Reporter Notebook: Lost Art of Selling

Special Coverage

NADA Convention & Exposition

It Was a Very Good Year

Perhaps 2000 was a great year for Peter Blackstock, convention chairman for National Automobile Dealers Assn.’s annual powwow here.

Blackstock, at opening ceremonies, introduced NADA’s 2008 executive committee as "the 2000 executive committee."

And he wasn't done.

Dale Willey, who has been NADA chairman for the last 12 months, received similar treatment when Blackstock introduced him as "the 2000 NADA chairman."

New Orleans in Aisle 23

One of the more unusual exhibitors at this year’s NADA convention is the city of New Orleans.

Its stand is staffed with civic boosters promoting tourism and convention business for the city, parts of which were destroyed by Hurricane Katrina.

The NADA convention heads to New Orleans next year for the first time since the 2006 storm.

Lost Art of Selling the Vehicle

Sid DeBoer, chairman and CEO of the Lithia Motors dealership chain, laments that too many sales people focus on the price of a vehicle, rather than the attributes.

"We let the salesperson lead with the price," he says. "We didn’t let them do that a few years ago. I’m out to sell automobiles. We’ve got to change the way we do it."