F&I Education Auto Dealer Monthly
September 11-14, 2017
Gaylord Texan Resort & Convention Center  Dallas, TX
One Training Location For Dealers,
Agents, Managers and Industry Professionals
Register Today!

Full Agenda

Subject to Change

Monday, August 29, 2016

7:00am

-

7:30pm

 

Registration Open
Concorde B

8:00am

-

7:30pm

 

Compliance Summit
Concorde A

5:30pm

-

7:30pm

 

Registration Happy Hour
Concorde B
Sponsored by

         

Tuesday, August 30, 2016

7:00am

-

7:30pm

 

Registration Open
Concorde B

7:30am

-

7:30pm

 

Welcome Desk Open
Sponsored by

7:30am

-

2:00pm

 

Compliance Summit
Concorde A

12:00pm

-

4:45pm

 

P&A Leadership Summit
Versailles Ballroom

1:00pm

-

2:30pm

 

Ask Joe
Champagne Ballroom
Training F&I managers to increase product sales is one thing, digging deeper into management takes additional insight. That’s why we’ve teamed up with the one and only Joe St. John, Director of Training at IAS. Joe will frame his presentation around topics submitted directly by our readers. Ask Joe and you might be his guest at Industry Summit! 

CLICK HERE to enter your questions.

Sponsored by

2:45pm

-

6:00pm

 

Technology Event
Champagne Ballroom

2:45pm - 3:30pm: Tomorrow Is Today
The Digital Age is here, and F&I functions that were once the sole domain of the F&I manager are moving into what some refer to as the “digital engagement space.” So how do dealers adapt while protecting those critical profits made in F&I. Hear from one of the industry’s top F&I innovators, as he takes attendees from a 30,000-foot view of today’s digital drive down into the weeds to share how F&I managers and customers are responding to today’s digital F&I solutions.
Presenter: Ken Tomaro, OptionSoft Technologies

3:35pm - 4:20pm: Better Approvals Through Technology
Hear from one of the industry’s top marketing and technology gurus, as he offers a wide range of strategies for both F&I and special finance professionals. He’ll start with advice on how to secure initial approvals via Dealertrack and RouteOne, and will continue with expert advice on data mining, prequalifying showroom visitors, preapproving online credit applications, and seeking out aggressive banks and finance companies. He’ll also offer proven word-tracks and selling techniques designed to produce larger down payments, more cosigners, and more appropriate vehicle selection.
Presenter: John Palmer, ProMax Unlimited

4:25pm - 5:10pm: Dealer Apps Are the New Customer Loyalty
A new crop of mobile apps is hitting the market, and they’re coming from an unexpected source. F&I product providers are targeting next-generation car buyers with loyalty-driving mobile apps. But keeping dealers connected to their customers isn’t the only thing their after. Hear from one of the blazers of this new mobile trail, as he explains why F&I product providers believe mobile apps represent a key opportunity for increasing product sales.
Presenter: Dean Harrison, Maximus Auto Group

5:15pm - 6:00pm: Get Your Customers Back
Loyalty geofencing and mobile wallet solutions are cheap, easy, effective and legally compliant ways to capture in-market car buyers, and it’s not too late to be an early adopter. Hear from an expert in this budding technology, as he explains how it allows marketers to track every prospect, walk-in, phone-up, web chat, email or text lead from the moment they make first contact. He’ll also explain how the technology, also known as proximity marketing, can help dealers steal back customers right off their competitors’ lots.
Presenter: John F. Possumato Esq., Automotive Mobile Solutions, LLC

Refreshments Sponsored by

         

6:00pm

-

7:30pm

 

Exhibit Hall Open and Opening Reception
Concorde B
Sponsored by


Cigar Rolling
Sponsored by

         

Wednesday, August 31, 2016

7:30am

-

7:30pm

 

Registration Open
Concorde B

7:30am

-

7:30pm

 

Welcome Desk Open
Sponsored by

8:00am

-

9:00am

 

Exhibit Hall Open and Breakfast
Concorde B
Sponsored by

9:00am

-

4:30pm

 

P&A Leadership Summit
Versailles Ballroom

9:05am

-

10:00am

 

Keynote Address: Career Success and the State of F&I
Champagne Ballroom
With Vehicle OEMs, techies and consumer advocates attempting to usher dealers into the digital age, what does the future hold for the F&I office? The industry is also facing the prospect of a dramatic decline in sales, with LMC Automotive saying it expects the industry to sell nearly 250,000 fewer units each year over the next seven years — the largest reduction occurring between 2016 and 2017. Hear from a more than 30-year veteran of the automotive industry, as he delivers his 10-year outlook on the F&I business. He’ll also reveal his secrets to long-term success in what continues to be an ever-evolving business.
Keynote Speaker: Stephen L. Amos, GSFSGroup

10:15am

-

11:05am

 

Concurrent Sessions (3)

       

Needs Discovery Without the Interrogation
Champagne Ballroom
Is your interview script eliciting objections before you’ve even presented your menu? Do you even know why you ask the questions you pose? The discovery interview is designed to help F&I managers connect their customers to the protections listed on their menu, but F&I University believes what was intended to be a needs-analysis tool has morphed into scripted interrogations. He will show attendees how to turn needs discovery into a conversation, one that will reveal the details necessary to attach a product’s features and benefits to the customer’s words and circumstances.
Presenter: Dwayne Wiggins, American Financial & Automotive Services, Inc.

From the Boardroom
Concorde A
Slowing demand, subprime bubbles, rising interest rates, oh my. Those were the headlines heading into 2016, but the industry continues to exude strength. But that hasn’t stopped predictions of a dramatic slowdown in sales. What does that mean to dealers? What about the F&I office, which also faces an uncertain future thanks to regulators and today’s digital retailing push? Executives from leading F&I product providers will examine these questions and more, as they offer their take on the road ahead for the automotive retail industry and the F&I trade.

Moderator: Gregory Arroyo, F&I and Showroom Magazine
Panelists: Tim Blochowiak, Protective Asset Protection; Greg Oltman, Dent Zone Companies; David Pryor, Safe-Guard Products International; Matt Trudeau, Dent Wizard International Corp.

11:05am

-

11:30am

 

Networking Break
Concorde B
Sponsored by

11:30am

-

12:25pm

 

Concurrent Sessions (3)

       

F&I’s Time Crunch
Champagne Ballroom
F&I is under the microscope. Consumer studies and supposed consumer experts say the F&I experience is drag down customer satisfaction, and new technologies are entering the market aimed at fixing the problem. But some of these solutions have dealers reconsidering the need for the traditional F&I office. The “Father of the F&I menu” says not so fast. He’ll share recommendations designed to speed up the F&I process without disturbing the most profitable department in the dealership.
Presenter: George Angus, Team One Group

Busting Compliance Myths
Concorde A
Is having the base payment listed on the F&I menu a best practice or an actual requirement? What about the 300% rule? Get answers to those compliance questions and more, as the industry’s top compliance experts convene to separate compliance fact from fiction. They will also offer their compliance take on popular closes and objection-handling techniques, as well as analyze common situations the laws governing F&I don't directly address.
Moderator: Bob Harkins, American Guardian Group of Companies
Panelists: David Robertson, Association of Finance & Insurance Professionals (AFIP); Terrence O’Loughlin, Reynolds and Reynolds; Demetrios Lahiri, American Financial & Automotive Services Inc.; Damon Wiener, Safe-Guard Products International

Objection Handling: Collapse. Create. Repeat
Concorde C
The menu presentation represents an F&I manager’s opportunity to build credibility with the customer, especially if the producer merely reviews — not sells — the options available. But what happens when customers says no to every option. Trainer Rick McCormick says the best way to handle a “no” is to collapse, create, and then repeat. He’ll explain what he means during special session on objection handling.
Presenter: Rick McCormick, Reahard & Associates

12:30pm

-

2:00pm

 

Exhibit Hall Open and Lunch
Concorde B
Sponsored by

2:15pm

-

3:05pm

 

Concurrent Sessions (2)

       

Trainers Sound Off
Concorde A
Study after study points to the F&I office being an unhappy place for car buyers, but what do the guys and gals training today’s F&I producers think? Can F&I tradition step into the Digital Age? More importantly, does it need to? Hear from the industry’s top F&I trainers, as they field the tough questions on today’s digital push as well as a host of pressing issues facing the F&I office. They’ll also share some of their secrets to overcoming objections and closing more product sales.
Moderator: Justin Gasman, McCaddon Cadillac Buick GMC
Panelists: Kevin Jacobs, Safe-Guard Products International; Rich Moore, Protective Asset Protection; Ron Reahard, Reahard & Associates; Matt Woods, Service Group

Avoiding the Pitfalls Associated with Signing Customers Offsite
Concorde C
This session will feature Red Flag compliant recommendations to prevent fraud when it comes to selling cars offsite. Presenters will discuss strategies and tips on how to implement simple safeguards that expands the dealership's PMA with fast turn around time. They will also present case studies of dealerships who've been burned in the past.
Presenters: Calvin Nyo and Thane Nyo, Maverick Signings

3:15pm

-

4:05pm

 

Closing Keynote Address: The Pre-Owned Correction and F&I’s Big Opportunity
Champagne Ballroom
The F&I industry has seen a fundamental shift in the marketplace for pre-owned vehicles since the financial collapse of 2008. Today, franchise dealers are heavily into higher mileage pre-owned vehicles, CPO programs are growing and pre-owned values are strong. These issues combined with an aging fleet (the average vehicle on the road today is 11 years old) create market dynamics that require strategy, skill and a solid approach from F&I to maximize this opportunity. In this session, Jimmy Atkinson will deliver proven results that will drive profits to your bottom line.
Keynote Speaker: Jimmy Atkinson, AUL Corp.

4:05pm

-

4:30pm

 

Networking Break
Concorde B
Sponsored by

4:30pm

-

5:25pm

 

Dealer of the Year and Dealers' Choice Awards
Champagne Ballroom
Join us in honoring the Dealer of the Year finalists and winner along with the winners of the Dealers' Choice Awards. The F&I Dealer of the Year award is handed out annually to a dealership with a highly profitable F&I department that demonstrates a commitment to regulatory compliance. The 12th annual Dealers' Choice Awards, presented by Auto Dealer Today, are based on a comprehensive survey that allowed dealers and dealership personnel to recognize their favorite vendors, suppliers and finance companies in 34 categories. 
Dealer of the Year Award Sponsored by

         

5:30pm

-

7:30pm

 

Exhibit Hall Open and Evening Reception
Concorde B
Sponsored by

         

Last Update: 8/15/16

2016 SPONSORS

Lead Sponsors
Business Sponsors
General Sponsors
   

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Industry Summit is designed to meet the needs of dealers, managers and front-end staff tasked with building compliant and technology-driven processes for sales and F&I. Industry Summit is your opportunity to maximize sales and F&I production in a rapidly changing market.


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