COVER STORY

The 2018 Sonata Better National Walkaround Competition

[continued on page 2]

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Last September, when the 2018 Sonata Better National Walkaround Competition was announced, 7,454 Hyundai retail sales consultants were eligible to enter.

By December—hundreds of dealership, district and regional contests later—that number had been whittled down to five. These Regional Champions faced off in the ultimate product presentation showdown—the National Finals—for bragging rights, hardware, and the top prize of $10,000. The contenders:

Rola Aridi, Fox Ann Arbor Hyundai, Ann Arbor, Michigan (Central Region)

Robert Brummel, Merced Hyundai, Merced, California (Western Region)

Michael Butterfield, Shults Hyundai, Jamestown, New York (Eastern Region)

Eric Renteria, Bert Ogden Harlingen Hyundai, Harlingen, Texas (South Central Region)

Michael Warren, Bob King Hyundai, Winston-Salem, North Carolina (Southern Region)

These five sales consultants, along with their respective Hyundai Motor America retail process improvement managers, arrived in Fountain Valley, California, on Monday, December 11, and were treated to a festive welcome reception and dinner at Maggiano’s Little Italy in nearby Costa Mesa. The dinner was hosted by James Stewart, HMA senior group manager, retail process and sales satisfaction, and Jared Dowdy, senior manager, national sales training.

On Tuesday, December 12, the contestants were whisked off to Hyundai Motor America’s national headquarters, where they were treated to a tour of the facility (including a sneak preview of the all-new 2018 Kona), catered luncheon, and rehearsal time with the focus vehicle of the National Finals: the 2018 Sonata Limited 2.0T.

Then, at 1:00 p.m., the bell rang for the main event.

For the National Finals, participants were challenged to present the Sonata Limited 2.0T to the fictitious customer “Ryan King,” a successful professional disc jockey with a wife, two teenage children, and live-in father-in-law. In this scenario, Ryan is replacing his 2015 Toyota Camry XLE V6—the 2018 version of which he’s also considering. He’ll be the primary driver, and his main concern is fuel efficiency (although his wife favors acceleration over economy).

The five Regional Champions (from left): Eric Renteria, Michael Warren, Michael Butterfield, Robert Brummel and Rola Aridi.

BETTER NATIONAL WALKAROUND (continued from page 1)

Unlike earlier levels of the competition, the finalists had the option of presenting directly to the panel of judges or to a stand-in “customer” in the role of Ryan King (played by HMA’s Jared Dowdy). The stand-in customer was not allowed to ask questions, make

comments or otherwise interact with a contestant—he was there simply to provide a more realistic focal point for the presenter. (Judges were instructed not to reward or penalize contestants based on their use of the stand-in customer.)

The presentations were evaluated by an all-star panel of Hyundai Motor America executives:

Brian Smith, chief operating officer

Dean Evans, chief marketing officer

Mike O’Brien, vice president, corporate, product and digital planning

Barry Ratzlaff, vice president, customer satisfaction

Steve Flood, director, sales planning and retail operations

After the ballots were marked and scores tabulated, the results were announced and, despite excellent performances from all five finalists, one clear winner emerged: the Eastern Region’s Michael Butterfield, of Shults Hyundai in Jamestown, New York. For his efforts, he received $10,000 on his STAR Rewards card. (Second-place winner Michael Warren earned $7,500; third-, fourth- and fifth-place contestants received $5,000, $3,000 and $2,000, respectively.)

Complete results are shown in the sidebar. You can read highlights from Butterfield’s presentation on the following two pages, and a transcript of the entire walkaround here on HyundaiSalesTraining.com.

A night of revelry followed the awards ceremony, in the form of a celebratory dinner honoring all five contestants at the elegant Mastro’s Ocean Club restaurant in Newport Beach. On Wednesday, December 13, the contestants returned home to “real life”—all of them changed . . . for the better.

When asked to what he attributed his success in the contest, Michael Butterfield cited his passion and enthusiasm for the Hyundai brand. “At my dealership, people say I bleed Hyundai blue.”

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

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2018 SONATA BETTER NATIONAL WALKAROUND COMPETITION

Results

National ChampionMICHAEL BUTTERFIELD

Shults HyundaiJamestown, New York

Second PlaceMICHAEL WARRENBob King Hyundai

Winston-Salem, North Carolina

Finalists (listed alphabetically)

ROLA ARIDIFox Ann Arbor Hyundai

Ann Arbor, Michigan

ROBERT BRUMMELMerced Hyundai

Merced, California

ERIC RENTERIABert Ogden Harlingen Hyundai

Harlingen, Texas

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

Michael Butterfield’s National Championship Walkaround Michael Butterfield of Shults Hyundai in Jamestown, New York, won the 2018 Sonata Better National Walkaround Competition with a presentation that focused heavily on the needs of fictitious customer Ryan King while weaving the Hyundai mantra of “Better” and Hyundai’s Feature-Function-Benefit “SPACED” selling approach throughout. Highlights of his presentation appear on these two pages—and you can read his entire walkaround here on HyundaiSalesTraining.com.

Ryan, from the conversations we’ve had, I know that this 2018 Hyundai Sonata Limited is something you’ve been thinking about replacing the 2015 Toyota Camry XLE. Ryan, personally, I love customers like yourself, because an educated consumer makes my job that much easier—because you know you like your Camry, but you think there may be something better out there.

And that’s what I want to talk about, because no matter if it’s with my family, with our career, or with our car, better drives us. And better drives Hyundai so much, they’ve come up with a special acronym to make sure when they redesigned this 2018 Sonata that no stone was left unturned, so to speak. Welcome to “SPACED.” Now, I don’t mean like outer space. I’m talking about Safety, Performance, Appearance, Comfort/Convenience, Economy and Durability—literally, everything that anyone could want in a vehicle.

HOOD

Now, in the interest of mixing things up like a D.J., I’m going to start in the middle with Appearance. The first thing that grabs your attention is Hyundai’s signature hexagonal cascading grille. This turbo model has the sport mesh insert, which accentuates the aggressive front end. And it’s capped off with these vertical LED daytime running lights. They not only look sharp—hence the Appearance—but the LEDs are brighter than traditional halogen bulbs, which means oncoming traffic is going to see you better, and of course that’s safer. In keeping with Safety, these LED headlights with Dynamic Bending Light are brighter. When you’re coming home from a D.J. gig late at night, you’ll see what’s coming as you turn the wheel, and that’s safer.

When we pop the hood of this Sonata, you’re going to notice Hyundai’s 2.0 turbo gasoline direct injected engine. Now, this vehicle uses a twin-scroll turbo, which is going to give you less turbo lag—so, better acceleration—and it produces 245 horsepower with 260 pound-feet of torque. Now, the torque is what’s really important for you. I know

you like Economy, right? But that torque—when you’ve got all your gear loaded in the back, or your two teenagers, maybe your father-in-law, maybe Beth—the torque is going to give you that power you need to get off the line or into merging or passing situations. The Performance is outstanding, and it’s going to get you 32 miles to the gallon on the highway and 23 miles to the gallon in the city. Incidentally, that Camry returns 22 miles to the gallon in the city, and I think you’ll agree that even one mile to the gallon difference is better.

DRIVER’S SIDE

As you come around the side, I want you to notice the beautiful 18-inch aluminum wheels. Those wheels sit on a [wheelbase] of 110.4 inches, which is going to give you a smooth, quiet ride.

And everything you look at is elegant to the eye, from the turn signal indicators, which are both safer and look great, to the black chrome door handles. And the smart key is going to allow you to never fumble: simply walk up, touch a button and enter.

Why don’t you go ahead and have a seat there for me, Ryan?

Now, Ryan, I know you’re mostly driving the vehicle, but if you go on vacation and Beth decides to drive, you’ll notice the Integrated Memory System, so each one of you will have a separate position for your mirrors and your seat. And on these mirrors, notice the electronic Blind Spot Detection. Now, that is going to alert you and keep you safer . . . but also, one of my favorite features is the Rear Cross-Traffic Alert. When you’re backing up at the store, you’ve got a big vehicle here, a big vehicle there, something in front of you, and a bunch of crazy people driving behind you, 65 feet in either direction, you’re going to get the appropriate warning. That’s one of my favorite features when it comes to Safety.

There are also features like Auto Emergency Braking with Pedestrian Detection, so if you don’t see something, the car’s going to see it, right? And it’ll also warn you if it’s

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[continued on page 4]

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

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MICHAEL BUTTERFIELD (continued from page 3)

late night and maybe you veer because you haven’t gotten any sleep from the night before.

Now, on the inside, one of the coolest tech features that’s most convenient—remember that “SPACED”—is Apple CarPlayTM or Android AutoTM. I know you’ve been at a gig, you’re driving home, somebody texts you: “Man, Ryan, that was an awesome D.J. gig.” And you picked up your phone and looked at your phone. We’ve all been there, we’ve all done it. But the great news is [the Sonata] would simply read you that text message, and all you have to do is reply, “Give me a call tomorrow, I’d love to book a gig.”

You’ve also got all your controls on the steering wheel, from your radio controls to the 4.2-inch color cluster that’ll tell you how long till you run out of gas—and I know you like to save your fuel running to and from gigs—or even the average speed that maybe Beth drives, because she’s got a lead foot.

And there’s also a couple of driving modes. There’s of course, a Sport mode and an Economy mode, to get the most performance or the most fuel economy. However, this particular model has a Smart mode that is going to switch between all driving modes to maximize [performance] to your specific characteristics. Now, that’s Convenience if I’ve ever heard of it.

And, of course, if you look up above you, you’ve got that beautiful sunroof that’s up there that lets the light in. And aren’t those leather-upholstered seats comfortable? Well, let’s say it’s cold outside. You can heat them up. Or you can heat your steering wheel. Or let’s say it’s a hundred degrees outside. Those seats are ventilated. That really takes Comfort to the extreme.

CARGO AREA

I want you to take a look at the rear of this vehicle. First of all, you’ll notice how gorgeous that “Sonata” is, with the integrated plate frame on the bumper . . . the elegant rear diffuser, which is going to give you better airflow underneath . . . and the dual exhausts, which look incredible. That’s the Appearance we’re talking about.

There’s also another cool feature about this trunk. If you come out with your gear and your hands are full, it has a hands-free smart-opening feature. Simply stand in one place and the trunk will open automatically. Or, you can use this hidden button inside the logo that my kids refer to as the James Bond button to open up the trunk.

Now, inside this trunk, notice you’ve got 60/40 split-fold

seats, which is common, right? The Camry has that too. You know what the Camry doesn’t have? Sixteen-point-three cubic feet of trunk space for hauling your gear. The Camry has 15.1. Wouldn’t you agree, the more the better when it comes to your gear?

I also want you to look at the subwoofer back here. This vehicle has the Infinity premium audio system. That Toyota has the JBL system. JBL is harman/kardon’s consumer brand, and Infinity is their enthusiast brand, so it’s going to give you more sound quality; and when you

combine that with their Clari-FiTM Music Restoration Technology, it’s really going to sound like you’re banging your mix out at the club.

Also, back here I wanted to point out that there is a spare tire—some vehicles have eliminated that—which of course is convenient, and when you combine that with five-year/unlimited-mile roadside assistance, even if you don’t like

changing a tire, someone will change the tire for you.

REAR PASSENGER SIDE

While we’re back here . . . this gas tank is 18 ½ gallons. The Toyota’s is 16 gallons. That means fewer fuel fill-ups, which is more convenient for your time.

Now, take a look at the back. You’ll notice a full-size back seat. There’s also a USB port and another one up in front, so if you have both your teenagers back here, they can both turn on their devices. There’s rear air for convenience, manual rear window shades, and this car is actually categorized as a full-size large car by the EPA, which means more room.

FRONT PASSENGER SIDE

If you’ll have a seat up front here, you’ll notice the power seat over here as well. Your wife, Beth, can easily access the climate controls from her side. Or, let’s say there was an emergency. She can press the SOS emergency button, as you’re going to get three complimentary years of Blue Link® Connected Care and Remote packages. Take it a step further. Beth can start the car from her phone, or, after a gig, when you’re finished and you want the heater to warm up, you can start it from your remote without even having to see your car.

Now, if you want value, the 10-year, 100,000-mile America’s Best Warranty is better than that 5-year/60 of the Toyota. The 5-year/60,000 comprehensive is better than their 3/36. Five-year/unlimited-mile roadside assistance and 7-year anti-perforation—it’s no question this is the better choice.

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

IN THE NEWS

No More Credit Card Capture for Blue LinkEffective January 3, 2018, a credit card is no longer required for customers wishing to take the full Blue Link trial (Connected Care 12 months, Remote and Guidance Packages 90-day trial) for vehicles equipped with Next Generation Blue Link (also called Blue Link Gen 2).

This applies to both new and used or certified pre-owned Hyundai vehicles equipped with Next Generation Blue Link.

No credit card capture is required for 2018 Blue Link-equipped Hyundai vehicles, or 2017 Blue Link-equipped Ioniq models.

As a reminder, the Blue Link incentive program officially ended on January 2, 2018.

Please visit the Blue Link page on HyundaiSalesTraining.com for the latest Blue Link Packages, Content and Fees job aid.

Update: Kona ‘LIVE!’ Webcast Set for March 6The next “Hyundai LIVE!” webcast—a thorough introduction to the all-new 2018 Kona—is now scheduled for Tuesday, March 6. Two webcasts will be offered, one at 10:00 a.m. and one at 1:00 p.m. (all times are Eastern). And, as usual, they will both feature detailed product information, competitive comparisons and live answers to your questions from Hyundai subject matter experts.

Keep an eye on the Hyundai Learning Portal for more information about how to enroll.

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Left to right: The new HyundaiCX survey portal, the Hyundai CXI survey, and the Hyundai CXI Employee Report Card.

H Y U N D A I L O G O “ B U G S ” R E V I S E D 5 - 1 2 - 2 0 1 7

Hyundai Launches New CXI Survey Portal On January 3, Hyundai launched a new version of the Hyundai Customer Experience (HyundaiCX) survey portal, designed to provide dealership sales staff with a more intuitive interface—and deeper insight into customers’ perceptions of you.

WHAT’S STAYING THE SAME

The Customer Experience Index survey questions and scoring remain the same, and sales consultant bonuses will still be calculated using a three-month CXI average. In addition, you will still be able to access 2016 and 2017 historical CXI, Rejecter Study and Sales Mystery Shop surveys through the new portal, where upcoming Rejecter Study and Sales Mystery Shop feedback will continue to be reported.

“Mulligans” will continue to be allowed through a dealer self-managed exchange process.

WHAT’S BEING ENHANCED

The main difference you’ll notice is the new HyundaiCX portal’s more intuitive user interface. It requires fewer clicks and less scrolling, but offers improved actionable insights. The portal features the capability to drill down to the survey level for CXI root-cause analysis. There are also improved tools for resolving customer issues—and for understanding performance opportunities.

Please note that DealerRater reviews will no longer be pulled into the survey portal, nor will they be collected via the CXI survey.

Live, toll-free support is available from 9:00 a.m. to 8:00 p.m. Eastern time, Monday through Friday (excluding holidays).

ACCESSING THE NEW HYUNDAICX SURVEY PORTAL

A welcome email was sent to all active Hyundai dealership sales employees on the morning of January 3, 2018. Using the link in the welcome email, you will need to enter a password. You may use the same password you used for the previous version of the site.

Alternatively, through Hyundaidealer.com or HyundaiCX.com, you may use the “Reset Password” feature. Click on the “Confirm/Reset Your Password” link, enter your HMA ID, and click “Send Email.” Follow the link in the email to set your password. Again, you may use the same password you used for the previous HyundaiCX portal.

Explore the new survey portal soon—and use its insights to improve your customers’ experiences.

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

IN THE NEWS

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It’s “good” when “better” gets recognized. Case in point: Hyundai’s industry-leading 2018 Sonata recently earned a Good Design Award from The Chicago Athenaeum: Museum of Architecture and Design and The European Centre for Architecture Art Design and Urban Studies, a significant honor in the world of design.

This is the second time Sonata has been recognized by the Museum’s Good Design Awards, following a win in 2014.

“The Chicago Athenaeum’s Good Design program promotes the tenets of innovation and attention to detail that produce excellence and utility in design,” said Christian Narkiewicz-Laine, museum president. “Hyundai has become a fixture of the Good Design Awards, demonstrating its commitment to elevating both the form and the function of what makes an automobile.”

The redesign of the 2018 Sonata builds on the success of previous generations while introducing a more aggressive and sporty look. A re-sculpted hood and cascading grille signal a shift in Hyundai’s evolving design philosophy, along with other dramatic design changes that result in a bolder, more sophisticated exterior. Hyundai’s designers have also restructured the side view of the car, creating a more dynamic, long and sleek appearance. The interior has also been redesigned, bolstering the center stack with larger features to create a more striking appearance. Brand-new “rocker” buttons now control the audio and ventilation controls, enhancing the car’s premium feel.

“Hyundai is honored to be recognized by Good Design for this daring refresh of one of our most popular vehicles,” said Chris Chapman, chief designer, Hyundai Design Center. “Sonata is winning this award for the second time, demonstrating an entirely new look and feel but a core consistency of quality in the ever-changing automotive landscape.”

Throwing the ‘Bomb’ into the End Zone: Hyundai Rolls Out Marketing Plan for Super Bowl LIIWhen Super Bowl Sunday rolls around, you know virtually all eyes are on the game, which is why, after a decade of Super Bowl advertising experience and coming off two incredibly successful campaigns in a row, Hyundai is again returning to the Super Bowl with in-game advertising and experiential activations at the site of the big game.

As you should know, Hyundai is the official car and SUV of the NFL. As such, the company has created

a fully integrated and multidimensional Super Bowl LII campaign that will communicate its “Better Drives Us” philosophy and introduce consumers to the Hyundai lineup of vehicles.

“The Super Bowl continues to be a great platform to entertain consumers and deliver brand and product messages to a massive audience,” said Dean Evans, chief marketing officer, Hyundai Motor America. “We welcome the creative challenge and the opportunity to test and hone our Super Bowl formula, which has found success the past several years. Being an NFL sponsor gives us the ability to truly integrate our program across TV, digital, social and on the ground, and immerse Super Bowl fans in the latest vehicles and technologies Hyundai has to offer.”

On Super Bowl Sunday, Hyundai will continue its tradition of entertaining fans on the biggest day in TV advertising. Hyundai is a longtime Super Bowl TV advertiser and 2018 will mark the 10th time in the last 11 years that it has participated in the game.

In Minnesota, Hyundai will have activation spaces at the Super Bowl Experience Driven by Genesis, an interactive NFL “theme park” in the Minneapolis Convention Center, and at Super Bowl Live, a free fan festival at downtown’s Nicollet Mall. Hyundai is also bringing to the city approximately 275 vehicles, which will serve as transportation for teams, staff, volunteers and other local groups.

Super Bowl LII will be played on February 4, 2018, at U.S. Bank Stadium in Minneapolis and will be broadcast on NBC.

2018 Sonata Wins Good Design Award

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

IN THE NEWS

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TIPS FROM THE PROS

Best December Total SUV Sales in Company History!The weather might have cooled down, but you were hot during December by breaking records and finishing the year on a high note. Here are the highlights:

Total Hyundai-branded vehicle sales reached 61,646 vehicles—a nearly 2 percent gain compared to December 2016.

Elantra sales were up 9 percent to 21,350 units, making it Hyundai’s #1 selling model for December.

Tucson set an all-time monthly sales record—up 34 percent to 11,633 units—surpassing 11,000 units for the second consecutive month.

Santa Fe Sport sales were up 28 percent.

Strong Tucson and Santa Fe Sport sales made this the best December for total SUV sales in company history.

For the year:

Hyundai SUV sales set an all-time annual record with nearly 250,000 sold, a 12 percent increase over 2016.

Tucson saw the biggest gain on the year, selling more than 100,000 units for the first time ever, an increase of 28 percent over 2016.

Santa Fe Sport was up 12 percent.

Both the Tucson and the Santa Fe family set all-time annual sales records.

“We are one of the few companies to achieve a sales increase in December,” said John Angevine, director of national sales for Hyundai Motor America. “We improved our SUV mix, reduced our fleet sales and have positioned ourselves for quality growth in 2018.”

December 2017 CPO Sales: For the month of December, 6,837 Hyundai Certified Pre-Owned vehicles were sold. Year to date, 767 Hyundai dealers have sold 84,900 CPO units.

HYUNDAI CERTIFIED PRE-OWNED

All-New CPO WebsiteBig news for the CPO program as our new website has been launched—HyundaiUSA.com/Certified—and it contains all-new program content and vehicle inventory listings. This change allows CPO leads to be delivered to dealers through the same channel as new vehicle leads from HyundaiUSA.com.

Additional website enhancements include a new, responsive design that is compatible with any device, simplified content sections, and a “Call-to-Action” inventory search.

Altogether, this creates a streamlined research and shopping experience for your customers.

Trilogy “Concierge Elite Service” for CPO Leads: As a way of introducing the new CPO site, Hyundai CPO is funding the cost of Trilogy’s “Concierge Elite Service” for all CPO leads through March 31, 2018. This service includes:

Contact of lead prospects within two minutes after lead generation.

Confirmation of scheduled appointments with the prospect 24 hours in advance and an email reminder sent to dealership staff.

Follow-up on every appointment 48 hours later.

Make the most of this opportunity to generate additional CPO sales in the first quarter.

Walk This WayOur Tip of the Month comes from Steven Trevor of Apple Valley Hyundai in Winchester, Virginia. His service walk includes a “requirement” that pays multiple dividends:

“Whenever I sell a car, I do a service walk. That may seem like common knowledge—but the tip is that I tell every single customer that they’re required to come visit me when they’re in for service. This does a few things:

1. The customers help keep the relationship going by asking for me, rather than me hunting them down in the service department.

2. It allows me an easy opportunity to ask, nonchalantly, if they know of anybody looking for a vehicle at that time.

3. They aren’t bored in the service waiting area, so they tend to come back to our dealership since they feel as though it was an enjoyable experience.

4. I have a better chance of getting their repeat business because they will ask for me, rather than taking any available salesperson.”

Submit Your Tip to Win: 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.

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

Years of Service Award WinnersEvery month, we acknowledge the top STAR Recognition Years of Service award winners. Congratulations to the following Hyundai dealership team members who celebrated major milestones in December:

TWENTIETH ANNIVERSARIESMichael Budzinski, D’Arcy Hyundai, Joliet, ILPhilip Huber, Sid Dillon Hyundai, Lincoln, NEKevin Morris, Fuccillo Hyundai of Watertown, Watertown, NY

FIFTEENTH ANNIVERSARIESRobert Guarente, Fuccillo Hyundai of Syracuse, Syracuse, NYLonnie Lewis, Car Pros Renton Hyundai, Renton, WAJames Raines, Dellen Hyundai, Muncie, IN

TENTH ANNIVERSARIES

Gregory Jones, Scaffidi Hyundai, Stevens Point, WIGeoffrey Muro, Hyundai of Cottonwood, Cottonwood, AZGlenn Ritchey, Jr., Daytona Hyundai, Daytona Beach, FLSoulaimane Samiessoulh, Wallace Hyundai, Stuart, FLKevin Senger, Hyundai of Bismarck, Bismarck, NDLeslie Solomon, Bob Poynter Hyundai, Columbus, IN

MORE HEADLINES ON HYUNDAISALESTRAINING.COM

You can keep up with the latest Hyundai news on the www.HyundaiSalesTraining.com website. Here are links to the most recent additions:

All-New Veloster Unveiled!

Next-Generation Fuel Cell Vehicle Debuts

New 2018 Hyundai Vehicle Delivery Checklist Posted!

Hyundai Introduces Intelligent Personal Agent at CES

Positive Press for PHEV: First Reviews of Ioniq Plug-in Hybrid

Images from the 2018 Sonata Better National Walkaround Competition—Plus Complete Transcript of the Winner’s Presentation!

Visit HyundaiSalesTraining.com regularly and scroll through the banner headlines on the home page. New stories are posted frequently.

TELL US WHAT YOU THINK! 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.

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

CENTRAL REGION—Zachary Dercks, Broadway Hyundai, Green Bay, WI

EASTERN REGION —No winning entries received

SOUTH CENTRAL REGION—No winning entries received

SOUTHERN REGION — Ashley Cagle, Rick Case Hyundai, Roswell, GA

WESTERN REGION—No winning entries received

To see the answers to last month’s “Scavenger Hunt,” click on this link to go to our new Contest Results page on HyundaiSalesTraining.com.

SCAVENGER HUNT #19

SCAVENGER HUNT #20The object of the Sales Edge “Scavenger Hunt” is to familiarize you with the many resources that can help you sell more Hyundai vehicles. To do well, you’ll have to do some cyber-sleuthing. The prize? The chance to win $50 on your STAR Rewards card—and the knowledge you need to increase your Hyundai sales.

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.

Submission deadline is Wednesday, January 31, 2018. Good luck!

1. Seven Hyundai models have been designated as 2018 Top Safety Pick or Top Safety Pick+ by the Insurance Institute for Highway Safety (IIHS). According to its web page devoted to current winners, what is the only other brand to have seven 2018 winners?

2. In its review of the 2018 Accent Limited, forbes.com said, “The 2018 Hyundai Accent has gone from a meh thing to” what?

3. According to the website newatlas.com, Hyundai Mobis has developed the world’s first system designed to reduce injuries in a rollover using an airbag mounted in what?

4. According to hyundainews.com, Hyundai Motor America, in its commitment to global sustainability, has donated six 2018 Ioniq Hybrids to what federal government agency?

5. According to the new Hyundai Certified Pre-Owned site, vehicles that meet Hyundai CPO requirements offer how much in added value (in dollars)?

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.

WHAT WOULD YOU DO? #20MAKING IT WORTH THE WAIT

Your F&I manager is nothing if not punctual. He lets you know that he will be ready for your customers, the Grimsleys, in exactly 30 minutes.

Rather than letting the Grimsleys cool their heels in the waiting area, you’d like to optimize that half-hour with them. Service introduction? MyHyundai.com enrollment? Knowing you have exactly 30 minutes . . .

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 Wednesday, January 31, 2018. Winners of Challenge #20 will appear in the February 2018 issue.

First Place ($100): “Malcolm, here are three reasons why the Sonata is a better fit for you.

“Convenience: Forget the worries of vehicles ‘past’—you’ll never drop another fruitcake at the grocery store again. Only the Sonata offers the Hands-free Smart Trunk, a great feature to make loading your belongings in the trunk so much easier.

“Capacity: The ‘present’ Sonata is the roomiest of the sedans, with more overall head and leg room for you to be comfortable behind the wheel, and more room for your passengers to enjoy. And with nearly four gallons more fuel capacity than the Accord, there are fewer stops to refuel in your future.

“Comfort: Enjoyable driving is ‘yet to come,’ because only the Sonata offers you a heated steering wheel. The extra heat will warm your hands (and maybe your heart) to make your future driving more enjoyable.”

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

Second Place ($75): “Malcolm, the 2018 Accord is a fantastic vehicle, but I think our Sonata does a few things a little bit better—starting with how it drives. The Accord features in most cases a continuously variable transmission. CVTs don’t really have a great reputation for driver engagement. However, the 2018 Sonata features our tried-and-true six-speed SHIFTRONIC® automatic transmission that delivers smooth shifts, and even features a manual mode.

“Sonata’s fuel tank is also larger, which allows you to go farther.

“Both cars feature available LED headlights, but, because the Accord uses a reflector type instead of a projector type like on ours, they cannot offer Dynamic Bending Light. Our headlights swivel in corners, allowing you to see the road ahead better.

“I know you wanted three, but I absolutely cannot forget our available heated steering wheel for those frosty mornings. Accord doesn’t offer that on any trim level.

WHAT WOULD YOU DO? #19THE BIG THREE

Our December challenge presented you with a modern-day Ebenezer Scrooge in the form of Malcolm Dudley, a grouch of a customer considering both a Sonata and an Accord. He made it clear he didn’t want to hear about Hyundai’s advantages over Honda in terms of warranty, roadside assistance, Blue Link or price—but he did want to hear three other advantages. We wondered what you’d come up with besides the perennial Hyundai benefits.

These were the most creative entries we’ve seen in quite a while. Our favorites kept it simple and focused on three specific (and actual) Sonata advantages. Our champion did all that, plus he embraced the underlying Christmas Carol theme. (He even titled his entry “Bah, Hyundai!”) You can find the top three finishers below, and read our fourth-place entry and a worthy honorable mention on the Contest Results Page of HyundaiSalesTraining.com.

CONTESTS

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

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“There are a lot of reasons why we at Hyundai think the Sonata is the best value for the money, and I’m sure you will too like a lot of other customers. Reasons like these are why Hyundai has been rated number one in customer loyalty eight years in a row.”

—Kevin Covington, Gary Rome Hyundai, Holyoke, MA

Third Place ($50): “Mr. Dudley, the only way someone is going to earn your business is to give you exactly what you want and provide you the best reasons for leasing a Sonata over the Accord, and then deliver you the best service.

“My specific reasons why the Sonata should be your next vehicle start with the classification of the Sonata as an EPA large vehicle based on interior volume. Did you notice the ease of entering and sitting in the driver and passenger seats? The Sonata favors tall drivers like yourself with greater head and leg room than the Accord.

“I agree with you that the interior quality of the cloth seats with YES Essentials® fabric protection caught your attention—very different from the Accord.

“I noticed the golf balls in your current vehicle. Let me show you the cargo space and Hands-free Smart Trunk standard on the SEL, not available on the Accord.

“Finally, on the test drive I want to demonstrate the tighter turning diameter of the Sonata, making it easy to maneuver in and out of tight spots.”

—Syed Salat, Wolfchase Hyundai, Memphis, TN

NEWS FROM HYUNDAI SALES TRAINING JANUARY 2018

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CENTRAL REGION OH037 Ricart Hyundai 1,579

OH042 Hatfield Hyundai 1,574

IL063 Family Hyundai 1,448

IL072 World Hyundai Matteson 1,399

IA016 Stew Hansen Hyundai 1,394

SOUTHERN REGION FL108 Hyundai of New Port Richey 5,560

FL122 Coconut Creek Hyundai 3,280

FL114 Rick Case Hyundai Davie 2,729

FL110 Doral Hyundai 2,682

FL005 Rick Case Hyundai 2,445

EASTERN REGION NY075 Atlantic Hyundai 2,929NJ032 Lester Glenn Hyundai 2,718

NY110 Advantage Hyundai 2,003

NJ033 Paramus Hyundai 1,866

NY133 Island Hyundai 1,728

SOUTH CENTRAL REGION TX158 Ron Carter Hyundai 2,464

TX171 South Point Hyundai 2,305

TX100 Hyundai of El Paso 2,209

TX040 Huffines Hyundai Plano 1,995

TX095 Round Rock Hyundai 1,423

WESTERN REGION CA314 Keyes Hyundai 2,469

CO034 Arapahoe Hyundai 2,267

NV025 ABC Hyundai 2,085

NV020 Henderson Hyundai Superstore 2,009CA323 Norm Reeves Hyundai Superstore 1,922

TOP SELLING CPO DEALERS NATIONAL—FOURTH QUARTER YTD 2017 Sales

FL005 Rick Case Hyundai 1,081

FL108 Hyundai of New Port Richey 1,072

GA037 Jim Ellis Hyundai 1,005

MA056 First Hyundai 663

FL121 Napleton’s Hyundai 635

NJ032 Lester Glenn Hyundai 595

OH001 Superior Hyundai North 575

NV020 Henderson Hyundai Superstore 530

IA016 Stew Hansen Hyundai 529

TX100 Hyundai of El Paso 510

TOP HPP DEALERS BY VOLUME (HPP NEW VSC + HPP CPO WRAP) JAN-DEC 2017

NATIONAL Volume

NV020 Henderson Hyundai Superstore 1,453

CA293 Hardin Hyundai 712

NJ046 Hudson Hyundai 702

TX095 Round Rock Hyundai 683

CA197 Riverside Hyundai, California 646

TOP HPP DEALERS BY PENETRATION(HPP NEW VSC + HPP CPO WRAP) JAN-DEC 2017

NATIONAL Penetration

NV014 Lithia Hyundai of Reno 73.7%

NV020 Henderson Hyundai Superstore 72.3%

TX169 Baytown Hyundai 68.2%

CA293 Hardin Hyundai 62.5%

AZ032 Chapman Hyundai 58.1%

TOP CUSTOMER EXPERIENCE INDEX DEALERSNATIONAL—FOURTH QUARTER YTD 2017 Survey Count CXI

MI056 Elder Hyundai 65 1,000

TX056 Patterson Hyundai 45 998

VA048 Craft Hyundai 26 996

OH050 Matthews Hyundai 68 994

WI029 Scaffidi Hyundai 55 993

MA024 Mirak Hyundai 223 993

AL032 Hyundai of Jasper 82 993

WI023 Van Horn Hyundai Fond du Lac 85 992

NY050 Riverhead Hyundai 250 992

NY036 Prestige Hyundai 117 992

TOP BLUE LINK PERFORMING DEALERS* DEC. YTD

NATIONAL Enrollment % Credit Card Capture %

MN028 St. Cloud Hyundai 108 54

NY060 Healey Hyundai 98 42

MI007 Glassman Hyundai 97 50

TX169 Baytown Hyundai 97 45

MN020 Walser Hyundai 97 38

TX165 Bob Stallings Hyundai 97 51

IL051 Rogers Hyundai 97 41

MN016 Luther Burnsville Hyundai 96 41

KS013 Hatchett Hyundai West 96 38

NY025 Suresky Hyundai 96 45

*Top 10 Enrollment & Associated Credit Card Capture for 2017MY and older.NOTE: Enrollment Objective = 80%; Credit Card Capture Objective = 38%

TOP-SELLING DEALERS — 2017 YEAR-END RESULTS

Survey sample size >=5