1. THE DEALERSHIP CROSSROAD: Why You Should Base Your Sales Strategy On Quality & Value, Not On Lowest Price BRAD KRUSE Senior Vice President, Sales & Marketing

2. MARKETING & SALES PLATFORM INVENTORY MANAGEMENT PLATFORM 2001 Inventory Management 2008 2010 Marketing & Sales 2015 12 Billion Transactions 2012 Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

3. THE RISE AND DEMISE Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

4. WHAT ROAD WILL YOU TAKE? Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

5. 0-5 Year Old Cars In Operation Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

6. THE “SECRET” Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

7. HOW CONSUMERS SEARCHHOW CONSUMERS BUY THEY CAN’T BE SEPERATED YEAR MAKE/MODEL COLOR MILEAGE PRICE EXCITEMENT TRUST CONFIDENCE PERCEIVED VALUE FAIR PRICE LOGICALEMOTIONAL Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

8. 79% Value & Quality 21% Lowest Price & Double Discount *Source: CARMAX What kind of dealer do you want to be? Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

10. ‘your not just looking for a house, you're looking for a place for your life to happen’

11. SEARCH & PRICE EMOTION & VALUE INTERNET DEPARTMENTSALES DEPARTMENT Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com THERE’S A DISCONNECT

12. *Source: CARMAX What kind of dealer do you want to be? Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

13. THE ROAD TO THE SALE 3RD PARTY SITESDEALER WEBSITEBDCON THE LOTSHOWROOM Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

14. TO SUCCEED YOU MUST 3RD PARTY SITESDEALER WEBSITEBDCON THE LOTSHOWROOM LOGICEMOTION Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

15. Operationalizing The Emotional Sale Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com EXCITEMENT TRUST CONFIDENCE PERCEIVED VALUE FAIR PRICE emotional

16. WHAT DOES CHANGE LOOK LIKE? Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

17. Open Mic Brad Kruse | MAXDigital | Senior Vice President of Sales & Marketing | bkruse@maxdigital.com

18. CONTACT INFO Full Name: Brad Kruse Company: MAXDigital Job Title: Senior Vice President, Sales & Mktg. Email: bkruse@maxdigital.com Share an important takeaway you received from this session using hashtag #DD19 for a chance to win an iPad