systems from Stanford University.



Andrew Price
Vice President, Automotive Retail Solutions Group
R. L. Polk & Company

Andrew Price is Vice President of Polk’s Automotive Retail Solutions Group. With
responsibility for the team’s overall business objectives and strategic plans, he leads
a team of sales and marketing professionals who are at the forefront of helping
automotive dealer groups, marketers, CRM companies, DMS providers and other
affiliated businesses generate higher returns on their investment. His team members
are focused on analyzing vehicle sales, evaluating market share and advertising ROI,
providing marketing campaign lists and measuring performance of that activity.

Mr. Price’s professional career is built on more than 20 years of successful leadership
in various roles within the automotive industry. Starting with Polk in 1998, Mr.
Price has been instrumental in leading the Group’s efforts to provide a wider array of
automotive-related solutions and services utilizing Polk’s vast demographic, lifestyle
and automotive databases. His innovative approaches have been instrumental in
bringing to market highly successful products such as Polk Cross Sell, performance
studies for both traditional and Internet marketing to evaluate ROI, and the highly
anticipated launch of Polk Lead Scoring. This new Polk offering ranks a dealership’s
leads in real-time based on their likelihood to purchase a vehicle.

Prior to joining Polk, Mr. Price held marketing, sales management and general
management positions in the automotive industry, including more than 10 years of
direct experience in automotive dealerships specializing in one-to-one marketing,
e-business and customer relationship management (CRM).



Kevin T. Root
Vice President Applications and Services
The Cobalt Group

Kevin Root is Vice President Applications and Services at The Cobalt Group, which
he joined in 1999. He is responsible for product management and strategy. He
leads Cobalt’s industry and consumer research, which includes extensive studies in
conjunction with Yahoo!, R.L. Polk, AutoNation and others. He is also responsible for
Cobalt’s dealer training and consulting group, which trained over 4,100 dealerships last
year.

Mr. Root has worked in the automotive industry for 18 years. Prior to joining Cobalt,
he worked at Microsoft as a product manager for CarPoint’s Used Car Marketplace and
led product strategy and the launch of CarPoint’s DealerPoint lead management tool.
Earlier, he worked in dealerships and managed one of the nation’s first Internet sales
departments, selling his first car in 1994, and launched one of the first auto dealer Web
sites.

In 2005, J.D. Power and Associates recognized Mr. Root as one of the original
automotive Internet pioneers. Mr. Root is a frequent keynote speaker on automotive
e-business and dealer performance improvement at industry and OEM conferences.
He has been published in Automotive News, Ward’s Dealer Business, the J.D. Power and
Associates Online Automotive Review, USA Today, and on CNN.com.


Presentation: New Tools and Emerging Technologies


Synopsis: Several exciting new technologies will be introduced in 5
minute time frames. A variety of technologies involving the
Internet and beyond will be showcased.

Technologies:

n Keep In Touch With Rapid ResponseSM

n Enpocket

n DoubleClick Rich Media and Video

n Revenue Science

n Placecast

n GetABBY

n Call Command

n ABS, Inc.

n Vimation


Panel: Internet Metrics: What can we really measure?


Synopsis: Learn about the inconsistencies of Internet metrics. Includes
a review of who is measuring what, and why the numbers are
different.

Moderator: Chuck Sullivan, Group Director, Engagement Management,
Organic

Panelists: Scott Ernst, Chief Client Officer, Compete
Mainak Mazumdar, Chief of Measurement Science,
Nielsen/NetRatings
Josh Chasin, Chief Research Officer, comScore


Internet Metrics

Chuck Sullivan
Group Director, Engagement Management
Organic

Chuck Sullivan joined Organic in February 2006 as Group Director, Engagement
Management. Chuck brings more than 20 years of client and agency experience in
the areas of advertising, interactive marketing, brand marketing, customer relationship
management (CRM) and market research.

Mr. Sullivan leads the client relationships and business development activities with Jeep
and Chrysler brands at DaimlerChrysler. He also directs the development of brand
Web sites, digital advertising and interactive marketing campaigns.

Prior to joining Organic, Mr. Sullivan was the director of Business Development
Marketing for Ford Division. During 11 years with Ford, he held a variety of marketing
and sales positions.

Previously, Mr. Sullivan was a management consultant with Accenture’s Strategic
Services practice. He led engagements for many global clients including Chrysler,
Mercedes-Benz, Harris Chemical, John Deere and AutoNation. Prior to Accenture,
he worked for Caterpillar Overseas SA. He has lived in the United States, Europe and
South America.

Mr. Sullivan holds an MBA in marketing and finance from the University of
Pennsylvania’s Wharton School of Business and a B.A. in marketing from Michigan
State University. He has served on a number of boards and is an active supporter of the
Boy Scouts of America.


Internet Metrics

Scott Ernst
Chief Client Officer,
Compete

Scott Ernst is Chief Client Officer at Compete. He is a veteran in interactive marketing,
with 20 years of experience building and managing sales, marketing and client services
teams. Over the past decade, he has worked with world-class marketers to help them
acquire and retain customers through the online channel. At Compete, Mr. Ernst has
management oversight for the company’s vertical businesses including the Automotive,
Financial Services, Travel and Telecommunications & Media practices.

Prior to joining Compete, Mr. Ernst served as vice president of Sales, Corporate and
Business Development for Personify, a Web analytics and personalization software
firm. Previously, he was vice president of sales at AdKnowledge, a digital marketing
technology and services company that was later acquired by Engage/CMGi.

Mr. Ernst received a B.S. in Marketing and Entrepreneurial Management from the
Wharton School of Business at the University of Pennsylvania.


Internet Metrics

Mainak Mazumdar
Chief of Measurement Science
Nielsen/NetRatings

Mainak Mazumdar is the Chief of Measurement Science at NetRatings, a global
leader in Internet media and market research. He is a recognized expert in marketing,
advertising and media measurement methodologies, and an innovator in the application
of traditional market research techniques to the online world.

At NetRatings, Mr. Mazumdar is responsible for audience measurement panels and all
aspects of methodology in the U.S. and EMEA, including panel-server data integration
and the integration of RDD panels with panels recruited online.

Previously, Mr. Mazumdar was vice president of research for NPD Group’s Techworld
division, where he successfully implemented “calibration” methodologies, integrating
consumer panel data with point-of-sales data. Prior to NPD Group, he held senior
research and product management positions at Jupiter Media Metrix, DoubleClick and
VNU.

Mr. Mazumdar is a frequent speaker on audience measurement and advertising research
at industry conferences including ESOMAR, ARF, and IAB. His expertise is also in
high demand from news outlets such as CNBC and CNN, as well as publications
including USA Today and The Industry Standard.

Mr. Mazumdar holds a B.A. in Economics and International Relations from
Universitaire American in Switzerland, and both an M.A. in Demography and
Sociology and a Ph.D. in Demography from Brown University.


Internet Metrics

Josh Chasin
Chief Research Officer
comScore

Josh Chasin joined comScore as Chief Research Officer in May 2007.

Prior to that, he owned and operated a media research consultancy, Warp Speed
Marketing, whose clients included Arbitron, Scarborough, comScore, the Online
Publishers Association, the Traffic Audit Bureau, and Project Apollo.

Earlier, Mr. Chasin spent 17 years at Arbitron, where he worked in the Statistical
Services department and the Advertiser/Agency group before rising to vice president,
Marketing, New Ventures in 1993. He is a past president/CEO of the Simmons
Market Research Bureau and of Northstar Interactive, an early online research company.

In his career, Mr. Chasin has been involved in the development, management and
oversight of audience measurement services for TV, radio, newspapers, magazines, out-
of-home, and the Internet. He is a monthly contributor to Mediapost’s “Online Metrics
Insider” column, and a member of numerous industry organizations and committees.


Presentation: The Future of Automotive Advertising

Date/Time: Thursday, 10/18/07—10.30 a.m.

Synopsis: The Internet has spotlighted the limitations of the traditional
media while accentuating the Web’s value as a tool to provide
consumers with quick, real-time information they can access
on demand. AutoTrader.com President and CEO Chip Perry
takes a look at the current state of the Internet automotive in-
dustry and shares insight on how the Internet will continue to
impact and improve consumers’ vehicle-shopping experiences
in the years ahead.

Presenter: Chip Perry, President and Chief Executive Officer,
AutoTrader.com


The Future of Internet Automotive Advertising

Chip Perry
President, and Chief Executive Officer
AutoTrader.com

Chip Perry is President and Chief Executive Officer of AutoTrader.com. He is
responsible for overall business and operations.

Mr. Perry, who was the first employee hired by Manheim Auctions in August 1997
when the company was named AutoConnect, laid the foundation of what is today the
world’s largest automotive marketplace.

Prior to joining AutoTrader.com, Mr. Perry was vice president of corporate
development for the Times Mirror company and vice president of new business
development for the Los Angeles Times. At the latter, he launched TimesLink, one of
the first major online newspaper services, which later became known as LATimes.com.
Earlier in his career, he worked as a management consultant at McKinsey & Company.

Mr. Perry is a civil engineering graduate of the University of Virginia and received an
MBA degree from Harvard Business School.


Presentation: Integrated Cross-Platform Case History


Synopsis: The Internet is not an island. Rex Briggs provides a finely
researched case history detailing how different media fulfill
distinct roles to produce optimal results for the Chrysler
Sebring.

Presenter: Rex Briggs, Founder and CEO, Marketing Evolution


Integrated Cross-Platform Case History
Rex Briggs, CEO
Marketing Evolution
4364 Town Center Blvd, Suite 320 | El Dorado Hills, CA 95762
www.marketingevolution.com

Rex Briggs research consulting CEO of Marketingin New Yorka
Rex Briggs is the founder and
marketing firm with offices
Evolution,

Founder and CEO and with clients in more than 20 countries
and California,
Marketing Evolution Marketing Evolution helps clients measure
around the world.
their marketing to improve effectiveness of their advertising
and increase ROI—in other words, to get more for their
money.
Rex Briggs is the founder and CEO of Marketing Evolution, a marketing research
consulting firm with offices in New York and California, and with clients in more
Rex has more than 15 years’ experience specifically in
marketing research: He started his career at the strategic
than 20 countries around the world. Marketing Evolution helps clients measure their
marketing to improve effectiveness of their advertising and increase ROI.where
market research consulting firm Yankelovich Partners,
his clients included McKinsey & Company, IBM, Toyota,
Marketing Evolution
Nissan, AT&T, Hearst Magazines, Fox Studios, Disney, and
Test, Learn, Evolve
Mr. Briggs has more than 15 years of experience, specifically in marketing research. He
Microsoft. Before he was 30 years old, his marketing theories
rex.briggs@marketingevolution.com were being taught at Harvard and published in books.
started his career at the strategic market research consulting firm Yankelovich Partners,
where his clients included McKinsey & Company, IBM, Toyota, Nissan, AT&T,
The Industry Standard called him a “wunderkind.” Rex was
Hearst Magazines, Fox Studios, Disney, and Microsoft. Before he was 30 years old, his
Phone: 916-933-7560 named one of the dozen “Best and Brightest” in Media and
Fax: 916-941-6134 Technology by Ad Week, and one of the people to “watch
marketing theories were being taught at Harvard and published in books. and
learn from” according to BrandWeek.
The Industry Standard has called Mr. Briggs a “wunderkind.” He was named one of the
He has been honored with the Atticus Award for his work in
dozen Best and Brightest in Media and Technology by Ad Week, and one of the people
Direct Marketing, the Tenagra Award for outstanding
to “watch and learn from,” according to BrandWeek. Fernanda Monti award for
contribution to branding, and the
his work in customer relation marketing (CRM).
Mr. Briggs has been honored with the Atticus Award for his work in Direct Marketing,
Rex pioneered the leading methodologies for cross-media
the Tenagra Award for outstanding contribution to branding, and the Fernanda Monti
marketing measurement, tracking television, magazine, radio,
interactive advertising, CRM, events marketing, and the
award for his work in customer relation marketing (CRM).
effectiveness of Web sites.
Mr. Briggs pioneered the leading methodologies for cross-media marketing
Rex has recently co-authored a book, “What Sticks: Why Most
measurement, tracking television, magazine, radio, interactive advertising, CRM, events
Advertising Fails and How to Guarantee Yours Succeeds”
marketing, and the effectiveness of Web sites.
which was released in September 2006 by Kaplan Publishing.
“What Sticks” reveals how companies can capture greater
Mr. Briggs has recently co-authored a book, What Sticks: (and inMost Advertising Fails
value from their marketing spending Why some cases even
decrease spending) while improving results.
and How to Guarantee Yours Succeeds, which was released in September 2006 by Kaplan
Publishing. The book reveals how companies can capture greater value from their
When Ad Age compiled their year end top 10 lists, What Sticks
marketing spending (and in some cases even decrease spending) while improving results.
earned the #1 spot on their list of the most important books
we should have already read and Mr. Briggs was on their list
When Ad Age compiled their year-end top 10 lists, What Sticks earned the No. 1 spot
of 10 people who made their mark.
on their list of the most important books that should have already been read, and
Mr. Briggs was among their list of 10 people who made their mark.


Presentation: Morning Keynote


Presenter: Gary Marcotte, Senior Vice President, eCommerce,
AutoNation, Inc.

Gary J. Marcotte
Senior Vice President, eCommerce
AutoNation, Inc.

Gary J. Marcotte is Senior Vice President of eCommerce for AutoNation, Inc., the Fort
Lauderdale, Fla.-based company that is America’s largest automotive retailer. In this
role, he oversees AutoNation’s Web sites, online search marketing and its Buy Online
and Service Online programs, along with the AutoUSA lead distribution subsidiary.

Mr. Marcotte is a 7-year veteran of AutoNation, having previously served as the
company’s senior vice president of Marketing, vice president of New and Used Vehicle
Operations, e-Commerce and Retail Operations. He joined the company in 1998,
when, as the former Republic Industries, Inc., it merged with Driver’s Mart Worldwide,
Inc., a company that operated specialty used-vehicle stores. At Driver’s Mart, Mr.
Marcotte was director of operations, overseeing areas such as product sourcing,
information technology, training, sales process, store start-up, and operating standards.

Earlier, Mr. Marcotte supervised the field sales training that launched Toyota Motor
Corporation’s Lexus Division and also launched and subsequently managed the Lexus
Certified Pre-Owned Car program. He began his automotive career with General
Motors’ GMC Truck Division, where he served for 10 years in various field and HQ
positions.

Mr. Marcotte has a B.A. in Industrial Management from General Motors Institute
(now called Kettering University). In 1986 he was selected to participate in the General
Motors Fellowship Program and received an MBA from the Darden School at the
University of Virginia.


Panel: Social and Consumer-Generated Media

Date/Time: Thursday, 10/18/07—1:30 p.m.

Synopsis: The rapid emergence of social media, driven by communal
interests, participatory advocacy and user-generated
content, will affect a wide range of markets—from the
promotion of new vehicles to sales at the dealership. As
these forces merge, how will they impact expectations and
purchase decisions among current and future generations of
car buyers? The panel brings together leaders from today’s
top social networks, user generated content producers, OEM
manufacturers and technology vendors to answer the central
question of how traditional marketing models and sales
strategies are changing as a result of this historic consumer/
producer power shift.

Moderator: Mark Canon, Senior Vice President & Chief Product Officer,
Autobytel

Panelists: Langley Steinert, Co-Founder and CEO, CarGurus
Michael Yang, Vice President/General Manager, Yahoo!
Autos & Yahoo! Real Estate
Christopher Barger, Director, Global Communications
Technology, General Motors
Andy Chen, Founder and Chief Executive Officer,
PowerReviews


Social & Consumer-Generated Media

Mark Canon
Senior Vice President & Chief Product Officer
Autobytel

Mark Canon is Senior Vice President and Chief Product Officer for Autobytel. Since
joining the company in July 2006, his focus has been managing the design and creation
of MyRide.com, which is the first fully integrated vertical search experience in the
automotive space and the company’s most important consumer product offering since
Autobytel.com launched as the Web’s first car buying site in 1995. He brings a wealth of
experience to his mission to reinvigorate Autobytel’s consumer product base and create
new products that redefine the automotive Internet.

Before joining Autobytel, Mr. Canon was a specialist in data-driven user experience
management. He served as vice president of product development for AOL Search,
where he was responsible for overall product strategy and development of products
used by 35 million AOL service and Web users. He was instrumental in running and
pioneering AOL’s directory and search programs, creating highly optimized content
for Internet search engines and making AOL.com one of the first large Internet sites
to do high-volume search engine marketing. During his tenure at AOL, Mr. Canon
orchestrated 20 product managers and 110 developers in the United States, Europe and
India and was a key contributor to a broad range of AOL product initiatives including
international products, publishing systems and social networking. Previously, he served
as VP business product strategy, directory products for Infospace.

Earlier, Mr. Canon was a founder of Switchboard.com, the first and largest online
white and yellow pages sites. While at Switchboard, he was named Technologist of the
Year by the Kelsey Group, which recognized him as “a key architect of the future of the
yellow pages industry.” During eight years at Switchboard.com, Mr. Canon developed
a directory distribution strategy that led to the syndication of Switchboard’s directory
products in 200+ U.S. newspapers; managed key revenue relationships with AOL,
Google, Bell South, and SBC among others; and grew the site audience to over 25
million unique visitors a month.



Langley Steinert
Co-Founder and CEO
CarGurus

Langley Steinert is Co-Founder and CEO of CarGurus. Much like Wikipedia and
Facebook, CarGurus represents a new model of online automotive research where
consumers are empowered to share their automotive knowledge.

Previously, Mr. Steinert was chairman and co-founder of TripAdvisor, Inc., the third
largest online travel information site in the world and the leading travel community
on the Web. In 2004, TripAdvisor was sold to IAC/Interactive Corp. and is now a
subsidiary of Expedia. Earlier, Mr. Steinert was vice president of Marketing & Business
Development at ViaWeb, an award-winning Internet commerce tools company that
was sold to Yahoo! (now Yahoo Store). He has also held management roles at Papyrus,
Lotus Development Corp., and JetForm Corp.

Mr. Steinert earned an MBA from the Tuck School at Dartmouth College and a B.A.
from Georgetown University.



Michael Yang
Vice President/General Manager
Yahoo! Autos & Yahoo! Real Estate

Michael Yang is Vice President and General Manager of Yahoo! Autos and Yahoo! Real
Estate. Previously, Mr. Yang led the partnering, sales strategy, and product marketing
efforts for several Yahoo! Local Markets & Commerce properties, including Yahoo! Real
Estate, Yahoo! Classifieds and Yahoo! Shopping.

Prior to joining Yahoo!, Mr. Yang was a Principal with Atlas Venture, an international
venture capital firm that invests in enterprise software and IT solutions. Previously, he
served as senior director of product marketing and business development for Zaplet,
a collaborative business process management system, and also was a member of AOL’s
Business Affairs team, focused on e-commerce, interactive marketing and content
licensing transactions.

Mr. Yang holds a bachelor’s degree in economics from The Wharton School of the
University of Pennsylvania and a master’s degree in business administration from
Harvard University.



Christopher Barger
Director, Global Communications Technology
General Motors

Christopher Barger is Director, Global Communications Technology at General
Motors, and leads the company’s social media communications efforts.

Mr. Barger is responsible for setting General Motors’ communications strategy in
the emerging social media that make up “Web 2.0” (blogs, wikis, podcasting, user-
generated content, social network engagement, and others). His team coordinates and
counsels authors for GM’s corporate blogs (FastLane and FYI), builds and manages
GM’s relationships with influential voices from across the social media landscape, and
develops new social media resources for GM content and information.



Andy Chen
Founder and CEO
PowerReviews

Andy Chen is Co-Founder and CEO of PowerReviews, where he is responsible for the
overall vision and strategic direction of the company.

Prior to founding PowerReviews, Mr. Chen was director of product management at
Yahoo! Shopping. He was responsible for overseeing site features and functionality
with a goal of positioning Yahoo! Shopping as the starting destination for customers
shopping online.

Earlier, at Fogdog, Mr. Chen led the customer acquisition and creative teams to create a
world-class brand based on providing an extraordinary customer experience. Following
the acquisition by GSI Commerce, he served as vice president, Product Development
and vice president, Product Management for GSI. In these roles, he worked closely with
GSI’s e-commerce partners to ensure that the features and functionality of their sites
provided an optimal customer experience.

Mr. Chen attended Stanford University.


Panel: Engaging the Online Shopper


Synopsis: In the early days of Internet shopping, automotive sites were
only concerned about generating leads. The experiences of in-
dustry experts show that today it is more profitable to engage
consumers than simply create a lead.

Moderator: Kathy Anne Kimmel, Training Manager, Cars.com

Panelists: Nancy Stracione, Internet Director,
Beans Automotive Group
Jerry Winder, Director, eCommerce/Internet,
Larry H. Miller Management Company
Matt Lamoureux, Director of Internet Business
Development, Acton Toyota Scion


Engaging the Online Shopper

Kathy Anne Kimmel
Training Manager
Cars.com

Kathy Anne Kimmel brings more than 15 years of automotive industry and dealership
management experience to her role as a training manager for Cars.com. Her expertise
covers every aspect of the dealership, from managing sales and service operations to
driving customer satisfaction and implementing training programs to mentor new
employees and groom seasoned managers. Her current daily responsibilities include
creating and performing training for dealership personnel that focuses on best practices
for Internet sales.

Prior to joining Cars.com, Ms. Kimmel served as manager of a business development
center (BDC) for a couple of Mercedes-Benz dealerships in northern Illinois. She also
directed training/customer satisfaction programs for 27 AutoNation retail locations.
Ms. Kimmel began her automotive career with DaimlerChrysler, where she worked as a
district manager supporting sales and service initiatives as well as Five Star processes.

Ms. Kimmel understands the day-to-day business of selling cars and what it takes
to build a successful sales organization. She began her career as a concern resolution
specialist, working her way up through the ranks to manage a BDC and built a record
of achievement that speaks to the value she offers dealers who attend Cars.com training
events. At AutoNation locations, she helped to raise customer satisfaction scores for her
location from last place in the country to third. At two retail Mercedes-Benz stores, she
led her department to contribute 25% to 30% of the store’s monthly sales.

Ms. Kimmel earned an MBA in Organizational Leadership from Illinois Benedictine
and a B.S. in Mathematics from North Central (Illinois) College.



Nancy Stracione
Internet Director
Beans Automotive Group

Nancy Stracione works with the Fred Beans family of dealerships based in Doylestown,
PA. The Beans Automotive Group represents 23 brands at 19 locations throughout
Pennsylvania. Ms. Stracione was instrumental from the beginning in rallying the
management team to embrace the Internet and in establishing the Internet as a key
component in the overall group growth plan. She serves as the Internet Director and
supervises the Internet operations at each location. Her tasks include the technical
orientation to the CRM tool used at each dealership and the effective utilization of their
group-wide lead-handling process. In addition, she manages the Internet marketing
initiatives including multiple Web sites, third-party lead generation and all other aspects
of online prospecting. Her metrics platform is highly regarded as one of the best in
the industry and is instrumental in driving consistently solid results for the entire
organization.



Jerry Winder
Director, eCommerce/Internet
Larry H. Miller Management Company

Jerry Winder graduated from the University of Utah with a marketing degree in 1981,
and immediately went to work for Burroughs Corporation, later to become Unisys
Corporation, in Salt Lake City as a major accounts sales representative. He later became
a district sales manager for their personal computer lines of products. After 9 years with
Unisys, Mr. Winder went to work for Digital Equipment Corporation, working with
major accounts in the intermountain West, specializing in storage products and capacity
planning for DEC customers. In 1994, Oracle Corporation formed a sales office in Salt
Lake City and Mr. Winder became one of the first new employees of that office. He
became a sales consultant, presenting the Oracle products and solutions to audiences
across the West. Of particular interest at that time were the emerging opportunities the
Internet was offering to business, with Oracle being a major provider of many of those
solutions.

In 1997, Mr. Winder was introduced to the Larry H. Miller Group of Companies, and
was offered the position of Chief Technology Officer within the group. The LHM
Group encompasses 40 automotive dealerships, the Utah Jazz, The EnergySolutions
Arena, a television station, Fanzz retail stores, Miller Motorsport Park, five Megaplex
theater complexes, and several other successful businesses (http://www.lhm.com). Two
years ago, Mr. Winder was offered the opportunity to lead the eCommerce initiative for
the 40 Larry H. Miller dealerships. That initiative was created to formalize, expand and
capitalize on the Internet properties and processes of the group and all of its dealers.
It was an opportunity to get back to some roots within the technology and marketing
areas of business, a place where he is very comfortable. To date, the dealerships’ Internet
sales have increased significantly in both new and used vehicles, and the visibility of the
Larry H. Miller Automotive Group on the Internet is greater than ever before.



Matt Lamoureux
Director of Internet Business Development
Acton Toyota Scion

Matt Lamoureux is Director of Internet Business Development for Acton Toyota Scion.
He is responsible for managing and growing Acton Toyota’s free-standing Internet sales
division: ActonToyota.com.

In this role, Mr. Lamoureux is also charged with designing, maintaining, and
continuously advancing Acton Toyota’s Web site, as well as generating, planning, and
implementing Acton Toyota’s innovative online business solutions and strategies.
His success has earned him national recognition as an expert and pioneer within the
Internet automotive retail industry.

In 36 short months, Mr. Lamoureux transformed ActonToyota.com into a thriving
operation that accounts for nearly 45% of Acton Toyota’s overall sales volume,
generating in excess of $33 million annual sales revenue.This staggering growth earned
him and ActonToyota.com a cover page feature on Ward’s Dealer Business magazine in
April 2007, which cited 50% growth in Internet sales volume and one year advancement
from 95th to 40th place on Ward’s annual list of the nation’s top 100 eDealers.

In partnership with forward-thinking General Manager Mike Hills and DataOne
Software, Mr. Lamoureux visualized and designed Acton Toyota’s award-winning Web
site in 2005. Complete with distinctive features such as scrolling customer testimonials,
pre-owned specials on the home page, and various coupons and calls to action, the Web
site was named by AutoDealer Monthly as the nation’s No. 1 rated auto dealership Web
site across all brands in May of 2007. The site also earned the highest marks achievable
for both search engine optimization and search engine marketing.

Mr. Lamoureux recognized early on how important it would become for Acton Toyota
to establish third-party credibility online, and began driving customers to DealerRater.
com. In less than one year, at his request, Acton Toyota customers posted more than 300
glowing reviews. The end result: Acton Toyota was named DealerRater.com’s “Dealer of
the Year” across all brands for the entire United States during 2007.

Mr. Lamoureux graduated Magna Cum Laude from Bentley College (Waltham, MA) in
2000, earning a bachelor’s degree in finance.


Presentation: Optimal Solutions for Sponsored Video


Synopsis: What rich media and video advertising formats will capture
consumers’ attention? What will help create a powerful con-
nection with consumers? With all the display, rich media, and
video advertising in the market today, nothing engages users
as directly as targeted video. Learn from industry experts what
types of rich video work. This session will explore how clients
such as Suzuki, Chrysler Group and Ford are using video
successfully. Learn from case studies and discuss what formats
and lengths best apply to online video advertising.

Moderator: Gabe Greenberg, Senior Vice President, Global Strategic
Relationships, Vibrant Media

Moderator: Jaime Onorofski, Associate Media Director,
StarLink Worldwide
Jason Yoder, Director, PHDiQ
John Schulz, Digital & Direct Marketing Manager, Ford,
Lincoln and Mercury Brands


Optimal Solutions for Sponsored Video

Gabe Greenberg
Senior Vice President, Global Strategic Relationships,
Vibrant Media

Gabe Greenberg, Senior Vice President for Vibrant Media, has more than 14 years
of multi-channel sales and marketing expertise. He leads the global automotive and
retail practices for the company, which is the global leader in in-text advertising.
Mr. Greenberg has grown Vibrant Media’s global competence and client base in the
automotive and retail channels. Additionally, he manages the company’s key strategic
relationships across all clients relationships in Europe, Asia and the United States.

Mr. Greenberg joined Vibrant Media after a successful career at Autobytel, where he
was responsible for sales and operations of Autobytel Direct and national sales on key
enterprise accounts. He is credited with developing the business model and marketing
strategy for Autobytel Direct, Autobytel’s market-leading automotive direct marketing
product suite. Mr. Greenberg grew the new Autobytel Direct business into a multi-
million dollar, market leading operation for Autobytel Inc.

Mr. Greenberg joined Autobytel through the acquisition of Car.com, where he was Vice
President Corporate Sales. At Car.com he led the enterprise sales, direct marketing and
interactive advertising group. Prior to Car.com, he spent four years at Epsilon Interactive
(formerly Bigfoot Interactive) as the national automotive and retail market director and
is credited with developing Bigfoot’s automotive and retail footprints. He also has had
extensive global multi-channel marketing experience during his career with positions in
out-of-home media, interactive and direct marketing.

Mr. Greenberg is an active member of the IAB and IAB Digital Video Committee,
DMA and Direct Marketing List and Database Council, DMA PAC Committee,
DMAD, AdCraft, 313 Digital and the LA Ad Club.

Mr. Greenberg’s peers have recognized him as a thought leader in digital media and
direct marketing. He is a regular online media and direct marketing circuit speaker
including eTail, IAB, IMedia, DMA, DMAD and ENG, among others. He is also
served as an advisor to the DMA for the DMA 06’ and 07’ and DM Days 06’ PAC
committees.



Jaime Onorofski
Associate Media Director
StarLink Worldwide

As an Associate Media Director at StarLink, Jaime Onorofski manages all digital
integration for her current primary client, the American Suzuki Motor Corporation.
In addition, she oversees an expansive group of nine clients including Suzuki, Harry
& David, Rubbermaid, The Golf Channel, American Medical Association, Purina and
Caterpillar. In 2007, she moved Suzuki toward an extremely effective lifestyle campaign,
giving consumers a deeper connection with the brand.

Ms. Onorofski earned an master’s degree in Advertising from the University of Texas
Austin.



Jason Yoder
Director
PHDiQ

Jason Yoder is the Director of the PHDiQ interactive team at PHD Detroit, where he
is responsible for developing interactive strategy and managing interactive media buying,
analytics, and optimization for the Chrysler brands.

Previously, Mr. Yoder was the director of Digital Investment Planning at Mindshare:
Team Detroit, where he managed digital strategic and media planning for Ford Division.
Prior to that, he managed Chrysler’s interactive message development, analytics, and
optimization at Organic.

Mr. Yoder brings to his marketing clients experience in interactive media planning and
buying, message development, campaign analytics, and optimization. Additionally, his
offline media planning experience gives him a good grounding in cross-media campaign
development.

Mr. Yoder holds a BBA from the Ross School of Business at the University of Michigan.

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