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COVER STORY

2018 Sonata Arrives at Dealerships

Already nominated for a prestigious International Design Excellence Award, the 2018 Hyundai Sonata is now reaching dealerships nationwide. The redesigned Sonata is a real head-turner with fresh, new styling front, side and rear, highlighted by a new hood and bold “cascading grille” inspired by molten steel that lets everyone know that it has arrived!

The timing is perfect as Sonata gets the jump on the new 2018 Toyota Camry and Honda Accord, which will be entering the market soon. Here are the highlights of the 2018 Sonata:

All-new front and rear design created at Hyundai’s California design studio with American aesthetic tastes in mind, so it’s bold, daring and beautiful

Standard Blind Spot Detection System with Rear Cross-Traffic Alert and Lane Change Assist—Sonata is the only midsize car with these useful and popular driver-assist features as standard equipment

Patented, Hyundai Motor Group-developed 8-speed automatic transmission with SHIFTRONIC® and steering wheel-mounted paddle shifters on 2.0T models, for quicker acceleration off-the-line and a quieter, more fuel-efficient ride on the interstate

At the rear, an enlarged Hyundai badge cleverly houses the trunk release button, and a Hands-Free Smart Trunk is available—Sonata is still the only car in its class with this feature!

New Lane Keep Assist function added to available Lane Departure Warning System

Class-leading interior volume with an EPA Large Car classification

New center stack and instrument panel feature new

piano-key buttons for audio and HVAC controls with a premium look and touch

Available navigation system comes with a new “tilted perspective” bird’s-eye view feature as well as traffic flow and incident data, with no subscription fee for the service

Heated steering wheel standard on Limited 2.0T and available on Limited

There’s an available Qi wireless charging pad and second-row USB charging port

Steering system refined to improve steering response and handling

Rear suspension has new, thicker trailing arms and new bushings to provide nimble and comfortable handling

Three powertrains:

– 2.4L GDI 4-cylinder with 185 horsepower and 178 lb.-ft. torque and 6-speed automatic transmission

– 2.0L turbocharged GDI 4-cylinder with 245 horsepower and 260 lb.-ft. torque and all-new 8-speed automatic

– 1.6L turbocharged GDI 4-cylinder with 178 horsepower and 195 lb.-ft. torque and 7-speed EcoShift® dual-clutch transmission

2.0-liter Turbo models have sport-tuned suspension, Dual Pinion R-MDPS steering, firmer suspension bushings, larger front brake rotors, 18-inch wheels with Michelin tires, sport seats with leather bolsters and blue stitching, D-cut steering wheel and aluminum alloy pedals

A 7-inch color display audio touchscreen is standard and includes Apple CarPlayTM and Android AutoTM integration

[continued on page 2]

2018 SONATA [continued from page 1]

Available rear side window shades—another Sonata exclusive in this segment

Blue Link® is enhanced, too—it now “talks” to Google Home and Amazon Echo™ so customers can control their vehicles remotely

And, like all Blue Link-equipped 2018 Hyundai models, three years of Blue Link services are complimentary

More information is available at the 2018 Sonata product information page on HyundaiSalesTraining.com, where you can also view an archive video of the July 13 “Hyundai LIVE! 2018 Sonata: The Shape of the Future” webcast.

MODEL ENGINE TRANSMISSION MSRP

SE 2.4L GDI 4-cyl 6-Speed Automatic with SHIFTRONIC $22,050

Eco 1.6L Turbo GDI 4-cyl 7-Speed EcoShift Dual Clutch Transmission with SHIFTRONIC $22,650

SEL 2.4L GDI 4-cyl 6-Speed Automatic with SHIFTRONIC $23,700

Limited 2.4L GDI 4-cyl 6-Speed Automatic with SHIFTRONIC $27,400

Sport 2.4L GDI 4-cyl 6-Speed Automatic with SHIFTRONIC $25,200

Sport 2.0T 2.0L Turbo GDI 4-cyl 8-Speed Automatic with SHIFTRONIC $27,600

Limited 2.0T 2.0L Turbo GDI 4-cyl 8-Speed Automatic with SHIFTRONIC $32,450

Freight charge for the 2018 Sonata is $885.

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IN THE NEWS

BLUE LINK NEWS

Now It’s Easy to Demonstrate Blue LinkThe Hyundai Connected Car team has launched a new Blue Link dealer demo program that will make it easier than ever for you to demonstrate the features, functions and advantages of Blue Link to potential customers.

Previously, only Destination Search powered by Google could be demonstrated inside a Blue Link-equipped vehicle, and Demo Mode—not linked to an actual vehicle—could be activated only in the mobile app.

Now, Blue Link remote features can be demonstrated on up to three Blue Link-enrolled vehicles per account and up to 10 active vehicles per dealer.

This allows you to demonstrate Blue Link on an actual vehicle, on the showroom floor, on the lot, even on a test drive.

The new dealer demo program is available for all 2017 and 2018 model year Hyundai vehicles equipped with Blue Link.

See program details on HyundaiDealer.com’s messages and alerts, or contact your District Sales Manager.

Hyundai Retail Sales Up in JuneRetail sales of Hyundai and Genesis-branded vehicles increased for the third straight month, up more than 1 percent in June.

“June was the second month in a row we’ve cut back significantly on fleet sales and seen a rise in retail sales in an industry that is down on the year,” said Sam Brnovich, Hyundai Motor America’s executive director, national sales.

Highlights for the month:

Accent sales were up 60 percent year-over-year with 5,028 sold

Tucson sales were up 39 percent, totaling 10,000 sold

Elantra and Santa Fe family sales are up year-over-year

Strong consumer demand for Ioniq continues with 1,406 sold

“With Ioniq demand exceeding our expectations and the 2018 Sonata hitting dealers shortly, we are poised to close the year strong and pick up retail market share,” said Brnovich.

NEWS FROM HYUNDAI SALES TRAINING JULY 2017

IN THE NEWS

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NEWS FROM HYUNDAI SALES TRAINING JULY 2017

Hyundai Ranked #1 Automaker in Customer Loyalty for Eighth Year in a RowIt’s one thing to be ranked #1; it’s even more impressive when you do it two years in a row. But Hyundai has accomplished that feat for eight consecutive years and is once again the #1 brand in the automotive industry in the Brand Keys Customer Loyalty Engagement Index.

Brand Keys is a New York-based customer loyalty and engagement consultancy that publishes this annual study, which examines customers’ relationships with 740 brands in 83 categories.

“Hyundai has been able to best meet customer expectations and has, again, scored the highest levels of loyalty when it comes to the automotive category,” said Robert Passikoff, Brand Keys founder and president.

“Maintaining loyalty is one of the toughest things to do, and receiving this recognition eight years in a row shows that we are building a deeper and more emotional connection with our customers. We continue to work hard every day to maintain the loyalty we’ve built,” said Dean Evans, chief marketing officer of Hyundai Motor America.

2018 Sonata and Elantra GT Named Finalists in International Design Excellence AwardsHyundai’s 2018 Sonata and Elantra GT have been recognized as finalists in the 2017 International Design Excellence Awards® (IDEA) by the Industrial Designers Society of America (IDSA) for their striking and bold design.

The 2018 Sonata builds on the success of previous generations while introducing a number of dramatic design changes that are aligned with Hyundai’s evolving design philosophy. The progressive design results in a bolder, more sophisticated exterior. Precise lines and distinctive styling cues create an unconventional and eye-catching design theme.

[continued on page 4]

The 2017 Hyundai Ioniq has received the 2017 Green Good Design Award™ from the Chicago Athenaeum: Museum of Architecture and Design and the European Centre for Architecture Art Design and Urban Studies. The Green Good Design Awards celebrate important examples of sustainable designs and provide awareness of what companies are designing and producing to make the most positive impact on the environment.

“Hyundai is committed to progressing the future of eco-friendly driving and the Ioniq is just the beginning,” said Chris Chapman, chief designer, Hyundai Design Center. “The future-focused character of the Ioniq, along with its innovative use of recycled and ecologically sensitive materials, has made Ioniq the most fuel-efficient vehicle and a leader in the environmentally friendly vehicle space.”

For 2017, 100 designs received Green Good Design Awards from 23 nations. The thoughtful and innovative work by Hyundai’s design teams helped Ioniq become recognized as one of the best ecological and sustainable designs in transportation for 2017.

Now in its eighth year, the Green Good Design Award is a specialized edition of the original Good Design program.

The Chicago Athenaeum (www.chi-athenaeum.org) is a global nonprofit education and research institute whose mission is to provide public education about the significance of architecture and design and how those disciplines can have a positive effect on the human environment.

The European Centre for Architecture Art Design and Urban Studies (www.europeanarch.eu) is dedicated to public education concerning all aspects of the built environment—from entire cities to individual buildings—including the philosophical issues of arts and culture that ultimately give the final shape to design.

Ioniq Wins 2017 Green Good Design Award

AWARDS AND ACCOLADES

Hyundai Donates $25,000 to Capitol Police Memorial FundAt a special ceremony to commemorate the opening of Hyundai Motor Company’s new Washington, D.C., office, Hyundai announced a donation of $25,000 to the Capitol Police Memorial Fund. As a member of the Washington community, Hyundai wanted to honor the brave men and women of the United States Capitol Police who protect Congress, including its members, visitors and facilities.

“The Capitol Police officers make sacrifices every day to protect our democracy and this donation is a gesture of our appreciation for their outstanding work,” said Jerry Flannery, president and CEO of Hyundai Motor America. “Their brave and rapid response a few weeks ago prevented a major tragedy. Our thoughts and prayers are with those who are still recovering.”

“The U.S. Capitol Police keep all of us safe, and we wanted to show our support for the local Washington community where we live and work,” said David Kim, vice president of Hyundai’s Washington, D.C., office.

The Washington office represents Hyundai at the federal and state levels, and works with government officials and industry partners on transportation and automotive industry policy.

HYUNDAI CERTIFIED PRE-OWNED

New Videos Generate CPO Excitement In case you missed it, to help you market Hyundai Certified Pre-Owned vehicles, four new CPO promotional videos have been uploaded to YouTube.com/HyundaiUSA. Click the link to view and share. There are four 30-second spots: two sedan and two SUV spots that promote the Hyundai CPO “Program Benefits” and “Accolades.” Sharing these videos with your customers will raise awareness about the program, build confidence in the Hyundai brand and lead to more sales.

June 2017 CPO Sales: For the month of June, 6,313 Hyundai Certified Pre-Owned vehicles were sold. Year to date, 715 Hyundai dealers have sold 43,674 CPO units.

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NEWS FROM HYUNDAI SALES TRAINING JULY 2017

IDEA AWARDS [continued from page 3]

Inside, the center stack has been enhanced with revised audio and ventilation controls that utilize “rocker” buttons, enhancing the car’s premium feel.

The all-new 2018 Elantra GT adds a more aggressive stance and an attention-grabbing new cascading grille design to its clean European style. The design combines precise, tensed lines and refined rich surfaces. The clean and intuitive interior now features a horizontal layout, chrome detailing and high-quality materials that create a calm and sophisticated atmosphere.

IDEA is a premier international design competition, recognizing and promoting design excellence across a wide array of industries and disciplines, and is conducted annually by the Industrial Designers Society of America. IDEA judging is based on five criteria: Design Innovation, Benefit to the User, Benefit to the Client, Benefit to Society, and Appropriate Aesthetics.

Winners will be announced at a gala dinner in Atlanta, Georgia, on August 19.

2017 Sonata Named “Best Sedan” by Parents Magazine and EdmundsHow do you pick the best family sedan? That’s a daunting task that the editors of Parents magazine and Edmunds tackled when they determined their tenth annual list of the 10 Best Family Cars—and the 2017 Sonata made the grade in a very crowded field!

Sonata stood out from the field with its spacious interior, convenient features such as Apple CarPlay, and a long list of standard and available safety and driver-assist features, such as seven standard airbags, Automatic Emergency Braking, Lane Departure Warning and Blind Spot Detection, among others.

“Family vehicles require a level of comfort and safety that accommodates and reassures everybody on board,” said Ed Hellwig, senior editor, Edmunds. “The 2017 list highlights vehicles that provide safety, performance and comfort for all members of the family, from Mom and Dad in front to the small children or full-grown teens in the back.”

In addition, the 2017 Santa Fe was one of only five vehicles recognized with an honorable mention by Parents and Edmunds.

CORPORATE NEWS

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CONTESTS

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

CENTRAL REGION—Kristi Burgess, Don Bessette Motors Hyundai, Minot, ND

EASTERN REGION— Eric Loiacono, Burlington Hyundai, Burlington, VT

SOUTHERN REGION— Andy Karelas, Daytona Hyundai, Daytona Beach, FL

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

WESTERN REGION— James Adams, Findlay Hyundai St. George, St. George, UT

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 #13

SCAVENGER HUNT #14

All of the answers to this month’s “Scavenger Hunt” can be found in this issue of The Sales Edge—but you’ll have to read very carefully to find them. The reward for your detective work? 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 Thursday, July 27, 2017. Good luck!

1. The 2018 Sonata’s available navigation system comes with what new feature?

2. Hyundai donated $25,000 to a police memorial fund to commemorate the opening of its new office in what city?

3. Details about the new Blue Link dealer demo program are available in the messages and alerts section of what website?

4. What is the second of the five criteria listed on which the International Design Excellence Awards will be judged?

5. How many new Hyundai Certified Pre-Owned promotional videos have been added to the HyundaiUSA YouTube channel?

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.

NEWS FROM HYUNDAI SALES TRAINING JULY 2017

Years of Service Award WinnersCongratulations to these Hyundai dealership sales team members who celebrated major milestones in June:

TWENTY-FIFTH ANNIVERSARIESMichael Russo, Old Saybrook Hyundai, Old Saybrook, CT

FIFTEENTH ANNIVERSARIESGregory Cane, M. J. Sullivan Hyundai, New London, CTBerlinda Chandler, Antwerpen Hyundai, Baltimore, MDBrandon Daub, Piazza Hyundai of Pottstown, Limerick, PARobert Goldstein, AutoNation Hyundai O’Hare, Des Plaines, ILRobert Higdon, Hyundai of Las Vegas, Las Vegas, NVRichard Highley, Hatfield Hyundai, Columbus, OHClinton Sherald, Hyundai Village, Danvers, MAWilliam Sosbe, Racine Hyundai, Racine, WIKevin Wiggins, Fuccillo Hyundai of Syracuse, Syracuse, NYDavid Zinsmeister, Arapahoe Hyundai, Centennial, CO

TENTH ANNIVERSARIESDaniel Forsey, Hyundai of New Port Richey, New Port Richey, FLJack Jernigan, Victorville Hyundai, Victorville, CAMike Juarez, Huntington Beach Hyundai, Huntington Beach, CAJared Loudon, Todd Archer Hyundai, Bellevue, NEMichael Morris, Hyundai of New Port Richey, New Port Richey, FLSabastian Roeun, St. Cloud Hyundai, St. Cloud, MNTodd Torchia, Taylor Hyundai, Augusta, GA

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:

“Hyundai LIVE! 2018 Sonata” Recorded Webcast and Job Aids

Competitive Comparisons for 2018 Sonata, Elantra, Santa Fe Sport and Santa Fe

New Job Aids for Connecting to Your Customers’ Needs, Android Auto and Apple CarPlay, Blue Link and Elantra GT

All-New Alternative Fuels Section

2018 Kona: All the Details (So Far)

Ioniq Walkaround Module Now Posted

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

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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.

WHAT WOULD YOU DO? #14SELLING THE SEDAN

You have a repeat customer who is wavering between a Sonata SE and Tucson SE. Janice has owned sedans in the past and is leaning toward the elevated seating position a CUV offers. You have plenty of Sonata inventory—but Tucsons are hard to come by. It’s almost the end of the month, and your sales manager has put a spiff on sedan sales. Janice finally says, “I can’t make up my mind. What do you recommend?”

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 Thursday, July 27, 2017. Winners of Challenge #14 will appear in the August 2017 issue.

Send Me a PostcardTip of the Month: Our July top tip is a clever variation on the practice of taking a picture of a customer at delivery, and it comes to us from Michael Erdman of Volume Hyundai in Milledgeville, Georgia. His suggestion:

“I like to take a picture with my customer and their new car at delivery, then have a custom postcard made out of it to mail as one of my follow-ups. It keeps you in touch with a personal and memorable reminder of their experience.”

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

TIPS FROM THE PROS

NEWS FROM HYUNDAI SALES TRAINING JULY 2017

First Place ($100): “Mr. and Mrs. Lewis, I am sure you were shown a good price, but allow me to show you the breakdown of our pricing. (I would then proceed to break down the price, showing all the discounts and rebates.)

“I know the importance of getting a good deal, but there are other ways I can save you money, in your trade or your loan rate.

“I also want you to know that my dealership offers great customer service, and our very high customer satisfaction levels — both with sales and service — are tops in the district.

“Let me introduce you to my service department where we offer a great waiting area for customers along with a play area for children. We also offer the best popped popcorn in the county!”

—Patty Bourg, Greg LeBlanc Hyundai, Houma, LA

Second Place ($75): “At this point, make sure Jake and Rachel get the walkaround of a lifetime. Spend time with them to ensure they are comparing apples to apples, all while having your personality shine through. If they like you and you have the car, they will pay more. Most consumers know to lowball the dealer to see who flinches first. Be confident in your ability to deliver a great experience and people will want to purchase from you.”

—Kyle Smith, Hyundai of Turnersville, Turnersville, NJ

Third Place ($50): “Mr. and Mrs. Lewis, unfortunately, some dealers purposely give you a number that’s not possible to get to. You go out and shop that price around. Of course, no dealership is able to sell you a vehicle for that price, leaving you to return to the original dealership, educated on the true market value—and exhausted. In most cases the customer buys from them at a price I’m willing to do right now. How about this? If they misled you, they misled others as well. Let’s look at their reviews and I am certain we can find a customer who was told the same thing.

“Then I ask that you reconsider my true best offer and allow us to earn your business the right way.”

—Donnell Denney, Safford Hyundai of Springfield, Springfield, VA

WHAT WOULD YOU DO? #13HITTING THE LOWBALL OUT OF THE PARK

Jake and Rachel Lewis, a couple interested in a new Elantra, were the focus of our June challenge. They claimed to have been quoted an impossibly low price at another dealership—a price they’d like you to beat. You couldn’t come close to that price—but you’re afraid that if the Lewises return to the other dealership and learn they’ve been lowballed, they’ll be too embarrassed to come back to you. We wondered how you’d handle the situation.

Maybe it was our June cover story on consistent contest winner Ryan Fox that did it, but for whatever reason our inbox runneth over with entries this month. Our favorites were those that tried to take the focus off price. You can read the top three below—and you can find our fourth-place winner and a handful of honorable mentions on our new Contest Results page on HyundaiSalesTraining.com.

CONTESTS

CENTRAL REGION YTD Sales OH037 Ricart Hyundai 743

IL063 Family Hyundai 742

IA016 Stew Hansen Hyundai 720

OH042 Hatfield Hyundai 710

OH011 Ron Marhofer Hyundai 668

SOUTHERN REGION FL108 Hyundai of New Port Richey 2,765

FL122 Coconut Creek Hyundai 1,729

FL110 Doral Hyundai 1,399

FL114 Rick Case Hyundai Davie 1,399

FL008 Potamkin Hyundai 1,185

EASTERN REGION NY075 Atlantic Hyundai 1,420NJ032 Lester Glenn Hyundai 1,393

NY110 Advantage Hyundai 1,046

NJ033 Paramus Hyundai 997

NY130 Hyundai of Long Island City 989

SOUTH CENTRAL REGION TX171 South Point Hyundai 1,114

TX100 Hyundai of El Paso 1,109

TX040 Huffines Hyundai Plano 1,078

TX158 Ron Carter Hyundai 1,020

TX095 Round Rock Hyundai 684

WESTERN REGION CA314 Keyes Hyundai 1,243

CO034 Arapahoe Hyundai 1,098

CA310 Garden Grove Hyundai 1,032

CA321 Puente Hills Hyundai 997NV025 ABC Hyundai 993

TOP SELLING CPO DEALERS NATIONAL — SECOND QUARTER YTD 2017 Sales

FL005 Rick Case Hyundai 557

FL108 Hyundai of New Port Richey 535

GA037 Jim Ellis Hyundai 450

CA293 Hardin Hyundai 417

FL121 Napleton’s Hyundai 341

MA056 First Hyundai 326

NJ032 Lester Glenn Hyundai 305

OH001 Superior Hyundai North 293

FL122 Coconut Creek Hyundai 282

CA363 Huntington Beach Hyundai 272

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

NATIONAL Volume

NV020 Henderson Hyundai Superstore 745

CA293 Hardin Hyundai 566

CA232 Hyundai of Roseville 402

CA310 Garden Grove Hyundai 398

TX095 Round Rock Hyundai 351

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

NATIONAL Penetration

CA315 Sacramento Hyundai 80.2%

NV020 Henderson Hyundai Superstore 74.4%

NV014 Lithia Hyundai of Reno 73.6%

TX169 Baytown Hyundai 69.8%

ID012 Findlay Hyundai 68.1%

TOP CUSTOMER EXPERIENCE INDEX DEALERSNATIONAL — SECOND QUARTER YTD 2017 CXI

MN024 Dondelinger Hyundai 1,000

OH050 Mathews Hyundai 1,000

MI056 Elder Hyundai 1,000

VA048 Craft Hyundai 1,000

CA272 Direct Hyundai 1,000

CA362 Hyundai of Vacaville 1,000

TX151 Hyundai of Longview 997

HI019 Tony Hyundai Honolulu 996

WI031 Kocourek Hyundai 996

AZ022 Lawley Hyundai 996

TOP BLUE LINK PERFORMING DEALERS* JUN. YTD

NATIONAL Enrollment % Credit Card Capture %

FL088 O’Brien Hyundai of Fort Myers 100 61

NY060 Healey Hyundai 99 65

TX111 Humble Hyundai 99 40

TX165 Bob Stallings Hyundai 99 80

VA043 Tysinger Hyundai 99 41

CO034 Arapahoe Hyundai 98 51

WA033 Titus-Will Hyundai 98 61

CA307 Central Valley Hyundai 98 42

TX132 Huffines Hyundai McKinney 98 42

NY025 Suresky Hyundai 97 58

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

TOP DEALERS — Second Quarter 2017

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NEWS FROM HYUNDAI SALES TRAINING JULY 2017

Survey sample size >=5