DON’T MISS

2010 AADA NATIONAL DEALER CONVENTION

THE AUSTRALIAN AUTOMOBILE DEALERS ASSOCIATION PRESENTS

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EXCLUSIVETo The 2010

AADA NationalDealer

Convention

IN HIS ONE-OFF

AUSTRALIAN APPEARANCEPRIVATE

Tom Hopkins isknown internationally as'the Builder of Sales Champions'and is recognised as the world's leading authority on selling techniques and craftsmanship. He has held the attention of overfour million people with his high-energy, inspiring seminars. Don't miss this opportunity to see the world's best salesperson

in action.

SEPTEMBER 9-12 2010RACV ROYAL PINES RESORTGOLD COAST, QLD, AUSTRALIA

www.aadaconvention.com.au

PLUS!• Full Day Industry Overview

• Workshop Program

• Celebrity Guest Speakers

• Sponsor Hospitality

AADA WELCOME CONVENTION HOST

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SPONSORS

Ian LeslieJournalist & Media Personality

The challenge for any industry association is to ensure that its members stay informed and ready to overcome the obstacles that are presented every day in one of the world's most competitive markets.

I know very well that this last year has had its highs and lows and dealers across our nation have seen profitability tested in a market place that has experienced difficulties at just about every turn.

The 2010 AADA National Dealer Convention brings an opportunity for automobile dealers across Australia to come together for what will be an historic program. AADA is proud to present its new program of three very differently focused days.

Thursday will be presented as 'industry day', where delegates can get a complete picture of the issues affecting the business today. Eight dynamic industry professionals will guide delegates through presentations that address the outlook for the Australian economy in the immediate months ahead, the environment and how it will affect our industry, the internet revolution, and matters of excellence in customer service experience.

Friday is the 'feature day' which proudly presents international master sales trainer Tom Hopkins, whose credentials are well known and respected. Tom will conduct a full day seminar, guaranteed to deliver a wealth of ideas that will change the fortunes of businesses, delivering an improved sales result for dealers across Australia.

Saturday's program offers a series of well defined breakout sessions covering used car trading, fixed operations and ensuring peak sales performance. David Martin will return to the Convention to give us an insight into the challenges that the US market faces and how we may learn from the roads they have already travelled.

All this together with our well renowned sponsor hospitality makes the 2010 AADA National Dealer Convention a must attend event and I look very forward to welcoming you to the RACV Royal Pines Resort in September.

For the last eight years Ian Leslie has hosted the AADA National Dealer Convention with a standard of integrity and journalistic excellence unmatched in the Convention's history.

Ian is now inextricably linked with the AADA National Dealer Convention and has a sound understanding of the dynamics of the automotive business.

This year the 2010 AADA National Dealer Convention will present a new program format that will see Ian at his best. The issues we are faced with are not unique to the auto industry: today many businesses face uncertain futures, volatile markets and challenges that test one’s abilities.

Ian has travelled the business world and understands this in a very unique way. His ability to get straight to the heart of the matter should make this year's new 'industry day' an engaging full day session.

Ian will host the 'industry day' and conduct a series of Q&As with speakers and the audience, ensuring delegates take home ideas that will give them immediate benefits.

In addition Ian will interview some of Australia's most remarkable characters such as the wonderful Shane Jacobson who is best known for his hit movie Kenny, body language expert Allan Pease, and comedian extraordinaire Jean Kittson in our renowned sponsor hospitality functions.

Over a lifetime of work Ian has achieved far more than most would dream of and he brings his skills and a wealth of industry knowledge to AADA. Ian is known for his ability to cut through the clutter which made him a popular choice as a founding journalist on 60 Minutes. Ian has received three Logie Awards and the coveted Walkley Award for excellence in journalism. He was also awarded an Order of Australia Medal last year for his life's work in journalism, so the 2010 AADA National Dealer Convention is lucky to once again be in Ian's very good hands.

Michael DelaneyExecutive Director AADA & MTAA

ROSS ST, ASHMORE

GOLD COAST, QLD, AUSTRALIA

www.royalpinesresort.com.au

AUTOMOTIVE BUSINESS INTELLIGENCE

INFORMATION SERVICES

Y O U R A L L I E D I N D U S T R Y S U P P O R T I N G P A R T N E R S

F O U N D A T I O N S P O N S O R S

MTAA

THE AADA

APPRECIATES

THE ONGOING

SUPPORT OF OUR

INDUSTRY

SPONSORS

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THE 2010 NATIONAL DEALER CONVENTIONSEPTEMBER 9-12,ROYAL PINES RESORT,GOLD COAST QLD, AUSTRALIAwww.aadaconvention.com.au

Convention Director:Patrick Tessier03 9576 9944email: patrick@aadaconvention.com.au

Sponsorship and Trade ExhibitBookings and Enquiries:Belinda Holt – AADA0419 398 990 or 03 9576 9944email: belinda@aadaconvention.com.au

Registration and AccommodationBookings and Enquiries:Jess O’Callaghan0402 929 887 or 08 8355 3039Fax: 08 8355 3022email: jess@aadaconvention.com.au

Postal Address:AADA Sales & MarketingLevel 1, 226-228 McKinnon Rd,McKinnon, Victoria, 3204

meet the challengein an evolving industryThe automotive industry has been through some dramatic changes over the last year, and for those businesses who survived. It is important to get a firm grasp of the waters we now tread and embrace the new landscape of our industry.

The Global Financial Crisis has seen many dealers face real change in their businesses, leaving them with lessons they should continue to learn from. However there are many more developments affecting our industry that dealers need to address if they want to stay on top of their game.

The early part of this year started with uncertainty for some auto dealers, with sales dropping in January and February, even after two stimulus packages gave a boost to 2009's sales.

Dealers were faced with the reality of climate change as floods and hail affected stock holdings, reminding us that the world is changing, often not by our own making, adding to the ongoing challenges that must be met in this ever changing auto industry.

Dealers are noticing the platform for marketing also changing at a fast rate; with all dealers trying to understand the virtues of new media while still using proven traditional media to keep their brands in the eye of the target audience.

Where do dealers go from here and how do they meet these challenges?

Consumers' lifestyle choices dictate the demand for vehicles. They want cheaper, greener and more technologically advanced machines, which mirror their evolving financial, ecological, technological and lifestyle demands. Dealers' customers in 2010 are more educated, expect greater customer service and are much more resolute in their choices.

The 2010 AADA National Dealer Convention has an exciting program that addresses these new territories in which auto dealers now find themselves operating their businesses.

The Convention workshops will cover profitability in used cars, optimising service returns and achieving peak sales performance day in, day out. A new format for the popular Deloitte Panel session will analyse effective commission structures and give auto dealers strategies to save on income tax. Plus, the Panel will present five winning ideas for your business.

Our 'industry day' program will see carsales.com.au CEO Greg Roebuck give delegates his take on the digital revolution, whilst Sue Klose from News Limited will focus on new media trends and how dealers can stay in reach of their targets. St. George Bank's Chief Economist Justin Smirk will review Australia's economic outlook in the coming year and Better Place's Evan Thornley will take a look at the greening of the auto industry and how auto dealers can benefit from it.

Our 'feature day' sees the AADA National Dealer Convention present world renowned sales master Tom Hopkins, the builder of sales champions, for an exclusive and not-to-be missed one day seminar. Tom Hopkins regularly sells out stadiums throughout the world to audiences who are hungry for the knowledge that has made him one of the world's most successful sales people.

This year's event returns to the Royal Pines Resort on the Gold Coast; a popular destination for dealers attending the AADA National Dealer Convention. The Royal Pines Resort has recently completed an extensive refurbishment which offers delegates an international golf course and a world class conference facility that is in close proximity to Surfers Paradise; and let's not forget the sunshine!

The 2010 AADA National Dealer Convention will provide Australia's auto dealers and allied trades with the knowledge and tools to help businesses evolve, with each segment of this stellar program tailor-made to help you stay focused and relevant in today's market.

The 2010 AADA NationalDealer Convention willprovide Australia's autodealers and allied tradeswith the knowledgeand tools to helpbusinesses evolve

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As our economy slowly recovers from the damaging effects of the world's recent economic woes, auto dealers throughout Australia find themselves in a new era in which they must now conduct business in. It is now clear that many of the proven practices of the past don't bear the same fruit in today's tumultuous market.

Car consumers have become increasingly conscious of what their money is worth and what it can buy them. They want the very best deal they can find, ensuring auto dealers now must offer much more than just a good price to keep their customers. More than ever car buyers want value for money; a greener solution, to be treated better by a superior class of sales professional and they want to put their money where the

best service is. Auto dealers who fail to understand this will risk the benefits

of repeat business, referrals and better margins.

It's a known fact that consumers are spending more and more time absorbing digital media, educating themselves well before they enter the showroom. Keeping your business in front of

its target audience, whether through the internet or more traditional media, is a compelling question and one that the AADA Convention will answer in the 'Industry Day'.

Hosted by Ian Leslie, 'Industry Day' will focus on all of these issues and more, demonstrating how to take your business strategies forward, evolving at the right pace and giving you an edge in a competitive market. Eight industry speakers will combine their expertise to give auto dealers a complete picture of the challenges that will face us in the year ahead.

The 2010 AADA National Dealer Convention will also take a detailed look at economic forecasts; the importance of setting a business budget; the greening of the auto industry; and powerful communication. All this is aimed at giving delegates a plan for the business to evolve in these changing times.

There is no looking back in this dynamic industry, we must move forward, and 'Industry Day' aims to lead dealers out of uncertainty and present strategies to go forward and meet any challenge that businesses find themselves confronted by.

Supported by our Convention sponsors MTAA Super and The Trading Post you can be guaranteed there is much to take back to the dealership and benefit from.

HEAR THE

INDUSTRY’S

LEADERS &

THEIR VISION

FOR 2011 &

BEYOND

There is no looking back inthis dynamic industry, wemust move forward, and'Industry Day' aims to leaddealers out of uncertaintyand present strategiesto go forward

David MartinINTERNATIONAL GUEST SPEAKER

21st Century Leadership

Sue KlosePUBLISHER

Media & Consumer Trends andHow to Stay in Reach of the Target

Greg RoebuckCEO CARSALES.COM.AU

The Digital Revolution

President and co-founder of MAR-KEE Consulting Group, Inc., David Martin is a proven authority in leadership at a dealership level.

Known to Australian dealers for his no nonsense, entertaining style, David has been a favourite guest speaker at the AADA Convention with this being his fifth trip to the event.

David has over 34 years of retail sales, management and training experience and is arguably the most in-demand automotive sales trainer in the world. With several appearances at the NADA Convention, United Kingdom Motor Industry Conference and the New Zealand Motor Conference to his name, he's certainly a man in demand.

In his compelling signature style, David will share his knowledge to help dealers and managers rise to the challenge and survive the obstacles and changes our industry will meet in the year ahead.

This valuable presentation is a must for all dealership leaders and is an opportunity to learn from the best to give your sales a much-needed boost.

Understanding how to reach the consumer through the use of strategic media makes Sue Klose an expert in this field.

Sue's impressive career history makes her an experienced authority on consumer trends with an acute insight that can help drive you towards your target market.

Sue was appointed publisher at News Limited's Carsguide.com.au earlier this year after a successful tenure as News Digital Media's director of corporate development. In this time she spearheaded investments in the travel comparison site Wego.com, comparison shopping site Getprice.com.au and participant sports site SportingPulse as well as playing a key role in the creation of CareerOne.

Also under Sue's direction, News Digital Media's mobile team held a pivotal position in mobile news and information through standard and iPhone sites for news.com.au, TureLocal, The Australian Business, Carsguide.com.au and moshtix brands.

Sue Klose's presentation is one not to be missed.

The digital revolution cannot be ignored: it is real and it delivers a massive ammount of inquiry to auto dealers every day of the week.

CEO of carsales.com.au Greg Roebuck will give the Convention delegates his view on the changing media; and what opportunities new technology brings to the auto industry in the years ahead.

With an auto industry career spanning 25 years Greg was named Entrepreneur of the Year by Ernst and Young in 2009, just months after his leading carsales.com.au to an amazing $1 billion float.

Carsales.com.au was launched in 1997 with the aim of providing quality information for consumers in a user-friendly medium. With in-demand systems such as Autogate in place, carsales.com.au is well positioned to remain a powerhouse in online auto advertising for many years to come. However it won't be the internet that we know today; in fact it will be much, much more.

Greg's participation in the 2010 AADA Convention will give auto dealers a fresh perspective on the internet and what the future may bring in the age of the digital revolution.

>> ABOUT MTAA SUPER

MTAA Super has low fees, pays no commissions to advisers and is run only to benefit members. And while MTAA Super has remained the Industry Super Fund for the motor trades for 20 years, the good news is anyone can join. If you’re a business owner or manager, don’t forget that your MTAA Super Business Development Manager is at your service to help you educate your staff about their super. A workplace presentation can help your staff make sense of investment cycles and understand how important super is as a long-term investment. It can also explain what a difference people can make to their retirement savings if they become involved in making of the most of their super now. Visit the MTAA Super website, www.mtaasuper.com.au, to organise a workplace visit. You will also discover a wealth of information about the Fund and your super, plus all the latest news on investments and financial markets.

industryfocus

INDUSTRY DAY THURSDAY 9TH SEPTEMBER

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Chief Economist at St George Bank, Justin Smirk is also the Bank's national spokesperson on the global economy, financial markets and local economic conditions, which makes him a valuable speaker at this year's Convention.

As Chief Economist at St George Bank, Justin analyses trends in major economies and how they impact on Australia. From this, he devises forecasts on the economy, interest rates and currencies and shares his insights with staff and clients on how economic events may impact upon and shape their business. A detailed look at the economic indicators that determine household affordability will give auto dealers real time information that will enable sound business decisions.

Justin has worked in the financial markets for over ten years. His insight is a valuable commodity that no auto dealer can afford to miss and given the economic situation experienced in recent years, it is more crucial than ever to grasp what the economy will look like in year ahead.

This presentation will provide delegates with the knowledge to make informed business decisions and stay in good financial shape.

Most of the world's biggest car brands understand that going green is inevitable.

Better Place Australia's Chief Executive Officer Evan Thornley addresses one of the chief issues facing the auto industry today; global warming, a factor that has been a major influence on consumers' growing desire for greener vehicles. Better Place Australia is an electric vehicle network and services provider with a mission to end the world's dependence on oil, which Evan has been instrumental in pursuing. Evan has a clear and defined vision of how the auto industry will look in the years ahead, and it looks green.

In this presentation Evan will explore how dealers can find advantages in the growing trend for greener solutions, and overcome the challenge of incorporating this into their business and finding answers for the rapidly changing preferences of car consumers.

Prior to his appointment at Better Place Australia, Evan was personally recruited, in 2006, by the then Premier Steve Bracks to join the Victorian Government. He was appointed as Parliamentary Secretary to the Premier and has a powerful understanding of what the auto industry has faced and can expect to see well into the future.

The founder of one of Australia's most effective customer service companies Kevin Panozza started SalesForce in the 1990s employing just a handful of staff.

When his business was acquired by Salmat he employed upwards of 5000 staff in what is now the most successful, outsourced sales and customer service business in Australia and New Zealand.

His passion for staff engagement and creating a culture for high performance resulted in SalesForce being voted 'Best Employer in Australia and New Zealand' in three consecutive Hewitt surveys. Kevin believes good customer service begins with happy and committed employees.

Kevin will share his thoughts with delegates on incorporating the internet, intelligent mobile devices and changing customer expectations in their daily operation.

Delivered in his dynamic, entertaining style, Kevin's insight will leave a lasting impact on your customer service program, keeping your business relevant in today's changing market.

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Justin SmirkCHIEF ECONOMIST ST GEORGE BANK

The Australian Economy andthe Outlook in the Year Ahead

Evan ThornleyCEO BETTER PLACE AUSTRALIA

The Greening of the Auto Industry

Kevin PanozzaSALESFORCE FOUNDER

Transforming CustomerExperience in the New Market Place

The V8 Supercars business is no walk in the park; in fact it's a fast paced dynamic industry that is not for the faint hearted.

Brad Jones is an extraordinary talent in Australian motorsport whose racing career has spanned four decades, on both four wheels and two. His trophy cabinet is bursting with prizes including five consecutive Australian AUSCAR Championships, two Australian NASCAR Championships, and two Australian Super Touring Championships.

Brad's team mates read like a who's who of racing, with Craig Lowndes, John Bowe, World 500cc Motorcycle Champion Wayne Gardner, and Aussie sporting legend the late Peter Brock.

With passion for the sport still running deep, Brad combines his love for fast cars and winning as a key motorsport industry stakeholder and owner of the Trading Post Racing Team, Brad can also been found waxing lyrical as a panelist with the Seven Network's V8Xtra program.

THE TRADING POST PRESENT LUNCH WITH

Brad JonesThe Business of V8 SupercarsOWNER OF BRAD JONES RACING

>> ABOUT THE TRADING POST

®Trading Post Online and Mobile is a favourite Australian Classified destination for buyers and sellers. The combined digital power of Trading Post and Car Showroom for new and used cars, delivers quality leads - buyers, not browsers.

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Grant CameronPARTNER DELOITTE MOTOR INDUSTRY SERVICES

Why set a budget?

Robyn MooreLEADING COMMUNICATIONS AUTHORITY

The Power of the Word

The big question is: should auto dealers set budgets and work to them? It's a question that Grant Cameron, a partner with Deloitte Motor Industry Services, will thoroughly answer.

Grant Cameron is a force to be reckoned with when it comes to setting a budget, and at this year's AADA Convention he will share his vast expertise to consider exactly why dealers should set a budget.

The events of the last few years have highlighted just how fundamental budgeting has been to the Australian car dealer, proving how vital it is to surviving this tough market.

Grant has been providing specialist solutions in taxation, business advisory and audit services to auto dealerships throughout Australia for over 14 years.

He is a sought-after speaker who is a regular feature at dealer group workshops and has secondments in the USA, working on transforming a variety of motor dealerships.

No auto dealer can afford to miss this presentation which will provide a solid understanding of the function and outcome of the all-important budget process in a professional dealership.

Robyn Moore is a speaker that will have you hooked on her every word, quite literally, as she dissects the power of the word as a communications tool and its effect on business success.

As one of Australia's most in-demand and thoroughly entertaining speakers, Robyn has captured audiences through her inspir ing and thought-provoking presentations. Robyn aims to 'sell people back to themselves' by recognising old habits and behaviours in an effort to create the outcomes they want in their lives. These include how we connect with consumers and how that relationship is enhanced through better communication.

Her presentations have been described as 'life changing' and her rare ability to unite a room full of several hundred people is quite remarkable. 'The Power of the Word' is no ordinary presentation. It's an opportunity to seize the authorship and personal power necessary to invent a life that is deeply satisfying. Both professionally and personally.

This is a must attend presentation which marries together perfectly with the topics of the day such as communication, customer service and leadership. Don't miss this chance to connect with your colleagues and industry equals.

SWANN INSURANCE PRESENTSSOUL THERAPY IN THE LOBBY BAR

After an exciting start to the Convention, finish the day on a high with Soul Therapy in the Hydrate Bar, compliments of Swann Insurance.

Soul Therapy will have you up dancing with favourite hits from the 50s through to the 90s and 2000s as well as rhythm and blues, jazz, country and soul classics. Soul Therapy were voted finalists and Winners in the Queensland A.B.I.A Entertainers of the Year Awards eight times in the last decade and won the award once again this year.

with new ones while sharing ideas and information about After the 2010 AADA National Dealer our dynamic industry. Convention Formal Opening Session and

Keynote Address, CarsGuide will be your It's also an excellent chance to reflect on the 'Industry host for the evening at the magnificent Day' and speakers, who will have given you plenty of poolside cocktail party where you'll be food for thought and instilled in you excitement about

the year ahead. Take the opportunity to meet our treated to drinks and entertainment around international guests and Convention speakers in this the Royal Pine Resort's sparkling pool. relaxed environment.

The Royal Pines Resort pool offers a beautiful setting The Royal Pines Resort's legendary hospitality will leave for delegates at the end of a busy day. The you refreshed and relaxed as you mix business with CarsGuide.com.au Welcome Function is the perfect pleasure. But don't get too carried away, there is to be no networking arena, so as the evening kicks off you'll get dive bombing in the pool!the opportunity to catch up with old friends and mingle

INDUSTRY DAY THURSDAY 9TH SEPTEMBER

CARSGUIDE PRESENTSTHE AADA KEYNOTE ADDRESS &

Welcome Pool PartyCATCH UP WITH OLD FRIENDS WITH A POOLSIDE COCKTAIL

>> ABOUT CARSGUIDE

Carsguide.com.au is Australia's largest automotive brand, with the backing of more that 120 metropolitan, suburban and region News Limited newspapers. It is a leading authority on the latest motoring news, views and information, employing motoring experts all across Australia. Carsguide.com.au features listings from more than 1000 dealers across Australia, News Limited newspapers nationally, and carsguide.com.au online private party ads.

THE

CONVENTION

OFFICIALLY

OPENS WITH

A SPLASH!

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featureday

>>

>>

>>

MOTORONE PRESENTSBREAKFAST WITH ALLAN PEASEBEHAVIOURAL EXPERT

A DAY TO REMEMBER ASWORLD LEADING SALES TRAINERTOM HOPKINS REINVIGORATESYOU AND YOUR TEAM

PLUS CASTROL PRESENTSLUNCH WITH JEAN KITTSON

AUTOMOTIVE TRAINING DOESN’TGET BETTER THAN THIS

FEATURE DAY FRIDAY 10TH SEPTEMBERA

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The Feature Day is expected to be an immensely popular one, with dealers and their sales team flocking to see the legendary Tom Hopkins in action and take away some of what has made this man an immensely successful sales person.

If any industry's sales techniques need a good shake, it's the automotive industry, and Tom is the person to do it.

He's not only mesmerising in his presentation, his teachings actually make sense, and anyone who has had the privilege of learning from 'the master of sales' will know that his methods are highly relevant and extremely effective.

While Tom will have your attention for most of the day, you'll have the pleasure of enjoying two exciting speakers who will complement the day's objective.

While you enjoy breakfast sponsored by MotorOne, Australian writer and body language expert Allan Pease will share with you his research that is detailed in his humorous and scientifically accurate book, 'Why Men Don't Listen and Women Can't Read Maps'.

We're also delighted to have a legend of laughter, Australian comedienne Jean Kittson, entertain you through a delicious lunch with compliments from Castrol.

REWARDYOUR STAFFAND YOURBOTTOM

LINE!

SEND YOUR SALESTEAM FOR THE DAY

DAY ONLY PASSES JUST

$595 PER PERSON** See registration form for full details.

OR ENJOY THIS DAY AS PART OFTHE FULL CONVENTION FEE

Tom is the grand masterof converting ‘trying times’into ‘buying times.’He’ll get you back ontop and help youstay on top!

Denis Waitley, author ofThe Psychology of Winning

Jean will draw from her many years as an entertainer to make you laugh, chortle and giggle, reminding you that in the midst of any sales transaction, that a smile goes a long way.

This day is an absolute must for every dealership in Australia, and millions of people can attest to the fact that a day with Tom could change your business forever.

GREATVALUETRAINING!

Hopkins

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There are few people in the world of sales who haven't heard of Tom Hopkins, the master salesman who has shared his outstanding sales skills and knowledge with upward of four million sales students, and over 350,000 corporations worldwide.

Tom is the author of scores of internationally successful books on selling techniques, including How to Master the Art of Selling, a best-seller that is considered 'the bible' by sales people around the globe. It has been translated into ten languages and gone on to sell over 1.6 million copies worldwide.

It's well documented that Tom's climb to success wasn't an easy one but his efforts to get to the top were phenomenal.

At 19 Tom was a college drop-out working in construction, but with a wife to look after and a baby on the way, he knew there had to be a better way to make a living, so he embarked upon a career in real estate. After six months as a real estate agent, Tom's lack of any real selling techniques meant he was making just USD$42 a month. But after discovering that there was such a thing as 'sales training', he set out to learn, understand and apply everything he could about professional selling methods; and it worked.

Within five years, Tom's sales volume hit an astounding 14 million dollars, breaking sales records around the world. His last year as a real estate agent saw him sell a highly impressive 365 homes; one for every day of the year!

Armed with the knowledge, experience and enthusiasm that has made him a sales icon, Tom comes to Australia for this one-off private appearance, exclusively for the Australian Automobile Dealers Association Convention.

In this rare opportunity, Tom will share his methods and help you understand how to close the gap between the most pressing sides of the sales equation which is: buyers don't want to be 'sold' to; and salespeople fear failure.

Executed in his signature style, you can expect to come away from this entertaining day with Tom's infectious enthusiasm and creative approach to selling which will help you hone and refine your sales techniques. He will instil you with fresh inspiration that will resonate with you throughout your professional life, helping you drive your sales up and up.

If you want to increase your car sales dramatically, you should take advantage of this rare opportunity to learn the skills and techniques that have made Tom Hopkins one of the most successful sales people in the world.

FEATURE DAY FRIDAY 10TH SEPTEMBER

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The Dynamic Dozen Concepts That Can Drastically Increase Your Ability to Achieve Greatness:

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Strategies for where and how to find new business Closes that make the difference between “sale” and Responses to use when decision makers seemopportunities. “no sale” when operating in a fearful economy. determined to procrastinate about buying decisions

or to shop around.The nuances of selling that make you unforgettable Communication skills to get potential clients talking and quickly build the trust of potential clients. about their real needs. (Done properly, they’ll tell you What to watch for in order to avoid being blindsided

exactly what they’ll say yes to.) by clients who are being approached by the Strategies to lower walls of sales resistance brick competition.by brick. Ideas for opening the minds and pocketbooks of

existing clients to developing increased business. Methods for building your business through quality Vocabulary and phraseology that convey your desire referrals and how to keep those referrals coming with and ability to effectively serve clients’ needs. Presentation skills to calm client fears about making every client contact.

purchasing decisions while physically and emotionally captivating their attention. Concepts for building client loyalty, thus keeping the

competition at bay.

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Tom

YOU CAN’T AFFORD TO MISS OUR BIGGEST EVEREXCLUSIVE INTERNATIONAL GUEST SPEAKER

A DAY WITH

TOM COULD

CHANGE YOUR

BUSINESS

FOREVER!

Since the timeI saw Mr. Hopkins,I have ignited mycareer. I went frommaking $20,000 peryear to almost $20,000per month sinceincorporatingMr. Hopkins tactics."

Cortney S. Twitty

HUGEFEATUREDAY LINEUPNOT TO BEMISSED!

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In recent years Jean has returned to her first love, treading Jean Kittson is one of Australia's most popular the boards in original works she's written as well as starring and entertaining comediennes whose in classic works such as Shakespeare's A Midsummer distinctive humour has captured audiences on Night's Dream.

stage, screen, radio and print for many years.During this wonderful lunch, compliments of Castrol, Jean

She catapulted to national fame in the ABC's The Big Gig will entertain you with her funny and charming wit leaving where she played a diverse range of characters including you with a permanent smile and a bellyful of laughter.the hilarious Veronica Glenhuntly the lovelorn newsreader; Candida the new-age aerobics instructor; and Rose McCloud, the acerbic air hostess.

She then teamed up with fellow comedienne Maryanne Fahey to form Kittson Fahey, making them Australia's first female comedians to have their own television show and earning them a Silver Medal at the New York Television Festival.

As well as writing for numerous magazines and newspapers, including her lively column in THE (SYDNEY) MAGAZINE, a monthly supplement with The Sydney Morning Herald, Jean has an abundance of radio credits to her name, as both a writer and performer.

CASTROL PRESENTS LUNCH WITH

Jean KittsonAUSTRALIAN ICON

>> ABOUT CASTROL

Castrol is a worldwide leader in high performance lubricants for the automotive, industrial, marine and aerospace industries.

Castrol is trusted name that manufactures products on a global basis, supplying customers in 150 countries around the world. Castrol is a wholly-owned subsidiary of BP PLC.

SWANN INSURANCE PRESENTSNORMIE ROWE IN THE LOBBY BARAustralian music legend Normie Rowe has been a household name since the 60s when he was the first Melbourne recording artist to achieve a national number one hit, making him Australia's most popular pop star of the time.

Normie has a string of hits to his name , such as 'Que Sera Sera' and 'It's Not Easy', and an unmistakable talent that shone in a time that was filled with some of the best artists in the history of music.

Let Normie take you through his musical back catalogue in this fantastic evening, which comes courtesy of Swann Insurance. He'll rock your socks off!

kitchen utensils, and by 21 he had sold $1million of life Communication is at the very heart of selling insurance in his first year with another company. and Allan Pease, also known as 'Mr Body

Language' is at the heart of communication, These days he's one of the world's most successful non-deciphering relationships and body language fiction writers, with 15 bestsellers to his name, including the to help read a situation. international smash-hit book 'Why Men Don't Listen and

Women Can't Read Maps', which was translated into 51 In his highly entertaining and fast-paced presentation, languages and went on to sell 11 million copies.Allan takes you through powerful and insightful communication techniques on how to decode other His lectures take him all over the world where his programs people's behaviour and how to respond to it. teach powerful relationship skills which are applied to

every area of life in both the private and public sectors.With his trademark humour, he'll demystify the subtle clues given away in meetings, phone calls, negotiations and His clever insight into human behaviour will help fill in the face-to-face encounters that you would face in business blanks in tricky situations in both your professional and scenarios. personal life.

At the age of 10, Allan embarked on a career in sales, Allan's presentation, a must-see at this year's AADA selling rubber sponges door-to-door. At 17 Allan was the National Dealer Convention, will sharpen your top salesperson at work where he sold bed linen and communication skills and boost your sales.

MOTORONE PRESENTS BREAKFAST WITH

Allan PeaseWHY MEN DON’T LISTEN & WOMEN CAN’T READ MAPS

>> ABOUT MOTORONE

MotorOne provides a product or service to one in every two new cars sold in Australia each day. As a market leader and innovator MotorOne is passionate about setting first-class standards in the industry through continued research and sophisticated engineering. MotorOne has developed a range of innovative solutions that seamlessly convey lifestyle related products and services, such as a diverse array of car care products, rewards programs, advanced vehicle electronics, service solutions, and peace of mind insurance.

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MANAGEMENT DAY SATURDAY 11TH SEPTEMBER

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DRIVE.COM.AU PRESENTS BREAKFAST WITH

Shane JacobsonAUSTRALIAN COMEDY SENSATION (AKA KENNY)

START THE

DAY WITH A

SERIOUSLY

FUNNY

BREAKFAST!

Australian Star of the Year Award at the Australian Better known as Kenny, the loveable, fair International Movie Convention.dinkum Aussie bloke, comedian Shane

Jacobson will jump start your day with his Not surprisingly, 'Kenny' was the highest grossing

incredibly funny show over this fantastic Australian film of 2006!breakfast courtesy of our good friends at Fairax Media. Shane has recently completed a 12 week season of The

Drowsy Chaperone for the Melbourne Theatre Company Shane's career started when he was just a nipper, alongside Geoffrey Rush, Robyn Nevin and Rhonda performing in amateur theatre productions at just ten years Burchmore. He was also host to Channel 9's show 'When I old. By the time he was 18 he had quickly carved out a Grow Up'. career in comedy, working the clubs and scoring MC gigs.

We're absolutely delighted to be able to bring this The corporate world soon caught onto Shane's talent for Australian icon and funny-man to the AADA Convention captivating a crowd with his infectious humour and ability and we invite you to laugh until you cry.to impersonate business icons and celebrities, and his

career rocketed. Shortly afterwards Melbourne radio station Gold FM offered him a regular

spot where his sharply honed character skills thrilled audiences.

Fast forward a few years and Shane won a whole host of coveted awards for h is mockumentary film, 'Kenny', including the 2006 AFI Award for Best Lead Actor; 2006 Film Critics Circle of Australia Award for best Actor in a Lead

Role; the 2007 Film Ink Magazine Award for the Best

Newcomer; and the 2007

>> ABOUT DRIVE.COM.AU

As a part of the Fairfax family of publications The Drive Network provides the most comprehensive coverage of the motoring industry.

From Drive in The Sydney Morning Herald, The Age, The Canberra Times and over 30 community and 200 regional newspapers to a broad online presence via Drive.com.au, Carsguide.com.au and other various automotive websites, The Drive Network delivers you qualified buyers!

>> ABOUT MANHEIMFOWLES

ManheimFowles is the Australian market leader in the provision of automotive auction and remarketing services. With over 50 years of experience, ManheimFowles provides a vibrant market place that brings together buyers and sellers of passenger cars, light commercials and 4WD vehicles. As the supplier of choice for such a wide variety of clients such as Automotive Manufacturers, State and Local Governments, Financiers, Fleet Lease and Rental companies, ManheimFowles has an unmatched range and number of vehicles available for sale at our weekly auctions around the country. We are the only auction business that specialises in the unique requirements of manufacturers and dealer networks, with services designed specifically to meet these needs.

managementfocus

The importance of a strong management team is essential to the operations of every successful dealership. Having a clear focus about management principles and systems is what underpins a dealership’s health. The Management Day is all out ensuring delegates get the most up to date information on healthy business practices for the modern auto dealer.

The AADA National Dealer Convention 'Management Day' workshops brought to by ManheimFowles will operate throughout the day and there will be ample opportunity for delegates to spend valuable time visiting all the exhibits on display throughout the Pentana Solutions Trade Village.

The day begins with the Drive.com.au breakfast and is sure to get off with a ‘bang’ as Australian funny man Shane Jacobson aka 'Kenny' takes to the stage to uplift you with his hilarious brand of comedy.

However we'll quickly get down to business when the Deloitte Panel takes to the stage for an in depth look at two areas that dealers are always left scratching their heads over - commission structures and how much income tax you should be paying.

In these times of tight margins dealers must be vigilant with every cent, so this group of five leading tax, accounting, management consulting, and training providers for the retail industry will put you on the right track. This is your opportunity to ask the questions that have been puzzling you and receive the answers that you're looking for.

Delegates will also be treated to a sumptuous banquet to be held right in the trade village, compliments of our founding sponsor Pentana Solutions.

The AADA Convention workshops have always been one of the highlights for delegates and this year's offerings have been purposely selected to work on increasing your profits.

Alan Syer will change the way you think about your used car department, turning it into the profit centre you've always sought. Paul Quilligan will delve into service returns, demonstrating how this segment of your dealership can be more efficient, and Simon Bowkett will impress upon you consistency in ensuring superior sales performance.

The Management Day will leave you brimming with ideas and renewed inspiration to infuse a new, forward-thinking approach to your business practices.

The Management Day willleave you brimming withideas and renewedinspiration to infuse anew, forward-thinkingapproach to yourbusiness practices.

The business of the Convention ends with a highly relevant Keynote Address titled 'Meeting the Challenge' by international guest David Martin, a session that will leave you in no doubt about how you can take home all that you have gained at the 2010 AADA National Dealer Convention and make sure it's put to good use.

Finally you will enjoy a truly wonderful evening at the carsales.com.au Grand Finale Dinner where food, music and friends will come together for an unforgettable evening.

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THE DELOITTE PANELEffective commission structures / Are you paying too muchincome tax? / Five winning ideas for your business.

Peter Axiom, Danny Rezek, Grant Cameron,Wayne Pearson, Stavroula Papadatos.

MANAGEMENT DAY SATURDAY 11TH SEPTEMBER

USED CARSAlan SyerThe Used Car Profit Centre

FIXED OPERATIONSPaul QuilliganOptimising of Service Returns

SALESSimon BowkettInsuring Sales PerformanceDay in Day Out

If anyone can re-educate Australia's auto industry about used car operations, it's Alan Syer whose success has seen in him appointed as General Manager of Operations at two of Australia's largest dealer groups.

His early career saw him enjoy great success when he set up the largest franchised used car operation in Sydney. This exciting and dynamic area of dealer operations continues to resonate with Alan and he currently consults to dealers across Australia on used car operations ensuring real success for them in adopting proven systems and policies.

Alan works for results and allows his efforts to do the talking and this presentation will challenge conventional thinking and provides examples that will ignite fresh thought for every auto dealer who is serious about their used car department.

Alan will introduce dealers to a used car policy which will assist them in making their used car department generate strong returns and turn an impressive profit month after month.

With an entire career devoted to automotive service operations and consulting behind him, Paul Quilligan's highly popular training workshops are in demand across Australia.

He will tackle the ongoing issue of how to optimise service returns by offering practical advice in his unique and stimulating style.

Paul will place service and parts under the spotlight, leaving delegates with more than a just a few ideas to enhance performance and improve profits in the fixed operations area of the business.

Having worked his way through a career that has seen him progress from technician all the way through to management, Paul has the ability to relate to delegates in every aspect of fixed operations.

Do your dealership a favour and don't miss this insightful and practical workshop which will offer good opportunities that can be applied to your business.

Simon Bowkett's gift for bridging the gap between consumer and retailer has made him a leading sales trainer in the international auto industry.

Having spoken at last year's Convention, this year Simon's presentation will meet sales performance head-on, showing you how to ensure the highest sales productivity each and every day and keep your sales team motivated.

His UK based company, Symco Training, has delivered sales and motivational training to a wide variety of automotive dealers in the UK and his techniques have struck a chord with the dealer network across Australia.

He's at the forefront of understanding how new technology has changed the patterns and behaviours of consumers, and shows you how to adapt to them to maximise sales.

His progressive and timely presentation will introduce you to new tactics and a fresh understanding of how to meet the new demands of consumers in a changing market.

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>> ABOUT DELOITTE MOTOR INDUSTRY SERVICES

Deloitte Motor Industry Services is Australia’s leading tax, accounting, management consulting and training provider for the retail motor industry.

By utilising 80 dedicated staff working on the industry, Deloitte Motor Industry Services provide traditional accounting services plus a broad range of products and services designed to increase dealers bottom line. They are well known for thought leadership and the ability to address the issues facing the automotive industry.

This popular segment of the Convention has rated very highly in previous years and is a chance for dealers to get down to the nitty gritty in a Q&A session with some of the most experienced experts in the industry.

This is a rare opportunity to sit in front of a live panel of experts who fully understand the facts and issues our industry is faced with, making for a wholly worthwhile session that will supply you with practical knowledge that can be applied in a very real way.

For the last two years the AADA National Dealer Convention's Deloitte Panel has rated the number one session at the Convention. This year we expected to receive the same great feedback.

One of the questions that haunt dealers across Australia is: am I paying too much income tax? The Deloitte Panel will return to the AADA Convention once again and present a discussion on the ins and outs of this and offering clarity on this subject. This is just one of the main items that will feature in the Deloitte Panel discussion for the 2010 AADA National Dealer Convention.

Effective commission structures are an important solution for attracting and keeping the right employees. They need to be rewarding, challenging and achievable - not polarising - and above all, fair to all parties. The Deloitte Panel will present a range of effective commission structures that will give delegates some real insight into how best to offer pay plans.

You'll also be privy to the Panel's top five winning ideas that should inject some life into flagging areas of your business. The Deloitte Panel is made up of five members of Deloitte: Australia's leading tax, accounting, management consulting, and training provider for the retail industry.

SWANN INSURANCE PRESENTSDYNAMIC IN THE LOBBY BARAllow Dynamic to take you on a journey through some of the world's most popular songs, as this cutting-edge duo put their wonderful musical talent to work.

You'll hear favourites from the 50s through to today's best-loved hits, which is the perfect soundtrack to end another great AADA Convention, all courtesy of Swann Insurance.

Dynamic will have you singing, dancing and yelling out for more!

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CLOSING KEYNOTE ADDRESS

David MartinINTERNATIONAL GUEST SPEAKER

echoing the teachings of our special guest Tom Hopkins in David Martin is well known to dealers his program for reinvigorating your sales team.throughout Australia having already spoken at

five AADA Conventions. He has a complete David's own career history is one of success, which is a path

understanding of the auto industry and is one that we encourage you to follow. He will recap on those of the USA's leading sales trainers for auto same sentiments that have been shared with you dealers. during the Convention on how to stay strong

in business and move forward along David Martin will close the Convention sharing his insights side, and not behind, your industry into the challenges that US dealers face and how we might counterparts.learn from the roads they have already travelled.

He will address the need to meet Having experienced a tailor-made Convention program of your personal and professional world-class speakers, visionaries and experts in their field, goals as you look to the future David will sum up for delegates the key points that have while dealing with today.been covered over the three days and will also speak about how dealers can use that information to meet the changing With the packed program needs of their customers. behind you, David will capture

the essence of what our aim is: He will address the benefits for dealers as the auto industry to help you meet the challenge goes green, how to blend proven methods of traditional in today's evolved industry. Are media with new, emerging digital media, and importantly, you up to it?

CARSALES PRESENTSTHE GRAND FINALE

DINNER WITH

Boogie NightsBOOGIE THE NIGHT AWAY AND FAREWELL NEW AND OLD FRIENDS

A highlight of every AADA National Dealer Convention is the carsales.com.au Grand Finale Dinner and this year will be no exception. It's a night to dress up and experience the magic of Boogie Nights as you dance the night away to the ultimate playlist of all-time favourites.

As the 2010 AADA Convention comes to a close this is your chance to kick back, let your hair down and bust-a-move to the sounds of one of Queensland's premier music acts and enjoy a five star banquet, all thanks to our good friends at carsales.com.au

Don't forget to pack your dancing shoes and join us at the party!

>> ABOUT CARSALES.COM.AU

carsales.com.au is Australia's largest automotive website and lists new and used cars for sale from dealer and private sellers. The website also offers comprehensive automotive news and reviews.

carsales.com.au is operated by Carsales.com Ltd. Listed on the ASX in 2009 and founded more than a decade ago, it has a staff of 300 and offices nationwide. The company is a strong supporter of dealerships via its accountable advertising and a keen focus on customer service.10

HOSPITALITY

FUNCTIONS

INCLUDED

MANAGEMENT DAY SATURDAY 11TH SEPTEMBER

AADA2010 WILLHELP YOU

‘MEET THECHALLENGE’IN 2011