What's in this issue:

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COVER STORY:
Selling National Accounts
With a little help from their friends, independents today are picking up business that once was almost exclusively in the hands of the big guys...

EDITORIAL:
Two Must-Read Articles This Month
If you read nothing else this month, find time for Bill Kuhn's article on planning and our look at the lessons learned by one independent when a fire hit his dealership...

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FEATURE STORIES:

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The Winner's Circle
We salute some of the outstanding independents who are making headlines with special awards, expansion moves and more...

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Secrets of Success: Porter's Office Products
Want to learn more about Blue Cow service? This is the place!...

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News This Month
A look at recent trends and developments of interest to the dealer community in the industry at large...

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NOPA News
The trade association for independent dealers and their business partners has new officers and board members for 2012...

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Your Long-Term View is Critical If You Expect Success 
Encouraging as it might be to see the overall business climate improving, there's real cause for concern about many independents' failure to take a long-term view of their business and plan for a future beyond the next sale, says Bill Kuhn...

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Stop Giving Away Margin
Too many independents take the path of least resistance when it comes to pricing and end up giving away precious margin dollars when there are far better ways to go to market, says Rick Marlette...

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How to Make Training Work
Almost any sales trainer can, and will, generate ROI for your company, says Troy Harrison but there's a lot both managers and salespeople can do to help make the most of what they offer...