COVER STORY Happy Holidays: New 2018 Models a Reason to Celebrate! [continued on page 2] 1 HyundaiLearningPortal HyundaiSalesTraining.com u The U.S. production version of the all-new 2018 Kona made its debut at the Los Angeles Auto Show last month and is scheduled to start arriving at your dealership in the first quarter of 2018. In addition, a new 2018 Tucson Sport model will be on its way soon as production starts in February; and the new Ioniq Plug-in Hybrid is also headed to your dealership soon. Here are the highlights: 2018 KONA The Kona rides on an all-new CUV platform and is Hyundai’s first B-segment crossover for the U.S. market, appealing to consumers with active lifestyles of all kinds. Kona’s “urban smart armor” exterior styling features voluminous, aggressive body styling complemented by a low and wide stance for great looks and confident handling in a variety of city and adventure-oriented driving environments. Among the standout features: Bold, fresh design elements with an optional color-contrasting roof and extroverted color options LED headlight, taillight, and daytime running light illumination Hyundai’s new signature cascading grille with a sporty mesh pattern flanked by flared, wing-like fenders Standard floating touchscreen with Apple CarPlay™/ Android Auto™ capability 2.0-liter Atkinson-cycle 4-cylinder engine with 6-speed automatic transmission Available 1.6-liter turbocharged, direct-injected engine with 7-speed EcoShift ® dual-clutch transmission Available Hyundai SmartSense™ (HSS): – Forward Collision-Avoidance Assist with Pedestrian Detection – Driver Attention Warning – Lane Keeping Assist – Blind-Spot Collision Warning – Rear Cross-Traffic Collision Warning – High Beam Assist Premium technology availability: – 8-inch navigation system – Blue Link ® Connected Car System – Heads-up Display (with active pop-up display screen) – Rain-sensing wipers – Wireless device charging Just Announced—Kona Webcast! Kona will be the featured vehicle on the next “Hyundai LIVE!” webcast, on Thursday, February 15, 2018. You won’t want to miss this in-depth look at Hyundai’s newest model. Log on to the Hyundai Learning Portal for more details and to enroll. 2018 TUCSON For the 2018 model year, the Tucson benefits from a few key changes noted below. In addition, a new 2.4-liter Tucson Sport model will be added to the line with production starting in February. Tucson SEL: For 2018, the SE Popular Equipment Package is renamed SEL. New for 2018, the SEL adds a 7-inch display with Android Auto and Apple CarPlay. That means more than 90 percent of all 2018 Tucson models will have Android Auto and Apple CarPlay included.
Transcript
COVER STORY
Happy Holidays: New 2018 Models a Reason to Celebrate!
[continued on page 2]
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The U.S. production version of the all-new 2018 Kona made its debut at the Los Angeles Auto Show last month and is scheduled to start arriving at your dealership in the first quarter of 2018.
In addition, a new 2018 Tucson Sport model will be on its way soon as production starts in February; and the new Ioniq Plug-in Hybrid is also headed to your dealership soon.
Here are the highlights:
2018 KONA
The Kona rides on an all-new CUV platform and is Hyundai’s first B-segment crossover for the U.S. market, appealing to consumers with active lifestyles of all kinds. Kona’s “urban smart armor” exterior styling features voluminous, aggressive body styling complemented by a low and wide stance for great looks and confident handling in a variety of city and adventure-oriented driving environments. Among the standout features:
Bold, fresh design elements with an optional color-contrasting roof and extroverted color options
LED headlight, taillight, and daytime running light illumination
Hyundai’s new signature cascading grille with a sporty mesh pattern flanked by flared, wing-like fenders
Standard floating touchscreen with Apple CarPlay™/Android Auto™ capability
2.0-liter Atkinson-cycle 4-cylinder engine with 6-speed automatic transmission
Available 1.6-liter turbocharged, direct-injected engine with 7-speed EcoShift® dual-clutch transmission
Available Hyundai SmartSense™ (HSS):
– Forward Collision-Avoidance Assist with Pedestrian Detection
– Driver Attention Warning
– Lane Keeping Assist
– Blind-Spot Collision Warning
– Rear Cross-Traffic Collision Warning
– High Beam Assist
Premium technology availability:
– 8-inch navigation system
– Blue Link® Connected Car System
– Heads-up Display (with active pop-up display screen)
– Rain-sensing wipers
– Wireless device charging
Just Announced—Kona Webcast! Kona will be the featured vehicle on the next “Hyundai LIVE!” webcast, on Thursday, February 15, 2018. You won’t want to miss this in-depth look at Hyundai’s newest model. Log on to the Hyundai Learning Portal for more details and to enroll.
2018 TUCSON
For the 2018 model year, the Tucson benefits from a few key changes noted below. In addition, a new 2.4-liter Tucson Sport model will be added to the line with production starting in February.
Tucson SEL: For 2018, the SE Popular Equipment Package is renamed SEL.
New for 2018, the SEL adds a 7-inch display with Android Auto and Apple CarPlay. That means more than 90 percent of all 2018 Tucson models will have Android Auto and Apple CarPlay included.
Tucson SE Plus: The SE Plus, which was introduced mid-2017, is renamed SEL Plus.
Tucson Value: The Value trim level was introduced late in 2017, replacing the Sport trim. Contents include attractive features previously included in the Sport trim, such as proximity key entry with push-button start and Hands-free Smart Liftgate with auto open. For 2018, the Value trim now adds:
Panoramic sunroof
Dual Automatic Temperature Control with CleanAir ionizer and auto defogger
Auto-dimming inside rearview mirror and HomeLink™
Rear parking sensors
Other changes to Tucson for 2018:
Heated steering wheel included with Limited models
SiriusXM® Satellite Radio moves from SE to SEL trim level
HD Radio® added to SEL trim level and above
CD player dropped from all trim levels except SE
Tucson Sport: A new Sport model will be added to the line-up beginning with February production. It includes:
2.4-liter GDI 4-cylinder engine that delivers 181 horsepower and 175 lb.-ft. of torque
6-speed SHIFTRONIC® automatic transmission
Blind Spot Detection system
Rear Cross-Traffic Alert and Lane Change Assist
Proximity key entry with push-button start
Door handle LED approach lights
Premium front and rear fascias
Chrome-tipped dual exhaust
Side mirrors with turn signal indicators
19-inch alloy wheels mated to 245/45R19 tires
Leather-wrapped steering wheel and shift knob
Dual Automatic Temperature Control with CleanAir ionizer and auto defogger
Floor console-mounted rear air conditioning vents
You’ll find highlights, trim walk, features, specifications and competitive comparison charts on the 2018 Tucson page of HyundaiSalesTraining.com.
2018 IONIQ
The big news is that the Ioniq Plug-in Hybrid is available for the 2018 model year, adding another eco-focused model to the world’s first dedicated electrified vehicle platform.
Ioniq Plug-in Hybrid has an impressive 27 miles of all-electric range and more than 650 miles of total range for daily lifestyle flexibility.
For the 2018 model year, the Ioniq is available in three models: Hybrid, Electric, and Plug-in Hybrid. Changes include:
Paddle shifters are available on the Hybrid and are standard on Plug-in Hybrid models (the Ioniq Electric model has regenerative brake level control paddles)
Lane Departure Warning (LDW) adds the Lane Keeping Assist System (LKAS) feature
2018 ACCENT
Pricing has been announced for the 2018 Accent:
Model Transmission Suggested Retail*
Accent Sedan SE 6-speed manual $14,995
Accent Sedan SE 6-speed automatic with SHIFTRONIC
$15,995
Accent Sedan SEL 6-speed automatic with SHIFTRONIC
$17,295
Accent Sedan Limited 6-speed automatic with SHIFTRONIC
$18,895
*Not including freight charge of $885.
Highlights, trim walk, features and specifications are now available on the Accent page of HyundaiSalesTraining.com.
NEWS FROM HYUNDAI SALES TRAINING DECEMBER 2017
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Why It’s Important to Keep Working Your Auto Show Leads The auto show comes to town once a year—in some locations for a full week or more; in others, only for a long weekend. But did you know that attending an auto show can influence customers’ purchase decisions a year later?
According to the October 16, 2017, issue of Automotive News, Foresight Research surveyed 621 new-vehicle buyers in the top 25 markets who attended an auto show and were influenced by that show to purchase a car. The research showed that attending an auto show was as influential on purchases up to 12 months after the show as it was the month of the show!
The study measured the time from the auto show to the date of purchase. “We have been measuring auto shows for about 10 years and we measure 55 markets each year—about 15,000 respondents—with very detailed
questionnaires,” said Steve Bruyn, CEO of Foresight Research. “We find that auto shows are far more powerful than believed by most people in the industry.”
So don’t count out prospects you talk with at the shows after a month or so. Stay in contact—they may still be in the market for a new Hyundai a full year later.
DECEMBER 2017 CITY DATE
Indianapolis Auto Show Indianapolis, IN 12/26/17 - 1/1/18
San Diego Int’l Auto Show San Diego, CA 12/28/17 - 1/1/18
JANUARY 2018
Silicon Valley Int’l Auto Show San Jose, CA 1/4 - 1/7/18
New England Int’l Auto Show Boston, MA 1/11 - 1/15/18
Hampton Roads Int’l Auto Show Virginia Bch, VA 1/12 - 1/14/18
Utah Int’l Auto Show Sandy, UT 1/12 - 1/15/18
South Carolina Int’l Auto Show Greenville, SC 1/12 - 1/14/18
Midlands Int’l Auto Show Omaha, NE 1/18 - 1/21/18
Louisville Auto Show Louisville, KY 1/19 - 1/21/18
North American Int’l Auto Show Detroit, MI 1/20 - 1/28/18
Houston Auto Show Houston, TX 1/24 -01/28/18
St. Louis Auto Show St. Louis, MO 1/25 - 1/28/18
Pennsylvania Auto Show Harrisburg, PA 1/25 - 1/28/18
Portland Int’l Auto Show Portland, OR 1/25 - 1/28/18
Worcester Auto Show Worcester, MA 1/26 - 1/28/18
Washington Auto Show Washington, D.C. 1/26 - 2/4/18
Philadelphia Auto Show Philadelphia, PA 1/27 - 2/4/18
FEBRUARY 2018
Michigan Int’l Auto Show Grand Rapids, MI 2/1 - 2/4/18
Cincinnati Auto Expo Cincinnati, OH 2/7 - 2/11/18
Motor Trend Int’l Auto Show Baltimore, MD 2/8 - 2/11/18
Buffalo Auto Show Buffalo, NY 2/8 - 2/11/18
Northeast Int’l Auto Show Providence, RI 2/9 - 2/11/18
Chicago Auto Show Chicago, IL 2/10 - 2/19/18
DFW Auto Show in Dallas Dallas, TX 2/14 - 2/18/18
North Carolina Int’l Auto Expo Raleigh, NC 2/15 - 2/18/18
Reno Auto Show Reno, NV 2/16 - 2/18/18
Jacksonville Int’l Auto Show Jacksonville, FL 2/16 - 2/18/18
Virginia Motor Trend Int’l Auto Show
Richmond, VA 2/16 - 2/18/18
Pittsburgh Int’l Auto Show Pittsburgh, PA 2/16 - 2/19/18
Dayton Auto Show Dayton, OH 2/22 - 2/25/18
Knoxville News Sentinel Auto Show
Knoxville, TN 2/23 - 2/25/18
Cleveland Auto Show Cleveland, OH 2/23 - 3/4/18
Greater Milwaukee Auto Show Milwaukee, WI 2/24 - 3/4/18
Kansas City Auto Show Kansas City, MO 2/28 - 3/4/18
MARCH 2018
Rochester Int’l Auto Show Rochester, NY 3/1 - 3/4/18
OKC Auto Show Oklahoma City, OK
3/9 - 3/11/18
Twin Cities Auto Show Minneapolis, MN 3/10 - 3/18/18
Columbus Int’l Auto Show Columbus, OH 3/15 - 3/18/18
Atlanta Int’l Auto Show Atlanta, GA 3/21 - 3/25/18
Ft. Lauderdale Int’l Auto Show Ft. Lauderdale, FL
3/29 - 4/1/18
New York Int’l Auto Show New York, NY 3/30 - 4/8/18
APRIL 2018
Denver Auto Show Denver, CO 4/4 – 4/8/18
Alabama Auto Show Birmingham, AL 4/12 – 4/15/18
First Hawaiian Int’l Auto Show Honolulu, HI 4/13 – 4/15/18
New Mexico Int’l Auto Show Albuquerque, NM 4/13 – 4/15/18
Austin Auto Show Austin, TX 4/20 – 4/22/18
FIRST HALF 2018 AUTO SHOW CALENDAR
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Highlights from the Sonata Better Regional Walkaround Championships
By the time you read this, the National Champion of the 2018 Sonata Better National Walkaround Competition will have been crowned—and you can find the name and dealership of the winner here, on HyundaiSalesTraining.com.
We’ll have photos and an interview with the victor in next month’s Sales Edge. In the meantime, here are images from the five Regional Championships conducted last month.
South Central Regional finalists.
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SOUTH CENTRAL REGION
South Central Regional Champion Eric Renteria of Bert Ogden Harlingen Hyundai in Harlingen, Texas, in action.
CENTRAL REGION
Central Regional finalists.
Rola Aridi (center) of Fox Ann Arbor Hyundai in Ann Arbor, Michigan, wins the Central Regional Championship.
SOUTHERN REGION WESTERN REGION EASTERN REGION
Michael Warren of Bob King Hyundai in Winston-Salem, North Carolina, takes the podium after winning the Southern Regional Championship.
Robert Brummel (center) of Merced Hyundai in Merced, California, wins the Western Regional Championship.
Eastern Region General Manager John Hyland (left) congratulates Eastern Regional Champion Mike Butterfield of Shults Hyundai in Jamestown, New York.
Easier Access For Your Customers and To Your CustomersNew programs and promotions will make it easier than ever for Hyundai CPO customers to reach you—and for you to reach your customers.
All-New Hyundai CPO Website: The all-new Hyundai CPO website was launched earlier this month. The redesigned site is built with responsive design, automatically recognizing the user’s device (desktop, tablet, or mobile). This enables users to search inventory, view offers and learn about the CPO program quickly and efficiently.
All-New Hyundai Lead Process: With the Hyundai CPO site redesign, leads are now compatible with dealership CRM systems and will be transmitted in a manner similar to how new car leads from HyundaiUSA.com are distributed to dealerships.
Digital Advertising Heavy-Up: For December, enhanced Hyundai CPO digital advertising is in place to drive additional customers to shop CPO. Tactics include:
Expanded Google SEM conquest strategies (competitive used make/model search terms)
Facebook “Dynamic VDP” ads that retarget shoppers who have viewed dealership website inventory
Another Record-Setting Month for Tucson and Elantra!Total Hyundai sales for November were at 55,435 units, and these were the highlights:
Best November ever for Hyundai SUV sales
Tucson sales were up 51 percent to 11,532 units
Elantra sales were up 21 percent to 19,060 units—making it Hyundai’s #1 selling model for November
“Our impressive SUV run continues as we’ve set monthly sales records in eight months this year, a result of our versatile lineup of Tucson, Santa Fe and Santa Fe Sport,” said John Angevine, director of national sales for Hyundai Motor America. “Year to date, Hyundai SUV sales are up 11 percent, significantly outpacing the industry. Not to be lost in the SUV-focused market, Elantra sold more than 19,000 units, the best-ever November result for that model.”
November 2017 CPO Sales: For the month of November, 6,673 Hyundai Certified Pre-Owned vehicles were sold. Year to date, 763 Hyundai dealers have sold 78,063 CPO units.
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KONA
ELECTRIC
FUEL CELL
DIESEL
2019
A-SEGMENT CUV
MIDSIZE CUV
20202018
Eight CUVs on the WayLooking to the future, by 2020, Hyundai will debut eight new or re-engineered crossover utility vehicles (CUVs) in the U.S.
Beginning with the launch of the Kona in the first quarter of 2018, this new lineup will encompass models from the A-segment size (entry level) class all the way up to the eight-passenger midsize class.
Hyundai also will showcase its latest gasoline engine, diesel engine, hydrogen fuel cell and battery electric technologies in these vehicles.
“Very soon, we are going to have the most diverse CUV powertrain lineup in the industry,” said Mike O’Brien, vice president, corporate, product and digital planning, Hyundai Motor America. “The Kona is only the beginning of our product revolution for Hyundai. These vehicles are aimed squarely at the sales leaders in each segment and will emphasize Hyundai’s continued focus on sustainability and efficiency without compromising performance.”
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 November:
TWENTY-FIFTH ANNIVERSARIESNathan Nazari, St. Charles Hyundai, St. Peters, MOBrian Wailewski, Dean Patterson Hyundai, Altoona, PA
Peter Denbroeder, Pugi Hyundai, Downers Grove, ILThomas Fascetti, Dean Team Hyundai, Ballwin, MORichard Fink, Homer Skelton Hyundai, Olive Branch, MSChris Foust, Sunbury Motors Hyundai, Sunbury, PAJustin Hoagland, Red Hoagland Hyundai, Winter Haven, FLYakila Hollins, Round Rock Hyundai, Round Rock, TXDaniel Holman, Phil Long Hyundai of Motor City, Colorado Springs, COJimmie McCloud, Hyundai of New Bern, New Bern, NCKyle Smith, Hyundai of Turnersville, Turnersville, NJWilliam Suchocki, Hyundai of New Port Richey, New Port Richey, FL
MORE HEADLINES ON HYUNDAISALESTRAINING.COM
You can keep up with the latest Hyundai news at HyundaiSalesTraining.com. Here are links to the most recent additions:
Who Won the Sonata Better National Walkaround Competition? Find out here!
All-New “Dare to Compare” Competitive Comparison Charts for 2018 Accent, Elantra, Elantra GT, Sonata and Tucson (click on the Comparison tab)
Top Difficult-to-Understand Features for Every Hyundai Model
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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More Awards for 2018 Hyundai ModelsMultiple 2018 Hyundai models have been recognized for their excellence recently, giving your customers even more compelling reasons to choose a Hyundai over the competition.
IIHS Top Safety Pick: The Insurance Institute for Highway Safety has named five 2018 Hyundai models as “Top Safety Picks” for earning Good ratings in the driver-side small overlap front, moderate overlap front, side, roof strength and head restraint tests, Advanced or Superior ratings for front crash prevention, and an Acceptable or Good headlight rating. All models must be equipped with optional front crash protection and specific headlights.
2018 Elantra Limited with Ultimate Package
2018 Ioniq Hybrid Limited with Ultimate Package
2018 Sonata Limited with Ultimate Package and Limited 2.0T
2018 Tucson Limited with Ultimate Package
IIHS Top Safety Pick+: The 2018 Santa Fe SE Ultimate with Technology Package and Santa Fe Limited Ultimate with Technology Package have earned the IIHS’s highest honor, “Top Safety Pick+.” Beyond meeting the requirements for Top Safety Pick, the “plus” designation means a vehicle also earned an Acceptable or Good rating in the passenger-side small overlap front test and a Good headlight rating.
The two Santa Fe models join the already-announced 2018 Elantra GT Sport with Technology Package and the 2018 Santa Fe Sport 2.0T Ultimate with Technology Package as “Top Safety Pick+” winners.
“Ruedas ESPN” Awards: The leading Spanish-language automotive radio show in the United States, “Ruedas ESPN,” named the 2018 Hyundai Sonata “Best Midsize Sedan” and the 2018 Elantra GT “Best Hatchback during ceremonies at the 2017 Los Angeles Auto Show.
“Ruedas ESPN” director and host Jaime Florez said, “Hyundai continues to deliver an appealing combination of bold design, comfort, functionality and advanced safety technologies. The 2018 Sonata and Elantra GT offer competitive safety features which are important to Hispanic consumers.”
“Ruedas ESPN” is broadcast live on ESPN Deportes Radio as well as on SiriusXM Satellite Radio.
Your customer, Malcolm Dudley, prides himself on being a “grumpy old man.” He can be grouchy, but he doesn’t play any games. He lays it on the line:
“I’m looking at the Sonata and the Accord. I’m gonna lease the car for three years. I have a lifetime auto-club membership. I’m too old to figure out Blue Link. And money is no object. So save your breath about warranty, roadside assistance, telematics and price.
“But give me three other good reasons why I should buy the Sonata instead of the Accord.”
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 2, 2018. Winners of Challenge #19 will appear in the next issue.
First Place ($100): “I’d remind Rod that his request runs beyond our dealership hours, and ask him if he has an earlier dinner break we could schedule around. I’d even offer to buy his meal while we were out on the drive. If that wasn’t feasible, I’d ask for approval to take the car at 8:00, and show Rod we’re willing to go above and beyond to earn his business. Bringing a Sonata SEL would allow me to highlight Blue Link, and discuss stolen vehicle recovery—something to give Rod a little peace of mind, knowing where he works and parks.”
—Ryan Fox, Sansone’s Route 1 Hyundai, Avenel, NJ
WHAT WOULD YOU DO? #18THE OFF-SITE (AND POSSIBLY OFF-BASE) TEST DRIVE
Last month, we wondered what you’d do if asked by Rod, a phone up, to conduct a late-night, off-site test drive at his workplace, located in a sketchy part of town.
We expected entries that focused on ways to tell the customer no or keep the sales consultant safe. But only one reader recognized that, hey, the customer is in a bad part of town too—and here’s how the Hyundai product can help. You can read his winning answer below.
CONTESTS
NEWS FROM HYUNDAI SALES TRAINING DECEMBER 2017
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Congratulations to last month’s winners.
CENTRAL REGION—Charlie Pudlo, Elder Hyundai, Macomb, MI
EASTERN REGION —Andrew Sanfilippo, #1 Cochran Hyundai of Monroeville, Monroeville, PA
SOUTH CENTRAL REGION—Guadalupe Sanchez, World Car Hyundai South, San Antonio, TX
SOUTHERN REGION —No winning entries received
WESTERN REGION—Preston Acuff, ABC Hyundai, Las Vegas, NV
To see the answers to last month’s “Scavenger Hunt,” click on this link to go to our new Contest Results page.
SCAVENGER HUNT #18
SCAVENGER HUNT #19You’ll find all-new “Dare to Compare” comparison charts on HyundaiSalesTraining.com that will give you all the details about the 2018 Accent, Elantra, Elantra GT, Sonata and Tucson as well as their top competitors (click on the Comparison tab). And you’ll need to familiarize yourself with those charts in order to do well in this month’s “Scavenger Hunt.” Your 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 earn $50 loaded to the winner’s STAR Rewards card.
Submission deadline is Tuesday, January 2, 2018. Good luck!
1. Only one listed competitor to the 2018 Accent SE offers an engine with gasoline direct injection. Which one?
2. The 2018 Sonata Sport 2.0T features standard 18-inch alloy wheels. What size wheels are standard on the 2018 Honda Accord EX-L 2.0T?
3. The 2018 Elantra GT Sport features standard LED headlights. Only one of the listed competitors offers LED headlights at all, and they’re optional. Which competitor?
4. The 2018 Elantra SEL features a standard rearview camera that comes with what feature not found on any of the listed competitors?
5. Which 2018 Tucson SEL competitor(s), if any, offer(s) YES Essentials® seating surfaces?
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.
