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NEWS FROM HYUNDAI SALES TRAINING ISSUE 209: JANUARY 2017

2016 = Best Year Ever—in Sales and Awards!

SALES

Thanks to your efforts, Hyundai tallied its seventh consecutive year of record U.S. sales with a total of 775,005 units, an increase of 1.75 percent. For the month of December, HMA notched 60,572 Hyundai and 1,733 Genesis sales.

“As consumer confidence surged in December to the highest level in more than a decade, we were able to capitalize on that and set a new record for sales in 2016,” said Derrick Hatami, vice president of national sales for Hyundai Motor America.

Tucson set a new sales record in December and for the entire year, with sales up 4 percent for the month and 41 percent for the year. Combined sales of Santa Fe and Santa Fe Sport were up 14 percent for the month, making it the best Santa Fe December ever, while also achieving double-digit growth on the year. Even sales of certified pre-owned Hyundai vehicles set an all-time record.

Here are the December sales highlights:

Accent—6,909 units, up 53%

Elantra—19,556 units, up 37.3%

Veloster—2,699 units, up 20.1%

Santa Fe Sport and Santa Fe—10,862 units, up 14.1%

Tucson—8,676 units, up 4.4%

Certified Pre-Owned sales for December were 8,254 units, up 7.6%

“Everybody loves a winner,” goes the old saying, so be sure to point out the popularity of these and all Hyundai models when presenting a new or CPO Hyundai to your prospects.

AWARDS AND ACCOLADES

Last year was equally busy for Hyundai on the red carpet,

as our vehicles captured award after award as nearly every series in the lineup was recognized for its safety, technology, design, performance or value—sometimes all of the above.

ACCENT

Highest Initial Quality in the Small Car segment in J.D. Power 2016 U.S. Initial Quality StudySM (IQS)

ELANTRA

2017 Insurance Institute for Highway Safety (IIHS) Top Safety Pick+ (models built after March 2016)

2017 Wards 10 Best Engines (Elantra Eco’s Kappa 1.4-liter turbocharged GDI 4-cylinder engine)

Named to the inaugural Wards 10 Best User Experiences (UX) list for its user-friendliness and sophistication

2017 Elantra earned a 2016 International Design Excellence (IDEA®) Bronze award

“Biggest Bang for the Buck” Award from the Greater Atlanta Automotive Media Association (GAAMA)

“Best Value in America” award winner from Vincentric (for the second year in a row)

IONIQ

2016 Good DesignTM Award

2016 Red Dot: Product Design Award

FIA-approved production-based hybrid vehicle land speed record (race-prepared Ioniq Hybrid prototype)

SONATA

2017 IIHS Top Safety Pick

2017 National Highway Traffic Safety Administration (NHTSA) 5-Star Safety Rating

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ONE FOR THE RECORD BOOKS: that’s how 2016 will be remembered at Hyundai. Hyundai Motor America sold more vehicles than ever before, and both the company and its models were showered with accolades. And you can use these achievements to create even more excitement in 2017. This article will tell you how.

Best Year Ever [continued from page 1]

Named “Best Bet for 2016” by The Car Book

Named “Best Family Car” by Kelley Blue Book

SONATA HYBRID

Winner, “eco” category, Good Housekeeping/Car and Driver’s 2016 Best New Car Awards (Limited trim)

AZERA

Best in Large Car Class Vehicle Satisfaction, AutoPacific 2016 Vehicle Satisfaction Awards (VSAs)

Highest Initial Quality in the Large Car segment in J.D. Power 2016 U.S. Initial Quality Study (IQS)

SANTA FE

2017 IIHS Top Safety Pick+

Named “Best Large Crossover” by the Hispanic Motor Press (which evaluates new vehicles to determine the attributes best suited for Hispanic consumers)

SANTA FE SPORT

2017 IIHS Top Safety Pick+ (when equipped with optional front crash prevention)

2017 NHTSA 5-Star Safety Rating

“Best Buy” Award in Midsize Crossover/SUV category, Consumer Guide®

TUCSON

2017 IIHS Top Safety Pick

2017 NHTSA 5-Star Safety Rating

Highest in Overall Customer Experience, Small Vehicle segment, J.D. Power 2016 U.S. Tech Experience Index StudySM (TXI)

Most Appealing Small SUV, J.D. Power 2016 Automotive Performance, Execution and Layout (APEAL) StudySM

Best in Class Vehicle Satisfaction, AutoPacific 2016 Vehicle Satisfaction Awards (VSAs)

“10 Best Family Car” winner, Edmunds.com and Parents magazine

Drivers’ Choice Award, “Best Small Utility,” MotorWeek

“Best Compact SUV for the Money,” U.S. News & World Report

“Top Vehicle Picks for 2016,” Small SUV category, American Automobile Association

VELOSTER

Named one of the “10 Coolest New Cars Under $18,000” by Kelley Blue Book’s KBB.com

“Best Value in America” award winner from Vincentric (fourth year in a row that Veloster has received this award)

GENESIS SEDAN

Highest in Overall Customer Experience, Midsize Premium segment, J.D. Power 2016 U.S. Tech Experience Index Study (TXI)

Named “Best Bet for 2016” by The Car Book

“Best Buy” Award, Large Car segment, Consumer Guide

GENESIS G80

2016 IIHS Top Safety Pick+

2017 NHTSA 5-Star Overall Safety Rating

CERTIFIED PRE-OWNED

“Best Non-Luxury Certified Pre-Owned Program,” Autotrader

“Best Certified Pre-Owned Program” in the industry, Edmunds.com

OVERALL

#1 in the Automotive category, Brand Keys Customer Loyalty Index

Overall brand winner, 2016 Kelley Blue Book 5-Year Cost to Own Awards

#1 in CarMD’s Vehicle Health IndexTM Manufacturer & Vehicle Reliability Rankings

Hyundai Motor Company honored for overall environmental performance in 2016 Newsweek Green Rankings

Of course, if you don’t tell your customers about these awards, they probably won’t know! So take some time to become familiar with the list of Hyundai accolades above. Then, during your product presentation, be sure to do a little “name dropping” of the appropriate awards. (If the Hyundai model your customer is interested in was recognized multiple times, point out the awards that correspond to your customer’s wants and needs.) Your clients will be impressed—and will have more reasons than ever to choose a Hyundai over a competitor.

The bottom line is that, with a stronger lineup than ever, 2017 is bound to be another award-winning year for Hyundai. You can keep up with the latest sales figures here in The Sales Edge, and read about the most recent accolades on HyundaiSalesTraining.com and on the Awards & Accolades page at Hyundai.com.

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We’d love to hear what you think about this and every issue of The Sales Edge. Click this link to shoot us an email with your feedback, suggestions or questions about the latest edition.TELL US WHAT YOU THINK!

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2017

New Accent Value EditionThe 2017 Accent is now available in a new Value Edition that costs just $705 more than the base model, yet comes with a long list of value-adding features. It has an MSRP of just $16,450 (with 6-speed automatic transmission) and includes:

16-inch machine finish alloy wheels with P195/60R16 tires

Rear disc brakes

Steering-wheel-mounted audio controls

Cruise control

Bluetooth® hands-free phone system

Sliding armrest storage box

All this gives the new Accent Value Edition the features, functionality and safety equipment that is perfect for new car buyers on a budget who don’t want to skimp on value.

Eastern Region Walkaround WinnersYou know the importance of providing an effective product presentation—it helps build desire in the eyes of your customer, as well as letting them know that the Hyundai they’re interested in has the features they want in a new vehicle. Who’s the best at doing that in the Eastern Region? The region’s Elantra walkaround competition—held on December 14 at the Hyundai Motor Manufacturing Alabama plant in Montgomery—crowned a winner and two runners-up:

First place: Tiffany Seifrit, Piazza Hyundai of Pottstown, Limerick, PA

Second place: Amanda Dino, Washington Hyundai, Washington, PA

Third place: Noah Horst, Freedom Hyundai, Hamburg, PA

Congratulations to all who participated!

IN THE NEWS MORE HEADLINES ON HYUNDAISALESTRAINING.COM

You can keep up with the latest Hyundai news on the all-new HyundaiSalesTraining.com website. Here are links to the most recent stories:

“Hyundai LIVE! The Power of Choice” Webcast Video Now Available

Tucson Fuel Cell Drivers Reach Milestone

Ioniq Hybrid Sets Land Speed Record at Bonneville Salt Flats

Hyundai Hope On Wheels Update

Autonomous Ioniq Concept Debuts at L.A. Auto Show

Hyundai Shows Concept Vehicles at SEMA

New Site Simplifies Bluetooth Connectivity is extremely important to today’s new car buyers—and Bluetooth plays a vital role in connecting smartphones and media players to a vehicle. To make that process easier, HMA has created a newly designed website for Hyundai’s Bluetooth and multimedia support: hyundaibluetooth.com

Here are the highlights of this new site:

Simple and quick pairing instructions

Customers can check for Bluetooth compatibility by vehicle so they see the latest vehicle-to-phone compatibility list

Easy to follow “how-to” videos help guide customers through Hyundai’s Bluetooth multimedia system

Customers will also learn what multimedia functions are available when they pair their phone

The new Hyundai Bluetooth website helps make this technology more accessible and understandable.

Hot Tip: During the delivery, you should not only demonstrate how Bluetooth functions, but actually pair your customer’s smartphone with the vehicle—and if they have more than one phone, show them how to select the phone they want to use while they’re driving. This takes the confusion out of Bluetooth and allows your customers to use this feature immediately when they drive off the lot.

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NEWS FROM HYUNDAI SALES TRAINING JANUARY 2017

HYUNDAI PROTECTION PLAN

New Products, Training, MoreHyundai Protection Plan is celebrating the start of 2017 with exciting news—a new VSC product, an HPP University session in February, and more content on hmfdealeraccess.com.

Original Owner Vehicle Service Contract: Beginning in the first quarter, HPP will be offering an Original Owner VSC, a great way to support lease customers who choose to purchase the vehicle at lease maturity, or for retail customers who decide to add mechanical coverage post-purchase.

HPP University Coming to Texas: We will be hosting the first HPP University session of the year from February 7-10 at our Dallas Operations Center. The HPP University F&I Menu Certification Course is open to Hyundai dealership F&I managers and personnel. To register, please contact your HPP representative.

Stay in the Know with Dealer Access: With the recent redesign of hmfdealeraccess.com, it’s never been easier for our Hyundai dealer partners to stay connected with HPP. The tools you need are still at your fingertips, and we plan to bring you fresh content and announcements you can access at any time, regardless of what device you’re on.

HYUNDAI CERTIFIED PRE-OWNED

CPO: Did You Know…?Here are some facts about certified pre-owned vehicles—and the customers shopping for them—that may surprise you.

Customers are willing to pay up to a $2,000 premium for a certified pre-owned vehicle versus a comparable used car

A CPO vehicle will sell faster than a comparable used car

More than 64% of Hyundai CPO customers are acquired from competitive makes

CPO buyers are more loyal to the brand and your store

Customers disposing of their Hyundai CPO vehicle have a high propensity to purchase a new Hyundai from your store as their next vehicle

Considering that Hyundai has been named the best certified pre-owned program by both Autotrader and Edmunds.com, offering Hyundai CPO vehicles isn’t just smart—it’s easy.

Website Update: Enhancements to HyundaiCertified.com will be coming early in the first quarter of 2017. For example, new and improved site tagging will allow for deeper analysis of user demographics and will result in targeted and more accurate CPO messaging.

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NEWS FROM HYUNDAI SALES TRAINING JANUARY 2017

CONTESTS

December results: Congratulations to the winners of last month’s “Scavenger Hunt.”

CENTRAL REGION—Sylvia Drwila, AutoNation Hyundai O’Hare, Des Plaines, IL

EASTERN REGION —Nicholas Mozier, McCafferty Hyundai, Langhorne, PA

SOUTHERN REGION—Edward Chu, AutoNation Hyundai Mall of Georgia, Buford, GA

SOUTH CENTRAL REGION —Thomas Powers, All Star Hyundai of Baton Rouge, Baton Rouge, LA

WESTERN REGION —Ron Tobin, Capitol Hyundai, San Jose, CA

SCAVENGER HUNT #7

SCAVENGER HUNT #8The object of the Sales Edge Scavenger Hunt is to familiarize you with the many online resources that can help you sell more Hyundai vehicles. To do well, you’ll have to do some cyber-sleuthing. The reward? The chance to win a prize—and the knowledge you need to increase your Hyundai sales.

Once you’ve found the answers to the following five questions, click on the link at the bottom of the quiz to submit them. If you score 100%, your name will be entered in our monthly drawing. The first name we draw from each region will win $50 loaded to the winner’s STAR Rewards card.

The deadline for submission is Tuesday, January 31, 2017. Good luck!

1. Every Hyundai Certified Pre-Owned vehicle includes a suite of benefits valued at how much, in dollars?

2. What is the telephone number for the Hyundai Motor Finance Dealer Support Hotline?

3. To check smartphone compatibility on HyundaiBluetooth.com, you must first select which of the following: phone manufacturer, Hyundai model, or model year?

4. What is the first question listed in the FAQ section of HyundaiBluetooth.com?

5. The oldest model year for which Quick Start Guides are available on HyundaiBluetooth.com is .

Click on this link to submit your answers. You must be employed as a sales consultant at an authorized Hyundai dealership in the U.S. at the time your entry is selected to be eligible for prizes. All decisions are final. Winners’ names will appear in next month’s issue of The Sales Edge.

CONTESTS

First Place ($100): “Love the one you’re with, as one of my sales managers frequently says. While we may suspect someone is a mystery shopper, we should still treat them as a member of our family. I would politely excuse myself to get a set of keys for the test drive. While away, I would explain to a sales manager that I have someone else coming in who will need to be greeted while I am away on a test drive.

“Changing the way we treat anyone on suspicion is never a good idea. We should always deliver the best purchasing experience the customer has ever received.

“As for the other customers on the lot: we have many sales and leasing consultants to address everyone’s needs. It is not as important who sells a car, as long as the customer’s needs are all addressed and expectations exceeded.”

—Rex Blackwell, Terry Lee Hyundai, Noblesville, IN

Second Place ($75): “First and foremost, we are here to assist all customers and not judge. Jane may or may not be a mystery shopper, and therefore we should not treat her any differently than we would a customer we are certain is purchasing.

“In regard to the traffic we have in the store, we are a team and work well together to give 100% to our customers. So Jane will be receiving the same attention and customer service from me as the promising prospect that I’m certain is being well taken care of by another colleague.”

—Dee Zavala, D’Arcy Hyundai, Joliet, IL

Third Place ($50): “There is an old adage that says a bird in the hand is worth two in the bush. My current customer is worth more than all the other prospects that I may have. Every customer I deal with is treated with respect. I will answer all her questions and go for a long and satisfactory test drive with her. If the lot is busy, my colleagues can help the others.”

—Freddy Gechuki, Ken Garff Hyundai Southtowne, Sandy, UT

Fourth Place ($25): “Prospect or suspect? All customers deserve the same treatment, whether they are a ‘mystery shopper’ or serious buyer. The shopping program is just a way to measure performance, so taking shortcuts here wouldn’t be advisable. If you are truly engaged with the customer, they will remember what they learned from you and why Hyundai is the smart choice—and someday when they (or someone they know) are looking for a new car, they may come see you again!”

—Ryan Fox, Sansone’s Route 1 Hyundai, Avenel, NJ

WHAT WOULD YOU DO? #8

CIVIC DUTY

Your dealership is immediately adjacent to a Honda store. One day, Mike Norris, a customer, wanders over from next door and tells you he is about to buy a 2017 Civic. His Honda salesperson happens to be at lunch, so Mike thought he’d just check out the Elantra while he waits. “You don’t need to spend any time with me,” he says, “since I’m about to buy a car from your competitor.”

What would you do?

Click on this link to submit your answer. Responses will be judged by the Sales Edge editorial team on concern for the customer’s needs, practicality, uniqueness, professionalism and creativity.

The sales consultant submitting the winning response will receive $100 loaded to his or her STAR Rewards card; second prize is $75; third place earns $50; and fourth place will win $25.

You must be employed as a sales consultant at an authorized Hyundai dealership in the U.S. at the time your entry is selected to be eligible for prizes. Submission of a response implies consent for publication. Winning entries may be edited for length or clarity. All decisions are final.

Responses must be received on or before Tuesday, January 31, 2017. Winners of Challenge #8 will appear in the February issue.

WHAT WOULD YOU DO? #7THE CASE OF THE MYSTERIOUS CUSTOMER

Last month, we asked you what you’d do after you’d spent about half an hour with a customer you were sure was a mystery shopper. Now the customer, Jane Corelli, wants a test drive—but it’s nearing the time a be-back said he might come in, and there are other customers in the showroom. Do you take Ms. Corelli on a test drive—or do you cut things short to attend to potentially more profitable business?

It was tough to choose winners from the batch of excellent entries we received. In the end, we selected those that addressed what to do with the other customers and recognized that, hey, mystery shoppers buy cars too. Kudos to everyone who entered.

TIPS FROM THE PROS

The Gold StandardOur first Tip of the Month for the new year comes to us from Michael Bowers of World Car Hyundai North in San Antonio, Texas. He reminds us to:

“Create tremendous value in your product. Demonstrate every car like it’s worth its weight in gold, and it’s easy to justify the purchase!”

Remember, every month’s top tip earns $50 on the winner’s STAR Rewards card. So if you have a tip you want to share, please send it to: thesalesedge@hyundaisalestraining.com

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NEWS FROM HYUNDAI SALES TRAINING JANUARY 2017

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CENTRAL REGION — DEC. YEAR-TO-DATE (YTD SALES) IL063 Family Hyundai 1,503

IA016 Stew Hansen Hyundai 1,417

IL080 Gerald Hyundai 1,354

IL018 Green Hyundai 1,352

IL072 World Hyundai Matteson 1,342

SOUTHERN REGION FL108 Hyundai of New Port Richey 6,250

FL122 Coconut Creek Hyundai 3,941

FL114 Rick Case Hyundai, Davie FL 3,436

FL110 Doral Hyundai 3,211

FL005 Rick Case Hyundai 2,904

EASTERN REGION NY075 Atlantic Hyundai 3,019NJ032 Lester Glenn Hyundai 2,999

NY110 Advantage Hyundai 2,242

NY130 Hyundai of Long Island City 2,228

NJ033 Paramus Hyundai 2,026

SOUTH CENTRAL REGION TX100 Hyundai of El Paso 2,482

TX171 South Point Hyundai 2,357

TX158 Ron Carter Hyundai 2,122

TX040 Huffines Hyundai Plano 1,806

TX173 Vandergriff Hyundai 1,304

WESTERN REGION CA314 Keyes Hyundai 2,560

CA293 Hardin Hyundai 2,461

CO034 Arapahoe Hyundai 2,260

CA310 Garden Grove Hyundai 2,146CA304 Capitol Hyundai 2,126

TOP SELLING CPO DEALERS NATIONAL — FOURTH QUARTER YTD Sales

FL108 Hyundai of New Port Richey 1,293

FL005 Rick Case Hyundai 1,160

CA293 Hardin Hyundai 1,115

GA037 Jim Ellis Hyundai 909

MA056 First Hyundai 744

NV020 Henderson Hyundai Superstore 742

CA310 Garden Grove Hyundai 728

NJ032 Lester Glenn Hyundai 719

MN021 Luther Bloomington Hyundai 697

CT022 Danbury Hyundai 648

TOP HPP DEALERS BY VOLUME (HPP VSC NEW + HPP CPO WRAP) JAN-DEC 2016

NATIONAL Volume

NV020 Henderson Hyundai Superstore 1,601

CA293 Hardin Hyundai 1,286

NY130 Hyundai of Long Island City 961

CA232 Hyundai of Roseville 903

CA310 Garden Grove Hyundai 887

TOP HPP DEALERS BY PENETRATION(HPP VSC NEW + HPP CPO WRAP) JAN-DEC 2016

NATIONAL Penetration

NV020 Henderson Hyundai Superstore 77.5%

CA327 Temecula Hyundai 71.0%

AZ048 Hyundai of Yuma 70.6%

NV014 Lithia Hyundai of Reno 70.1%

CA315 Sacramento Hyundai 70.0%

TOP HPI DEALERS NATIONAL Hyundai Purchase Index

IL079 Knauz Hyundai 984

IL030 Mike Miller Hyundai 973

MA024 Mirak Hyundai 970

PA039 Fred Beans Hyundai 970

OH038 Waikem Hyundai 969

WI033 Tri City Hyundai 969

KY026 Glenn Hyundai 968

TN035 Friendship Hyundai of Johnson 968

VT001 Burlington Hyundai 968

PA032 Freysinger Hyundai 967

MA034 Gary Rome Hyundai 967

PA062 Washington Hyundai 967

MS040 Wilson Premier Hyundai 967

CA310 Garden Grove Hyundai 967

TOP BLUE LINK PERFORMING DEALERS* DEC. YTD

NATIONAL — FIRST QUARTER YTD Enrollment % Credit Card Capture %

FL088 O’Brien Hyundai of Fort Myers 98 55

PA062 Washington Hyundai 98 50

CT034 Stamford Hyundai 98 55

MA053 Balise Hyundai 98 43

MO016 St. Charles Hyundai 98 38

MA034 Gary Rome Hyundai 97 51

MI007 Glassman Hyundai 97 41

ME008 Bill Dodge Hyundai 97 38

MO045 Joe Machens Hyundai 96 42

CT022 Danbury Hyundai 96 54

*Top 10 Enrollment & Associated Credit Card CaptureNOTE: Enrollment Objective = 80%; Credit Card Capture Objective = 35%

TOP SELLING DEALERS 2016

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2017