The automotive landscape is changing at a rapid pace and that pace is quickening. Every day, week, month, and year, the car business is evolving, and in doing so, vaguely resembles the business that many of us started in years ago.

A sales department that once consisted of salespeople, closers, and desk managers now consists of any number of BDC representatives, BDC managers, internet reps, internet managers, product specialists, customer care specialists… the list goes on. And as the list grows, one thing seems to be falling off the list: The salesperson.

Is the road to the sale dead? And if so, what replaces it? Does the customer control the sale, or does the store? Are any answers right or wrong?

We believe selling is not dead. We believe there is room for value in the process. We believe that vendors serve an important role, but also pose serious threats to the automotive selling environment. We believe that ‘No” is a power word and it’s great to hear it from your customers.

In our session “We Need More Cowbell,” we’re not going to just lecture, but we invite discussion on a topic that we think is vital in today’s Internet dominated selling environment. Our roots go back to the very first conferences when Internet Managers got together and shared ideas on how to make the most, not the least, of the new techniques and technologies available. We still think it should be that way.

Of the two of us, Anthony has held every position in the store. From sales to management and now to group ecommerce director, he has been there. He has served on numerous advisory boards and has been featured in industry magazines. He is a national sales trainer and has spoken at several conferences. Rich received his first automotive Internet sales position as a one-man department in 2000. Since then, he has managed nearly every structure of Internet sales in a dealership, from one-man to team to sales-run BDC to call center BDC. At 15 years now, Rich is among the longest tenured dedicated retail Internet automotive professional in the business. He has served on advisory boards and has spoken at several conferences. And we’re still going.

We’re on the front line of automotive digital retailing. We hear the phone calls. We see the e-mails. We talk to customers. But most importantly, we sell cars. We know the challenges that not only internet mangers, but general managers, face on a daily basis.

We need more skills, we need more skilled people, but regardless, we gotta have more cowbell! Whether you are a new Internet salesperson/manager, BDC agent, Sales Manager, GSM, GM or Dealer Principal, this session will have something for you to take away that can make you money or save you money. Our sessions have been standing room only in the past so make sure this is on your agenda of must attend sessions. Take time out of the conference to hear from two guys from different prospective that actually work in the dealerships. No selling or pitching a product here. We hope to see you on Wednesday.

See this session and more at the 17th Digital Dealer Conference & Exposition in Las Vegas, September 23-25, 2014.