/***********************************
July/August 2023 Issue of Dealer Magazine
***********************************/

    /*paragraphs*/

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    /*headers*/

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        }

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/***********************************
DD Commentary
***********************************/

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           margin-bottom: 10px;
           line-height: 1em;
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/***********************************
Automotive Mastermind
***********************************/

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    /*links*/

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        .automotive_mastermind .column h6 {
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/***********************************
Contents
***********************************/

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           line-height: 1em;
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/***********************************
Digital Dealer Team
***********************************/

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           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 30px;
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        }

/***********************************
Unleashing the Full Potential of Street Purchases - A Game-Changing Strategy for Car Dealerships
***********************************/

    /*paragraphs*/

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           margin-top: 15px;
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           font-size: 60px;
           float: left;
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        }

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        }

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           margin-top: 20px;
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           text-align: left;
           margin-top: 30px;
           margin-right: 10px;
           margin-left: 10px;
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/***********************************
Flick Fusion
***********************************/

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        }

/***********************************
4 Ways to Reignite Sales Through the Service Drive
***********************************/

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           font-weight: 700;
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           text-indent: 0px;
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           margin-left: 0px;
           margin-bottom: 30px;
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           font-size: 14px;
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           color: #363942;
        }

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           text-indent: 0px;
           text-align: left;
           margin-bottom: 5px;
           line-height: 1.3em;
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        }

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           margin-left: 0px;
           margin-bottom: 5px;
           line-height: 1.2em;
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           padding-bottom: 5px;
        }

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        }

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           text-indent: 0px;
           margin-top: 10px;
           line-height: 1.3em;
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           font-family: "open-sans",sans-serif;
        }

        ._4_ways_to_reignite_sales_thr .column p.BIO {
           text-indent: 0px;
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        ._4_ways_to_reignite_sales_thr .column p.track {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1em;
           font-weight: 700;
           font-size: 30px;
           font-family: "open-sans",sans-serif;
           color: #86949e;
           margin-bottom: 8px;
           text-transform: uppercase;
           letter-spacing: 2px;
        }

        ._4_ways_to_reignite_sales_thr .column p.Sources {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 10px;
           margin-left: 10px;
           line-height: 1.6em;
           font-size: 8px;
           font-family: "open-sans",sans-serif;
        }

        ._4_ways_to_reignite_sales_thr .column p.SidebarBodytext {
           font-style: italic;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        ._4_ways_to_reignite_sales_thr .column p.FirstParagraph {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           padding-top: 3px;
        }

        ._4_ways_to_reignite_sales_thr .column p {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           padding-bottom: 6px;
        }

        ._4_ways_to_reignite_sales_thr .column p.last2 {
           text-indent: 18px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 6px;
        }

    /*links*/

        ._4_ways_to_reignite_sales_thr .column a.BlackText {
           color: #000000;
        }

        ._4_ways_to_reignite_sales_thr .column a {
        }

    /*inlines*/

        ._4_ways_to_reignite_sales_thr .column .default-drop-cap {
           margin-top: 15px;
           margin-right: 2px;
           line-height: .3em;
           font-weight: 400;
           font-size: 60px;
           float: left;
        }

    /*headers*/

        ._4_ways_to_reignite_sales_thr .column h6 {
        }

        ._4_ways_to_reignite_sales_thr .column h5 {
        }

        ._4_ways_to_reignite_sales_thr .column h4 {
        }

        ._4_ways_to_reignite_sales_thr .column h3 {
        }

        ._4_ways_to_reignite_sales_thr .column h2 {
           margin-top: 20px;
           line-height: 1em;
           font-weight: 700;
           font-size: 15px;
           font-family: "quatro-slab",serif;
        }

        ._4_ways_to_reignite_sales_thr .column h1 {
           text-align: left;
           margin-top: 30px;
           margin-right: 10px;
           margin-left: 10px;
           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 30px;
           font-family: "quatro-slab",serif;
        }

    /*lists*/

        ._4_ways_to_reignite_sales_thr .column .dotted {
           list-style-type: disc;
           line-height: 1.8em;
           margin-right: 0px;
           margin-left: 0px;
           margin-top: 5px;
           margin-bottom: 5px;
           font-family: "open-sans",sans-serif;
           list-style-image: none;
        }

/***********************************
Auto Retail Trends, Top Strategies, & Tech at Digital Dealer Las Vegas 2023
***********************************/

    /*lists*/

        .auto_retail_trends_top_strate .column .numbers {
           padding-left: 40px;
           line-height: 1.8em;
           text-indent: 0px;
           font-family: "open-sans",sans-serif;
           margin-left: 0px;
           margin-top: 5px;
           font-size: 16px;
           list-style-type: disc;
           list-style-image: none;
        }

    /*paragraphs*/

        .auto_retail_trends_top_strate .column p.CAPletter {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.p1 {
           color: #454545;
        }

        .auto_retail_trends_top_strate .column p.ByLine {
           text-indent: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.LastParagraph {
           text-indent: 16px;
           margin-right: 0px;
           margin-left: 0px;
           margin-bottom: 10px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.Deck {
           text-indent: 0px;
           text-align: center;
           margin-bottom: 15px;
           line-height: 1.3em;
           font-weight: 600;
           font-style: italic;
           font-size: 20px;
           font-family: "quatro-slab",serif;
        }

        .auto_retail_trends_top_strate .column p.Subhead {
           text-indent: 0px;
           margin-top: 17px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.2em;
           font-weight: 700;
           font-size: 18px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.photocaption {
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.Bylinebold {
           text-indent: 0px;
           margin-top: 10px;
           line-height: 1.3em;
           font-weight: 600;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.BIO {
           margin-top: 10px;
           text-indent: 0px;
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.Sources {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 10px;
           margin-left: 10px;
           line-height: 1.6em;
           font-size: 8px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.SidebarBodytext {
           font-style: italic;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.CAPTION {
           text-indent: 0px;
           text-align: left;
           padding-bottom: 25px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 10px;
           font-family: "open-sans",sans-serif;
        }

        .auto_retail_trends_top_strate .column p.FirstParagraph {
           padding-bottom: 10px;
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 0px;
        }

        .auto_retail_trends_top_strate .column p {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           padding-bottom: 4px;
           margin-bottom: 10px;
        }

        .auto_retail_trends_top_strate .column p.FIRSTPARAGRAPH-Bottomspace {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 10px;
        }

        .auto_retail_trends_top_strate .column p.Subhead1 {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 20px;
           font-family: "open-sans",sans-serif;
           padding-bottom: 4px;
           margin-bottom: 10px;
        }

    /*links*/

        .auto_retail_trends_top_strate .column a.BlackText {
           color: #000000;
        }

        .auto_retail_trends_top_strate .column a {
        }

    /*inlines*/

        .auto_retail_trends_top_strate .column .default-drop-cap {
           font-family: "quatro-slab",serif;
           margin-top: 15px;
           margin-right: 2px;
           line-height: 0.45em;
           font-weight: 600;
           font-size: 60px;
           float: left;
        }

    /*headers*/

        .auto_retail_trends_top_strate .column h6 {
        }

        .auto_retail_trends_top_strate .column h5 {
        }

        .auto_retail_trends_top_strate .column h4 {
        }

        .auto_retail_trends_top_strate .column h3 {
        }

        .auto_retail_trends_top_strate .column h2 {
           text-align: center;
           margin-top: 20px;
           line-height: 1em;
           font-weight: 700;
           font-size: 19px;
           font-family: "quatro-slab",serif;
           padding-bottom: 0px;
           margin-bottom: 19px;
        }

        .auto_retail_trends_top_strate .column h1 {
           text-align: center;
           margin-top: 0px;
           margin-right: 10px;
           margin-left: 10px;
           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 32px;
           font-family: "quatro-slab",serif;
        }

/***********************************
The Roadmap to a Smooth Ride: Navigating Obstacles in Auto Dealership Succession Planning
***********************************/

    /*lists*/

        .the_roadmap_to_a_smooth_ride_ .column .numbers {
           margin-left: 30px;
           margin-bottom: 5px;
           margin-top: 5px;
           line-height: 1.8em;
           font-family: "open-sans",sans-serif;
           list-style-image: none;
        }

        .the_roadmap_to_a_smooth_ride_ .column .Dotted {
           list-style-type: disc;
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           line-height: 1.8em;
           margin-top: 5px;
           list-style-image: none;
        }

    /*headers*/

        .the_roadmap_to_a_smooth_ride_ .column h1 {
           font-family: "quatro-slab",serif;
           font-size: 30px;
           font-weight: 600;
           line-height: 1em;
           margin-bottom: 10px;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 30px;
           text-align: left;
        }

        .the_roadmap_to_a_smooth_ride_ .column h2 {
           font-family: "quatro-slab",serif;
           font-size: 15px;
           font-weight: 700;
           line-height: 1em;
           margin-top: 20px;
        }

        .the_roadmap_to_a_smooth_ride_ .column h3 {
        }

        .the_roadmap_to_a_smooth_ride_ .column h4 {
        }

        .the_roadmap_to_a_smooth_ride_ .column h5 {
        }

        .the_roadmap_to_a_smooth_ride_ .column h6 {
        }

    /*inlines*/

        .the_roadmap_to_a_smooth_ride_ .column .default-drop-cap {
           float: left;
           font-size: 60px;
           font-weight: 600;
           line-height: 0.4em;
           margin-right: 3px;
           margin-top: 15px;
           font-family: "quatro-slab",serif;
           color: #0070ba;
        }

    /*links*/

        .the_roadmap_to_a_smooth_ride_ .column a {
        }

        .the_roadmap_to_a_smooth_ride_ .column a.BlackText {
           color: #000000;
        }

    /*paragraphs*/

        .the_roadmap_to_a_smooth_ride_ .column p {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           padding-top: 4px;
           padding-bottom: 4px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.FirstParagraph {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.SidebarBodytext {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           font-style: italic;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.Sources {
           font-family: "open-sans",sans-serif;
           font-size: 8px;
           line-height: 1.6em;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.BIO {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.Bylinebold {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           font-weight: 600;
           line-height: 1.3em;
           margin-top: 10px;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.photocaption {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.Subhead {
           font-family: "open-sans",sans-serif;
           font-size: 20px;
           font-weight: 700;
           line-height: 1.2em;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.Deck {
           font-family: "quatro-slab",serif;
           font-size: 20px;
           font-style: italic;
           font-weight: 600;
           line-height: 1.3em;
           margin-bottom: 15px;
           text-align: center;
           text-indent: 0px;
        }

        .the_roadmap_to_a_smooth_ride_ .column p.ByLine {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           letter-spacing: 0px;
           line-height: 1.3em;
           text-indent: 0px;
        }

/***********************************
Interview with Summit Toyota
***********************************/

    /*lists*/

        .interview_with_summit_toyota .column .dotted {
           font-family: "open-sans",sans-serif;
           list-style-type: disc;
           margin-bottom: 5px;
           margin-top: 5px;
           line-height: 1.8em;
           list-style-image: none;
        }

    /*paragraphs*/

        .interview_with_summit_toyota .column p.ByLine {
           text-indent: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.Deck {
           text-indent: 0px;
           text-align: center;
           margin-bottom: 15px;
           line-height: 1.3em;
           font-weight: 600;
           font-style: italic;
           font-size: 20px;
           font-family: "quatro-slab",serif;
        }

        .interview_with_summit_toyota .column p.Subhead {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.2em;
           font-weight: 700;
           font-size: 18px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.photocaption {
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.Bylinebold {
           text-indent: 0px;
           margin-top: 10px;
           line-height: 1.3em;
           font-weight: 600;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.BIO {
           text-indent: 16px;
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.Sources {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 10px;
           margin-left: 10px;
           line-height: 1.6em;
           font-size: 8px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.SidebarBodytext {
           font-style: italic;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p.CAPTION {
           text-indent: 0px;
           text-align: right;
           padding-bottom: 25px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 10px;
           font-family: "open-sans",sans-serif;
        }

        .interview_with_summit_toyota .column p {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 0px;
           margin-top: 0px;
           padding-bottom: 2px;
           padding-top: 4px;
        }

        .interview_with_summit_toyota .column p.CoverStoryQuestion {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 0px;
           margin-top: 0px;
           padding-bottom: 0px;
           padding-top: 8px;
        }

        .interview_with_summit_toyota .column p.Introlastparagraph {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           margin-bottom: 0px;
           margin-top: 0px;
           padding-bottom: 9px;
           padding-top: 4px;
        }

    /*links*/

        .interview_with_summit_toyota .column a.BlackText {
           color: #000000;
        }

        .interview_with_summit_toyota .column a {
        }

    /*inlines*/

        .interview_with_summit_toyota .column .default-drop-cap {
           margin-top: 15px;
           margin-right: 2px;
           line-height: .3em;
           font-weight: 400;
           font-size: 60px;
           float: left;
        }

    /*headers*/

        .interview_with_summit_toyota .column h6 {
        }

        .interview_with_summit_toyota .column h5 {
        }

        .interview_with_summit_toyota .column h4 {
        }

        .interview_with_summit_toyota .column h3 {
        }

        .interview_with_summit_toyota .column h2 {
           text-align: center;
           margin-top: 20px;
           line-height: 1em;
           font-weight: 700;
           font-size: 15px;
           font-family: "quatro-slab",serif;
        }

        .interview_with_summit_toyota .column h1 {
           text-align: center;
           margin-top: 0px;
           margin-right: 10px;
           margin-left: 10px;
           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 30px;
           font-family: "quatro-slab",serif;
        }

/***********************************
How Dealers Can Comply with FTC Encryption Mandates-- and Deter More AI-based Email Threats
***********************************/

    /*lists*/

        .how_dealers_can_comply_with_f .column .dotted {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           margin-top: 5px;
           margin-left: 0px;
           margin-right: 0px;
           line-height: 1.8em;
           list-style-type: disc;
           list-style-image: none;
        }

    /*headers*/

        .how_dealers_can_comply_with_f .column h1 {
           font-family: "quatro-slab",serif;
           font-size: 30px;
           font-weight: 600;
           line-height: 1em;
           margin-bottom: 10px;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 30px;
           text-align: left;
        }

        .how_dealers_can_comply_with_f .column h2 {
           font-family: "quatro-slab",serif;
           font-size: 15px;
           font-weight: 700;
           line-height: 1em;
           margin-top: 20px;
        }

        .how_dealers_can_comply_with_f .column h3 {
        }

        .how_dealers_can_comply_with_f .column h4 {
        }

        .how_dealers_can_comply_with_f .column h5 {
        }

        .how_dealers_can_comply_with_f .column h6 {
        }

    /*inlines*/

        .how_dealers_can_comply_with_f .column .default-drop-cap {
           float: left;
           font-size: 60px;
           font-weight: 400;
           line-height: .3em;
           margin-right: 2px;
           margin-top: 15px;
        }

    /*links*/

        .how_dealers_can_comply_with_f .column a {
        }

        .how_dealers_can_comply_with_f .column a.BlackText {
           color: #000000;
        }

    /*paragraphs*/

        .how_dealers_can_comply_with_f .column p.last2 {
           margin-bottom: 6px;
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 18px;
        }

        .how_dealers_can_comply_with_f .column p {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           padding-bottom: 4px;
        }

        .how_dealers_can_comply_with_f .column p.FirstParagraph {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.SidebarBodytext {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           font-style: italic;
        }

        .how_dealers_can_comply_with_f .column p.Sources {
           font-family: "open-sans",sans-serif;
           font-size: 8px;
           line-height: 1.6em;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.track {
           letter-spacing: 2px;
           text-transform: uppercase;
           margin-bottom: 8px;
           color: #86949e;
           font-family: "open-sans",sans-serif;
           font-size: 30px;
           font-weight: 700;
           line-height: 1em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.BIO {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.Bylinebold {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           font-weight: 600;
           line-height: 1.3em;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.photocaption {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
        }

        .how_dealers_can_comply_with_f .column p.Subhead {
           color: #000000;
           font-family: "open-sans",sans-serif;
           font-size: 20px;
           font-weight: 700;
           line-height: 1.2em;
           margin-bottom: 5px;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.Deck {
           font-family: "quatro-slab",serif;
           font-size: 16px;
           font-style: italic;
           font-weight: 600;
           line-height: 1.3em;
           margin-bottom: 5px;
           text-align: left;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.TOCBYLINE {
           color: #363942;
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           line-height: 1.3em;
           margin-bottom: 30px;
           margin-left: 0px;
           margin-right: 0px;
           padding-bottom: 0px;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.ByLine {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           letter-spacing: 0px;
           line-height: 1.3em;
           text-indent: 0px;
        }

        .how_dealers_can_comply_with_f .column p.Subheadsmall {
           font-family: "open-sans",sans-serif;
           font-size: 18px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           font-weight: 700;
           margin-top: 10px;
        }

/***********************************
If the Tail is Wagging the Dog, Then Why Not Focus on the Tail?
***********************************/

    /*lists*/

        .if_the_tail_is_wagging_the_do .column .realdots {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           margin-top: 5px;
           line-height: 1.8em;
           list-style-type: disc;
           list-style-image: none;
        }

        .if_the_tail_is_wagging_the_do .column .Dotted {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           line-height: 1.8em;
           margin-top: 5px;
           list-style-image: none;
        }

    /*headers*/

        .if_the_tail_is_wagging_the_do .column h1 {
           font-family: "quatro-slab",serif;
           font-size: 30px;
           font-weight: 600;
           line-height: 1em;
           margin-bottom: 10px;
           margin-left: 0px;
           margin-right: 10px;
           margin-top: 30px;
           text-align: left;
        }

        .if_the_tail_is_wagging_the_do .column h2 {
           font-family: "quatro-slab",serif;
           font-size: 15px;
           font-weight: 700;
           line-height: 1em;
           margin-top: 20px;
        }

        .if_the_tail_is_wagging_the_do .column h3 {
        }

        .if_the_tail_is_wagging_the_do .column h4 {
        }

        .if_the_tail_is_wagging_the_do .column h5 {
        }

        .if_the_tail_is_wagging_the_do .column h6 {
        }

    /*inlines*/

        .if_the_tail_is_wagging_the_do .column .default-drop-cap {
           font-family: "quatro-slab",serif;
           color: #c72026;
           float: left;
           font-size: 60px;
           font-weight: 600;
           line-height: 0.4em;
           margin-right: 3px;
           margin-top: 15px;
        }

    /*links*/

        .if_the_tail_is_wagging_the_do .column a {
        }

        .if_the_tail_is_wagging_the_do .column a.BlackText {
           color: #000000;
        }

    /*paragraphs*/

        .if_the_tail_is_wagging_the_do .column p {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           padding-top: 4px;
           padding-bottom: 4px;
        }

        .if_the_tail_is_wagging_the_do .column p.FirstParagraph {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.SidebarBodytext {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           font-style: italic;
        }

        .if_the_tail_is_wagging_the_do .column p.Sources {
           font-family: "open-sans",sans-serif;
           font-size: 8px;
           line-height: 1.6em;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.BIO {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.Bylinebold {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           font-weight: 600;
           line-height: 1.3em;
           margin-top: 10px;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.photocaption {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
        }

        .if_the_tail_is_wagging_the_do .column p.Subhead {
           font-family: "open-sans",sans-serif;
           font-size: 18px;
           font-weight: 700;
           line-height: 1.2em;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.Deck {
           font-family: "quatro-slab",serif;
           font-size: 20px;
           font-style: italic;
           font-weight: 600;
           line-height: 1.3em;
           margin-bottom: 15px;
           text-align: center;
           text-indent: 0px;
        }

        .if_the_tail_is_wagging_the_do .column p.ByLine {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           letter-spacing: 0px;
           line-height: 1.3em;
           text-indent: 0px;
        }

/***********************************
EV Sales Crashing Hard - The Big Lie
***********************************/

    /*paragraphs*/

        .ev_sales_crashing_hard_the_bi .column p.ByLine {
           text-indent: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
           margin-top: 10px;
        }

        .ev_sales_crashing_hard_the_bi .column p.Deck {
           text-indent: 0px;
           text-align: center;
           margin-bottom: 15px;
           line-height: 1.3em;
           font-weight: 600;
           font-style: italic;
           font-size: 20px;
           font-family: "quatro-slab",serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.Subhead {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.2em;
           font-weight: 700;
           font-size: 18px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.photocaption {
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.Bylinebold {
           text-indent: 0px;
           margin-top: 10px;
           line-height: 1.3em;
           font-weight: 600;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.BIO {
           text-indent: 0px;
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.Sources {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 10px;
           margin-left: 10px;
           line-height: 1em;
           font-size: 10px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.SidebarBodytext {
           font-style: italic;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p.FirstParagraph {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .ev_sales_crashing_hard_the_bi .column p {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           padding-bottom: 4px;
        }

    /*links*/

        .ev_sales_crashing_hard_the_bi .column a.BlackText {
           color: #000000;
        }

        .ev_sales_crashing_hard_the_bi .column a {
        }

    /*inlines*/

        .ev_sales_crashing_hard_the_bi .column .default-drop-cap {
           margin-top: 15px;
           margin-right: 2px;
           line-height: .3em;
           font-weight: 400;
           font-size: 60px;
           float: left;
        }

    /*headers*/

        .ev_sales_crashing_hard_the_bi .column h6 {
        }

        .ev_sales_crashing_hard_the_bi .column h5 {
        }

        .ev_sales_crashing_hard_the_bi .column h4 {
        }

        .ev_sales_crashing_hard_the_bi .column h3 {
        }

        .ev_sales_crashing_hard_the_bi .column h2 {
           margin-top: 20px;
           line-height: 1em;
           font-weight: 700;
           font-size: 15px;
           font-family: "quatro-slab",serif;
        }

        .ev_sales_crashing_hard_the_bi .column h1 {
           text-align: left;
           margin-top: 30px;
           margin-right: 0px;
           margin-left: 0px;
           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 30px;
           font-family: "quatro-slab",serif;
        }

    /*lists*/

        .ev_sales_crashing_hard_the_bi .column .Dotted {
           margin-top: 5px;
           line-height: 1.8em;
           margin-bottom: 5px;
           font-family: "open-sans",sans-serif;
           list-style-image: none;
        }

/***********************************
A Shopper Asking Questions Means Your Dealership Is in the Running- Don’t Blow It
***********************************/

    /*lists*/

        .a_shopper_asking_questions_me .column .realdots {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           margin-top: 5px;
           line-height: 1.8em;
           list-style-type: disc;
           list-style-image: none;
        }

        .a_shopper_asking_questions_me .column .Dotted {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           line-height: 1.8em;
           margin-top: 5px;
           list-style-image: none;
        }

    /*headers*/

        .a_shopper_asking_questions_me .column h1 {
           font-family: "quatro-slab",serif;
           font-size: 30px;
           font-weight: 600;
           line-height: 1em;
           margin-bottom: 10px;
           margin-left: 0px;
           margin-right: 10px;
           margin-top: 30px;
           text-align: left;
        }

        .a_shopper_asking_questions_me .column h2 {
           font-family: "quatro-slab",serif;
           font-size: 15px;
           font-weight: 700;
           line-height: 1em;
           margin-top: 20px;
        }

        .a_shopper_asking_questions_me .column h3 {
        }

        .a_shopper_asking_questions_me .column h4 {
        }

        .a_shopper_asking_questions_me .column h5 {
        }

        .a_shopper_asking_questions_me .column h6 {
        }

    /*inlines*/

        .a_shopper_asking_questions_me .column .paragraphstyle {
           line-height: 1.8em;
           font-family: "open-sans",sans-serif;
        }

        .a_shopper_asking_questions_me .column .default-drop-cap {
           color: #203e77;
           font-family: "quatro-slab",serif;
           float: left;
           font-size: 60px;
           font-weight: 600;
           line-height: 0.4em;
           margin-right: 3px;
           margin-top: 15px;
        }

    /*links*/

        .a_shopper_asking_questions_me .column a {
        }

        .a_shopper_asking_questions_me .column a.BlackText {
           color: #000000;
        }

    /*paragraphs*/

        .a_shopper_asking_questions_me .column p {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           padding-bottom: 4px;
           padding-top: 4px;
        }

        .a_shopper_asking_questions_me .column p.FirstParagraph {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.SidebarBodytext {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           font-style: italic;
        }

        .a_shopper_asking_questions_me .column p.Sources {
           font-family: "open-sans",sans-serif;
           font-size: 8px;
           line-height: 1.6em;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.BIO {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.Bylinebold {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           font-weight: 600;
           line-height: 1.3em;
           margin-top: 10px;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.photocaption {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
        }

        .a_shopper_asking_questions_me .column p.Subhead {
           font-family: "open-sans",sans-serif;
           font-size: 18px;
           font-weight: 700;
           line-height: 1.2em;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.Deck {
           font-family: "quatro-slab",serif;
           font-size: 20px;
           font-style: italic;
           font-weight: 600;
           line-height: 1.3em;
           margin-bottom: 15px;
           text-align: left;
           text-indent: 0px;
        }

        .a_shopper_asking_questions_me .column p.ByLine {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           letter-spacing: 0px;
           line-height: 1.3em;
           text-indent: 0px;
        }

/***********************************
Ziegler
***********************************/

    /*paragraphs*/

        .ziegler .column p {
        }

    /*inlines*/

        .ziegler .column .default-drop-cap {
           float: left;
           font-weight: 400;
           margin-top: 15px;
           margin-right: 2px;
           font-size: 60px;
           line-height: .3em;
        }

    /*links*/

        .ziegler .column a {
        }

    /*headers*/

        .ziegler .column h1 {
        }

        .ziegler .column h2 {
        }

        .ziegler .column h3 {
        }

        .ziegler .column h4 {
        }

        .ziegler .column h5 {
        }

        .ziegler .column h6 {
        }

/***********************************
Digital Dealer Webinars
***********************************/

    /*paragraphs*/

        .digital_dealer_webinars .column p {
        }

    /*inlines*/

        .digital_dealer_webinars .column .default-drop-cap {
           float: left;
           font-weight: 400;
           margin-top: 15px;
           margin-right: 2px;
           font-size: 60px;
           line-height: .3em;
        }

    /*links*/

        .digital_dealer_webinars .column a {
        }

    /*headers*/

        .digital_dealer_webinars .column h1 {
        }

        .digital_dealer_webinars .column h2 {
        }

        .digital_dealer_webinars .column h3 {
        }

        .digital_dealer_webinars .column h4 {
        }

        .digital_dealer_webinars .column h5 {
        }

        .digital_dealer_webinars .column h6 {
        }

/***********************************
How to Use Videos for Sales Prospecting
***********************************/

    /*lists*/

        .how_to_use_videos_for_sales_p .column .dotted {
           font-family: "open-sans",sans-serif;
           margin-bottom: 5px;
           margin-top: 5px;
           margin-left: 0px;
           margin-right: 0px;
           line-height: 1.8em;
           list-style-type: disc;
           list-style-image: none;
        }

    /*headers*/

        .how_to_use_videos_for_sales_p .column h1 {
           font-family: "quatro-slab",serif;
           font-size: 30px;
           font-weight: 600;
           line-height: 1em;
           margin-bottom: 10px;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 30px;
           text-align: left;
        }

        .how_to_use_videos_for_sales_p .column h2 {
           font-family: "quatro-slab",serif;
           font-size: 15px;
           font-weight: 700;
           line-height: 1em;
           margin-top: 20px;
        }

        .how_to_use_videos_for_sales_p .column h3 {
        }

        .how_to_use_videos_for_sales_p .column h4 {
        }

        .how_to_use_videos_for_sales_p .column h5 {
        }

        .how_to_use_videos_for_sales_p .column h6 {
        }

    /*inlines*/

        .how_to_use_videos_for_sales_p .column .default-drop-cap {
           float: left;
           font-size: 60px;
           font-weight: 400;
           line-height: .3em;
           margin-right: 2px;
           margin-top: 15px;
        }

    /*links*/

        .how_to_use_videos_for_sales_p .column a {
        }

        .how_to_use_videos_for_sales_p .column a.BlackText {
           color: #000000;
        }

    /*paragraphs*/

        .how_to_use_videos_for_sales_p .column p.last2 {
           margin-bottom: 6px;
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 18px;
        }

        .how_to_use_videos_for_sales_p .column p {
           padding-bottom: 6px;
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.FirstParagraph {
           padding-top: 3px;
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.SidebarBodytext {
           font-family: "open-sans",sans-serif;
           font-size: 16px;
           font-style: italic;
        }

        .how_to_use_videos_for_sales_p .column p.Sources {
           font-family: "open-sans",sans-serif;
           font-size: 8px;
           line-height: 1.6em;
           margin-left: 10px;
           margin-right: 10px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.track {
           letter-spacing: 2px;
           text-transform: uppercase;
           margin-bottom: 8px;
           color: #86949e;
           font-family: "open-sans",sans-serif;
           font-size: 30px;
           font-weight: 700;
           line-height: 1em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.BIO {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.Bylinebold {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           font-weight: 600;
           line-height: 1.3em;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.photocaption {
           font-family: "open-sans",sans-serif;
           font-size: 12px;
        }

        .how_to_use_videos_for_sales_p .column p.Subhead {
           padding-bottom: 5px;
           color: #000000;
           font-family: "open-sans",sans-serif;
           font-size: 18px;
           font-weight: 700;
           line-height: 1.2em;
           margin-bottom: 5px;
           margin-left: 0px;
           margin-right: 0px;
           margin-top: 10px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.Deck {
           font-family: "quatro-slab",serif;
           font-size: 16px;
           font-style: italic;
           font-weight: 600;
           line-height: 1.3em;
           margin-bottom: 5px;
           text-align: left;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.TOCBYLINE {
           color: #363942;
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           line-height: 1.3em;
           margin-bottom: 30px;
           margin-left: 0px;
           margin-right: 0px;
           padding-bottom: 0px;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.ByLine {
           font-family: "open-sans",sans-serif;
           font-size: 14px;
           letter-spacing: 0px;
           line-height: 1.3em;
           text-indent: 0px;
        }

        .how_to_use_videos_for_sales_p .column p.Subheadsmall {
           font-family: "open-sans",sans-serif;
           font-size: 20px;
           line-height: 1.8em;
           margin-left: 0px;
           margin-right: 0px;
           text-indent: 0px;
           font-weight: 700;
           margin-top: 10px;
        }

/***********************************
Digital Dealer Las Vegas 2023
***********************************/

    /*paragraphs*/

        .digital_dealer_las_vegas_2023 .column p.ByLine {
           text-indent: 0px;
           line-height: 1.3em;
           letter-spacing: 0px;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.Deck {
           color: #ffffff;
           text-indent: 0px;
           text-align: center;
           margin-bottom: 0px;
           line-height: 1.3em;
           font-weight: 600;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.Subhead {
           text-indent: 0px;
           text-align: center;
           margin-top: 20px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.6em;
           letter-spacing: 0px;
           font-weight: 600;
           font-size: 15px;
           font-family: "open-sans",sans-serif;
           color: #ffffff;
        }

        .digital_dealer_las_vegas_2023 .column p.photocaption {
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.Bylinebold {
           text-indent: 0px;
           margin-top: 10px;
           line-height: 1.3em;
           font-weight: 600;
           font-size: 14px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.BIO {
           text-indent: 16px;
           font-size: 12px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.Sources {
           text-indent: 0px;
           margin-top: 10px;
           margin-right: 10px;
           margin-left: 10px;
           line-height: 1.6em;
           font-size: 8px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.SidebarBodytext {
           font-style: italic;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p.FirstParagraph {
           text-indent: 0px;
           margin-right: 0px;
           margin-left: 0px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
        }

        .digital_dealer_las_vegas_2023 .column p {
           text-indent: 16px;
           margin-right: 150px;
           margin-left: 150px;
           line-height: 1.8em;
           font-size: 16px;
           font-family: "open-sans",sans-serif;
           color: #000000;
        }

    /*links*/

        .digital_dealer_las_vegas_2023 .column a.BlackText {
           color: #ffffff;
        }

        .digital_dealer_las_vegas_2023 .column a {
        }

    /*inlines*/

        .digital_dealer_las_vegas_2023 .column .default-drop-cap {
           margin-top: 15px;
           margin-right: 2px;
           line-height: .3em;
           font-weight: 400;
           font-size: 60px;
           float: left;
        }

    /*headers*/

        .digital_dealer_las_vegas_2023 .column h6 {
        }

        .digital_dealer_las_vegas_2023 .column h5 {
        }

        .digital_dealer_las_vegas_2023 .column h4 {
        }

        .digital_dealer_las_vegas_2023 .column h3 {
        }

        .digital_dealer_las_vegas_2023 .column h2 {
           margin-top: 20px;
           line-height: 1em;
           font-weight: 700;
           font-size: 15px;
           font-family: "quatro-slab",serif;
        }

        .digital_dealer_las_vegas_2023 .column h1 {
           text-align: center;
           margin-top: 30px;
           margin-right: 10px;
           margin-left: 10px;
           margin-bottom: 10px;
           line-height: 1em;
           font-weight: 600;
           font-size: 30px;
           font-family: "oswald",sans-serif;
           color: #ffffff;
        }