With Nick Pizza CEO of Nick Pizza, Inc Direct Marketing for Auto Dealers. Moderated By Mike Bowers Executive Editor of DealersEdge

Transcription

1 Maximize Results from Databe Marketing - Most dealers under-utilize their customer databe in fear of customer backlh. Where is the line you don't want to cross & how can you employ this set in confidence. With Nick Pizza CEO of Nick Pizza, Inc Direct Marketing for Auto Dealers Moderated By Mike Bowers Executive Editor of DealersEdge

2 Nick Pizza, CEO of Nick Pizza, Inc Nick h been CEO of Nick Pizza, Inc., a full service direct mail advertising company for auto dealers, since he founded the company in With over 40 yrs experience in the new car business and advertising combined, Mr. Pizza served either a Parts Manager, Service Manager, and Dealers Fixed Operations Manager for over 23 of those years. Nick started in the automotive business in By 1969, he had already become Parts Manager in a Chevy store in his hometown, Middletown, NY, which he effectively ran for 9 years. As a vibrant entrepreneur, Mr. Pizza owned and operated a very profitable parts store and then returned to the dealership fixed operations manager, this included establishing two car dealership wholesale parts businesses, selling to over 100 body shops on a monthly bis. In addition to the hands-on knowledge gained through all his years of hard work, his knowledge in the automotive industry excelled even further. After graduating from Chevrolet's Advanced Auto Parts Management, in 1972, he then continued his graduate education in the automotive industry, and in 1988, he graduated from GM's University in Automotive Management, where he studied fixed operations. Due to the success he generated in his businesses from the implementation of direct mail marketing before it w even popular, in 1991, Nick Pizza ended his career in fixed operations and started a career exclusively in the direct mail advertising business. By 1992, a General Partner for a highly competitive automotive direct marketing company, Mr. Pizza impressively secured a contract with General Motors for all their car dealers who signed up for service coupon mailers, invoiced all through General Motors. After a financially successful partnership, Nick went on to establish his current operation, Nick Pizza, Inc. & became a valued vendor in the GM co-op program. In 2006, Nick Pizza, Inc. became a member of the GMMDA and w awarded the "Vendor of the Month Award" in March Throughout his career in automotive direct mail advertising, he h received numerous honors & awards for innovation & creativity.

3 Get Busy And STAY Busy Maximize Results from Databe Marketing is cheap, but it is not enough It costs a lot less to keep your old customers than it does to attract new ones. Balance in databe usage 1.) We will attempt to show you in this short webinar how to use the most valuable set you have; your databe! Your customers need to hear from you 1.) W ith electronic communication, why direct mail? a. Many of your customers are not computer literate b. h it s place, but direct mail still adds the personal touch 2.) T here are many ways to be in constant contact with your customer through direct mail a. New owner clinics b. Open house events c. Service clinics d. Special events a. New Owner Clinic b. Open House c. Service Clinic d. Special Event Plee join us for our New Owner s Service Event to be held on April 12th, AM to Noon Get valuable information about your new vehicle s service requirements. Lunch and Refreshments will be served. Door prizes will be awarded. (Plee obtain your raffle tickets before 10:15AM in order not to disrupt the presentation.) To be held at: Causeway Blvd. Brandon, FL Plee R.S.V.P. to Sally Ann Cahill at or SallyAnnCahill@edmorse.com Fall is here! Now is the time to prepare your vehicle for the harsh winter months. Balise Ford is ready to help with a 1979 BosToN road - route 20 WilBraHaM, Ma ENCLAVE FREE CaR CaRE CliniC that includes a FREE inspection and other valuable services. baliseford.com Join Us for the Start of Something Beautiful. Your presence is requested on Thursday, June 14th at 6:30 PM for the Enclave Start of Something Beautiful Premiere Event. Be among the first to experience the finest luxury crossover ever the 2008 Buick Enclave. Plee RSVP by Monday, June 11th to attend this special event at Ed Morse Sawgrs Auto Mall Buick Pontiac GMC West Sunrise Boulevard Sunrise, Florida Call toll-free Hors d oeuvres & refreshments will be served.

4 When is it too much? 1.) Insulting your customer 2.) Confusing messages Get Busy And STAY Busy Maximize Results from Databe Marketing 3.) False offers (give aways) a. Cheap give aways Stay in front of your customer with enticing offers 1.) If you don t your competitor will 2.) Story of 3 mailers What are your customers responding to and why? 1.) Trade Letters 2.) Buy Back Letters 3.) Hold Payment Programs 4.) Guaranteed Trade (110% of trade) 5.) Black Book Programs 6.) Loyalty Letters 7.) Employee Pricing

5 1) Trade Letter at 2) Buy Back Letters Chevy TRUCK MONTh Grand Prize chevrolet BUY- BACK NOTIFICATION Chevrolet and Grand Prize Chevrolet have teamed together to offer a select number of our customers a special buy back offer during Chevy s Truck Month. You qualify for this Exclusive Event. We need 105 quality pre-owned vehicles to satisfy our preowned vehicle department. So, our management team h been authorized to buy your vehicle back at up to 110% of its Book Value. Extremely Important Information for <<car make and model>> Owners! This is your opportunity To get up to 110% of book value for your Trade! We can buy back your Chevy Truck, or you can exchange it by paying the difference for a new 2011 or 2012 Chevrolet car, van, SUV or truck. Plus, you can take advantage of many current factory incentives. Qualified buyers may also get 0%* financing for 60 months WITH AN ADDITIONAL 1,000 off MSRP or savings up to 6,500** OFF MSRP & up to 110% + of Book Value for your trade! Plus, Every New Chevrolet Comes With A 5 Year/100,000 Mile Warranty! Hudson Cadillac Buick GMC h been designated a site to conduct a special invitation only Buy Back Event. You have been identified an owner of a <<year, make, model>>, if this is correct, you qualify for this Private Buy Back Event. During this Exclusive Event, our on-site appraisers will inspect your vehicle, to enable us to offer you up to 110% + of Book Value for your trade! Note: Due to the special, invitation-only nature of this event, this letter must be presented upon arrival in order to take advantage of all of our special offers. Offer Ends October 3rd 1 (305) % low Dear <<Customer Name>> This offer expires October 3rd so hurry to Grand Prize Chevrolet, at SW 152nd Street to participate in this Inventory Buy Back Event. For more details or information on this Exclusive Truck Month Event, call: FOR A LIMITED TIME RECEIVE: PLEASE REVIEW THE FOLLOWING INFORMATION CAREFULLY: Hudson Cadillac Buick GMC needs to acquire several pre-owned <<year, make, model>> by October 3, 2011 in order to fulfill special vehicle requests. You have been identified an owner of one of these vehicles. Our new & pre owned car managers have been authorized to offer you at or above market prices for your trade. Hudson Cadillac Buick GMC wants to buy back your <<year, make, model>>, or you can exchange it by paying the difference for a new 2011 Buick, GMC or Cadillac. With interest rates low 0%* for 60 months, factory incentives and discounts up to 10,000** and up to 110%+ of N.A.D.A. Fair Condition Value, we feel confident that you can make the exchange with little or no money down and a monthly payment that fits your budget. You must bring this letter for admittance to this event and present it to a sales representative at Hudson Cadillac Buick GMC. * APR FOR 60 MONTHS or Receive INCENTIVES DISCOUNTS & 10,000 up to ** Plee stop by or call (845) to schedule a convenient appointment and allow us the opportunity to make you an offer. A visual inspection of your vehicle is required to offer you the highest possible price. Due to the high demand for these vehicles, this event will not be advertised to the general public. This will be your only notification. HURRY, THIS OFFER IS ONLY GOOD NOW THROUGH OCTOBER 3RD Sincerely, Mike Mullaney SW 152nd St Miami, FL 1 (305) Visit Us On-Line: The Dealer in this advertisement & their marketing firm are not responsible for errors, misprints or late delivery of mailers due to U.S. Postal Service. Dealer retains all rebates & incentives. All vehicles subject to prior sale. Must take delivery from Dealer stock. Not valid with any other offer. *0% APR available on select in stock vehicles with approved credit to qualified buyers C tier or better through Ally Financial in lieu of rebates. Monthly payment is per 1000 financed, 1,000 valid on all new in stock 2011 trucks and suvs (except Equinox and HHR models). **Maximum 6,500 savings valid on select new in stock vehicles. Must qualify for all incentives/discounts for maximum savings. Other incentives are available. Cannot be combined with 0% financing. +Trade value bed on fair market value and will vary depending on mileage and condition of your vehicle. Offers expire 10/03/11. AUTHORIZED LOCATION: President The Dealer in this advertisement & their marketing firm are not responsible for errors, misprints or late delivery of mailers due to U.S. Postal Service. Dealer retains all rebates & incentives. All vehicles subject to prior sale. Must take delivery from Dealer stock. Not valid with any other offer. *0% APR available on select in stock vehicles with approved credit to qualified buyers C tier or better through Ally Financial in lieu of rebates. Monthly payment is per 1000 financed. **Maximum 10,000 savings valid on select new in stock vehicles. Must qualify for all incentives/discounts for maximum savings. Cannot be combined with 0% financing. +Trade value bed on N.A.D.A. Fair Condition Value and will vary depending on mileage and condition of your vehicle. Offers expire 10/03/11. 3) Hold Payment Programs Hudson Cadillac Buick GMC 2023 South Road Poughkeepsie, NY (845) ) Guaranteed Trade DeLand Dodge VEHICLE OWNERS OF AMERICA INCENTIVE PROGRAM EXCLUSIVE TRADE-IN ASSISTANCE PROGRAM 100% REIMBURSEMENT FOR YOUR VEHICLE VALID ON DATES BELOW FRI., JULY 27-8:30AM - 8PM SAT., JULY 28-8:30AM - 7PM SUN., JULY 29-11AM - 5PM Dear <<First>>, PLEASE READ THE FOLLOWING LIMITED TIME CHEVROLET BUICK GMC CADILLAC EXCHANGE PROGRAM. Dear Valued Vehicle Owner, Ingersoll Auto of Danbury h been selected the designated dealer to conduct a unique Chevrolet Buick GMC Cadillac Exchange Program that makes it possible for you to exchange your <<Year Make Model>> for a new Chevrolet, Buick, GMC, Cadillac or pre-owned vehicle while keeping your monthly payments the same you are paying now. This is the most aggressive Dealer Incentive Program to hit the marketplace and it s only available to model year Vehicle owners in your area. Any customer trading in a model on a like or upgraded 2007 model Dodge and you will receive 100% of the factory full be model MSRP when new! ( provided by N.A.D.A.) Plus, all models will receive very special price considerations when offered on trade. All factory incentives and rebates will be applied well. A fresh shipment of over 100 Dodge models have arrived for this special program. This exclusive Exchange Program is for current Chevrolet, Buick, GMC & Cadillac lessees or those that have financed any Chevrolet/Buick/GMC/Cadillac vehicle. Because you currently have a <<Year Make Model>>, Ingersoll Auto of Danbury will reward you with an extremely high trade value making it possible for you to exchange your <<Make Model>> for a brand new Chevrolet, Buick, GMC, Cadillac or pre-owned vehicle with little or no out-ofpocket expense. Plus, we ll keep your monthly payments at or below what you are paying now. If your vehicle is already paid off we will honor the monthly car payment that existed on your <<Make Model>> before you satisfied the loan. Just bring in your current vehicle to DeLand Dodge. Pick out the new or certified pre-owned Dodge you want to buy or lee. DeLand Dodge h been provided by the N.A.D.A. with factory be model MSRP list price on the vehicle you are currently driving. All customers will receive 100% of the be model MSRP in trade toward a New or Certified Pre-Owned Dodge vehicle. Similar arrangements will be made for lee customers. This sistance program is designed exclusively for customers in and around the DeLand area. Obviously, your current vehicle must be in safe operating condition, with normal wear and tear and free of paint and collision work. The only deductions will be made for mileage (15-65 per mile depending on model and reconditioning). We are not here to be critical of your trade in, we are here to sell New or Certified Pre-Owned Dodge s at prices that are much, much lower than you would normally expect. <<First>>, since this is a limited time Exchange Program, plee bring this official notification & Exchange Voucher to Ingersoll Auto of Danbury in Danbury, CT right away. This Chevrolet Buick GMC Cadillac Exchange Program is being held now thru POWERED Wednesday, August 31st ONLY. BY PEOPLE. FUELED BY VALUES. Although we recommend showing up to Ingersoll Auto of Danbury with your trade soon possible, you can also call to schedule an appointment at In any ce, we do need to inspect your vehicle at 84 Federal Road in Danbury, CT before Wednesday, August 31st to participate in this Exchange Event. AUTO of DANBURY See You Soon, CHEVROLET BUICK GMC CADILLAC EXCHANGE VOUCHER 84 Federal Road~ Danbury, CT <<FIRST LAST NAME>> <<YEAR MAKE MODEL>> Present Vehicle: Exchange For: Valid Through: 08/31/11 Aveo, Camaro, Corvette, Cruze, HHR, Impala, Malibu, Volt, Equinox, Suburban, Tahoe, Traverse, Avalanche, Colorado, Express, Silverado, Regal, LaCrosse, Enclave, Lucerne, Acadia, Terrain, Sierra, Yukon, Savana, Denali, CTS, STS, DTS, SRX, Escalade PAYMENTS HOLD AT: (FILL IN MONTHLY PAYMENT HERE) (CIRCLE ONE AT DEALERSHIP) Call Today: *Must redeem toward a new or used car by August 31st. Offers cannot be combined; not valid on previous purches. Subject to payoff balance. 0 ON %* APR SELECT MODELS DeLand Dodge 2322 S Woodland Blvd Deland, FL AND! General Manager Approved Customer: NO PHONE APPRAISALS PLEASE! ALL VEHICLES MUST BE APPRAISED ON SITE % ** REIMBURSEMENT FOR YOUR VEHICLE NO MONEY DOWN! YOU MUST BRING THIS INVITATION WITH YOU! Friday JULY 27 8:30am - 8pm Saturday JULY 28 8:30am - 7pm Sunday JULY 29 11am - 5pm HURRY! THIS PROGRAM WILL ONLY LAST 3 DAYS! *Financing subject to credit approval & insurability. 0.0% APR Financing for 36 months through Chrysler Financial Finance available on select 2006 or 2007 Dodge vehicles to qualified buyers. Minimum amount financed equals per 1,000. See dealer for details. **Limit one trade in per customer. Certain models excluded, trade in allowance not to exceed current NADA book retail value. This sale supersedes all other advertised sale prices. Daytona Beach Professional Marketing.

6 5) Black Book Program 6) Loyalty Letter Black Book Loyalty Event Ingersoll Auto of DAnbury 84 federal rd. DAnbury, Ct Ingersoll Auto.Com BLACK BOOK VALUE FOR YOUR <<VEHICLE MAKE>>! Rough Trade Value As Of 05/20/11 <<Customer Name>> <<Year, Make, Model > <<Street>> <<City, State, Zip>> Average Trade Value As Of 05/20/11 Clean Trade Value As Of 05/20/11 The recent dister in Japan h had a direct impact on the pre-owned vehicle market. Due to anticipated lowered vehicle production, new vehicle supply will be limited in the months to come. Put simply, your <<year, make, model>> h never been worth more than it is today. Your <<Year, Make, Model>> h qualified for Full Black Book Value and we want to Buy It Back! That s big news due to the fact that current market conditions makes it extremely difficult for NADA & Kelley Blue Book to keep up with the daily rise of pre-owned vehicle values. EXCLUSIVE TO INGERSOLL AUTOMOTIVE CUSTOMERS For A Limited Time Qualified Buyers Can Receive: 0 No smoke and mirrors. No gimmicks. We simply need specific pre-owned vehicles and your <<Year, Make, Model>> qualifies you for this offer. for up to Beware of other trade-in offers that are not bed on the Black Book, (the official industry trade-guideline). Go anywhere else and you could lose hundreds, even thousands on your trade! or We would like to exchange your <<Year, Make, Model>> for any new Cadillac or pre owned vehicle in stock. With factory incentives up to 10,000* on new 2011 Cadillac models, up to 15,000^ off the original MSRP of remaining in stock 2010 Cadillacs, high Black Book tradein values, 0%** financing for up to 60 months and your approved credit, we feel confident that you can make the exchange with little or no money down and a monthly payment that fits your budget. up to Simply call one of our Black Book specialists at or to arrange for an appointment and test drive. This program will end May 31st, Market values can change without notice so lock in your trade value today! As a valued member of the Ingersoll Automotive Family, you are invited to participate in our Once A Year Loyalty Event. During this exclusive event, we will reward your loyalty by offering you an additional 1,000 Loyalty Certificate. This special Loyalty Bonus can be applied toward your trade or simply used additional savings off the purche of a new Chevrolet, Buick, GMC or Cadillac. % low ** The relationships we have built over the years with our customers and with our community h allowed us to expand and acquire Chevrolet, Buick, GMC and Cadillac. Many amazing opportunities have become reality and without your loyalty and support this would not have been possible. This is one way for us to say thank you. APR 60 This is a real event... We are truly going beyond normal factory incentives and offering you an additional Ingersoll Loyalty Bonus. With your Loyalty Bonus and all the normal factory incentives including 0% for 60 months, you can drive a 2011 or 2012 Chevrolet, Buick, GMC or Cadillac with no money out of pocket and begin the fall seon in a brand new factory fresh car, truck or SUV. Don t miss this one of a kind offer, it s only available to our loyal customers! Months Receive I n c e n t i ve s This Chevrolet Buick GMC Cadillac Loyalty Event is being held now thru Monday, October 3rd ONLY. Stop by Ingersoll Auto of Danbury located at 84 Federal Road in Danbury, CT soon possible for the best selection of 2011s or 2012s. You can also call to schedule an appointment at before Monday, October 3rd to participate in this Loyalty Event. & Discounts 10,000 * See You Soon, Peter Snelling General Manager LOYALTY CERTIFICATE INTRODUCING THE NEW STANDARD OF LUXURY OWNERSHIP. Apply toward your trade or simply use additional savings off the purche of a new Chevrolet, Buick, GMC or Cadillac. WE VE GOT YOU COVERED... See Other Side For Details. Loyal Customer: Hillsborough County #1 Luxury Dealer and brand Causeway Blvd. Brandon, FL or THE AMOUNT OF: <<FIRST & LAST NAME>> AUTHORIZED SIGNATURE It s Time For... YOU PAY WHAT THEY PAY! You Have Been Selected By Ed Morse Cadillac Brandon To Receive GM Preferred Pricing GM Preferred Pricing Headquarters Causeway Blvd. Brandon, FL Supplier Pricing Program Preferred Pricing Program NEW 2011s AT SUMMER CLEARANCE PRICES NEW 2011s AT SUMMER CLEARANCE PRICES With 0% APR for 72 Months With 0%* APR for 60 Months PLEASE DO NOT SHARE THE EXCLUSIVE AUTHORIZATION NUMBER FOUND ON YOUR CERTIFICATE BELOW WITH ANYONE PLEASE DO NOT SHARE THE AUTHORIZATION NUMBER ABOVE YOUR NAME WITH ANYONE Ed Morse Cadillac Brandon is offering a select number of customers in the Tampa Bay area Exclusive GM Preferred Pricing. White Plains Buick GMC, General Motors and Ally Financing are offering a select number of customers in the White Plains area GM Supplier Pricing. This program is not advertised, is not available to the general public, and is being offered: This program is not advertised, is not available to the general public, and is being offered by: Exclusively to you by Ed Morse Cadillac Brandon. White Plains Buick GMC Managers will be on site and are available by appointment to confirm your GM Preferred Pricing discount. Plee respond to this notice by calling today before your Authorization Number expires! Managers will be on site and are available by appointment to confirm your GM Supplier discount. Plee respond to this notice by calling today before your Authorization Number expires! For this event we are offering factory incentives combined with deep dealer discounts for up to 10,000, 0% financing for up to 72 months, top dollar for your trade, and make no payments until We are quite confident that you can make the exchange with little or no money down and a monthly payment that fits your budget. With factory incentives up to 5,000**, 0%* financing for up to 60 Months and top dollar for your trade, we feel confident that you can make the exchange with little or no money down and a monthly payment that fits your budget. COME IN WITH THIS AUTHORIZATION LETTER TO WHITE PLAINS BUICK GMC AND YOU WILL QUALIFY FOR GM SUPPLER PRICING! COME IN WITH THIS AUTHORIZATION LETTER TO ED MORSE CADILLAC BRANDON AND YOU WILL QUALIFY FOR GM PREFERRED PRICING^! HERE IS WHY IT WORKS! 0%^^ interest rates for up to 72 Months! Up to 10,000* in Discount/Incentives Up to 30%** Over Kelley Blue Book Value for Your Trade NO Payments Until 2012^^^ HERE IS WHY IT WORKS! 0%* interest rates for up to 60 Months! PLUS! GM SUPPLIER PRICING WILL SAVE YOU THOUSANDS OFF OF MSRP! Complimentary GM SUPPLIER PRICING IS AVAILABLE ON ALL THE FOLLOWING VEHICLES FROM OUR INVENTORY: 2011 Buick Enclave (With 0% for 60 Months!) 2011 GMC Yukon (With 0% for 60 Months!) 2011 Buick Regal (With 0% for 60 Months!) 2011 GMC Yukon XL (With 0% for 60 Months!) 2011 Buick LaCrosse (With 1.9% for 60 Months!) 2011 GMC Sierra Pick Up (With 0% for 60 Months!) Am EX EX 25 Am Gift Gift Card Card + While Supplies Lt Test drive a vehicle during this event, allow us to appraise your vehicle, present you an offer & receive a 25 gift card from AMERICAN EXPRESS. a thank you for just stopping by & FREE Aspreviewing our brand new, state-of-theart facility, you ll receive: GIFT While Supplies Lt 5 Golden 1 commemorative coins Causeway Blvd. Brandon, FL GOCADILLAC w w w. e d m o r s e c a d i l l a c b r a n d o n. c o m 2011 GMC Canyon (With 0% for 60 Months!) Call GOCADILLAC ( ) TO MAKE YOUR RESERVATION TO ATTEND! YOU MUST PRESENT THIS AUTHORIZATION LETTER upon arrival to a representative of White Plains Buick GMC before the end of this weekend. Failure to respond to this notification will void your qualification status. Preferred Pricing TO REDEEM THIS SPECIAL GM SUPPLIER PRICING PLEASE VISIT WHITE PLAINS BUICK GMC See Other Side For Other Offers: Valid: Until 07/31/11 Authorization #: EMCB White Plains Buick GMC (914) Accounting GL#: 2BN2B Central Park Ave. White Plains, NY WhitePlainsBuickGMC.com The Dealer in this advertisement & their marketing firm are not responsible for errors, misprints or late delivery of mailers due to U.S. Postal Service. Prior sales excluded. *Valid on select new in stock models from dealer inventory. With approved credit through primary lender. **Maximum 5,000 savings valid on select new in stock vehicles from dealer inventory. Must qualify for all incentives for maximum savings. Cannot be combined with 0% financing. All offers good at time of mailing. +Dealer retains all incentives and rebates on GM Supplier pricing. One letter per purche. GM supplier pricing valid on select new in stock models from dealer inventory. Must be presented to a salesperson upon arrival. This offer may not be used in conjunction with any other advertised offers, or discounted plans. You must present this notice to White Plains Buick GMC upon arrival. All offers expire 07/31/11. Back By Popular Demand You Have Been Selected By White Plains Buick GMC To Receive GM Supplier Pricing+ RECEIVE TOP DOLLAR YOUR TRADE! 1,000 Must bring in this voucher to qualify. Valid with the purche of any New 2012 Chevrolet, Buick, GMC or Cadillac from retailer stock. Not responsible for typographic errors. See dealer for complete details on all advertised offers. Must take delivery by 10/03/11. <<Customer Name>> Up to 5,000** in Discount/Incentives AUTO of DANBURY GM PREFERRED PRICING Supplier Pricing GM Supplier Headquarters 358 Central Park Ave. White Plains, NY POWERED BY PEOPLE. FUELED BY VALUES. ONE THOUSAND DOLLARS & 00/100 7) Employee Pricing <<Authorization Number xxxxxxxxx>> <<Customer Name>> <<Address>> <<City, St., Zip>> R EG NO Valid: 9/2/11-10/03/ The Dealer in this advertisement & their marketing firm are not responsible for errors, misprints or late delivery of mailers due to U.S. Postal Service. Prior sales excluded. All incentives to dealer. Vehicle values are bed on data pulled from Black Book on 05/20/11. Vehicle trade-in amount bed on clean, average, rough Black Book value. Deductions will occur for excess wear/tear, mileage and reconditioning. A certified inspection and appraisal are required by dealer to determine actual amount. Black Book is a registered trademark of Hearst Business Media Corporation. Copyright 2011 Hearst Business Media Corp. ALL RIGHTS RESERVED. Offer only good at Ed Morse Cadillac Brandon or Brandon Auto Mall by Ed Morse. *In lieu of special finance rates, on select new 2011 Cadillac models. ^Valid on select in stock pre-owned vehicles. **With approved credit through Ally on select new in stock Cadillac models, length of term varies by model. All offers expire 05/31/11. See Other Side For Some Great Deals General Manager Sincerely, FOR OFFICE USE ONLY SIGNATURE: 8 Days Only Saturday, July 23rd Wednesday, July 27th Authorized: BIRTH DATE: Sunday, July 24th 1 COPY FOR BUYERS ORDER. 1 COPY FOR ACCOUNTING. 1 COPY FOR SALES DRIVERS LICENSE #: Monday, July 25th Friday, July 30th Tuesday, July 26th Thursday, July 28th Saturday, July 31st 8579 Dear <<customer name>>,

7 Get Busy And STAY Busy Maximize Results from Databe Marketing Your databe is your most important set 1.) Your customers want to hear from you 2.) Utilize unique and fun ways of staying in contact 3.) Be clear, don t insult or confuse your customer 4.) Stay in front of your customer - your competition will if you don t 5.) Why the story of 3 mailers is important 6.) What is working and why 7.) It is cheaper to keep the customer you have, rather than get a new one