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

Sunday, September 10, 2017

6:00pm

-

7:30pm

           

Registration Open
Longhorn Hall D Foyer

Sponsored by:

 

6:00pm

-

7:30pm

           

Welcome Reception and Badge Pick Up
Longhorn Hall D Foyer

Sponsored by:  

 

                   

Monday, September 11, 2017

8:00am

-

7:30pm

           

Registration Open
Longhorn Hall D Foyer

Sponsored by:

 

                   
                   

8:00am

-

9:00am

     

Breakfast with Sponsors
Grapevine D

                   
                   

9:05am

-

10:00am

     

Opening Keynote: The Shape of Things to Come
Grapevine D
Join trainer, author, forecaster and automotive industry firebrand Jim Ziegler for his first Compliance Summit appearance. He will tackle the subject of regulatory compliance from a sales training (and commonsense) perspective, explaining why transparency sells vehicles and financing and why dealers whose personnel are blurring the lines are setting themselves up for failure. Don’t miss Jim Ziegler’s high-energy, off-the-cuff, sometimes sarcastic, and always irreverent take on dealership compliance!

Speaker: Jim Ziegler, Ziegler SuperSystems

                   
                   

10:00am

-

10:30am

     

Networking Break
Grapevine D

                   
                   

10:35am

-

11:30am

     

Featured Presentation: A Brief History of F&I Law - An Executive Summary
Grapevine D
In 1914 the Federal Trade Commission was established but there were almost no regulations concerning selling or leasing vehicles. Jumping ahead to 1940, the entire car-buying process only required one piece of paper. Today, over one hundred years later, 39 feet of paper is required to complete a car deal. When and why did the automotive industry become so regulated? This presentation is an executive summary and will delve into the ebbs and flows of compliance laws and regulations as they have changed over the past 100 years. Why various laws and regulations exist in the first place will be explained. Participants will be able to understand the history of the twenty-five most significant laws that impact dealerships. They will be provided with twenty pragmatic solutions which can be implemented on both an immediate and long-term basis. Predictions of future compliance risks will be shared as well.

Speaker: Terrence O'Loughlin, Reynolds & Reynolds

                   
                   

11:35am

-

12:30pm

     

Panel Session: The Front Line: Vitamin "C"ompliance
Grapevine D

Moderator: Michael Tuno, ARMD Resource Group

                   
                   

12:30pm

-

2:00pm

     

Featured Luncheon Presentation: Building a Compliant eDealership
Grapevine D

Speaker: Gil Van Over, Automotive Compliance Education

                   
                   

2:05pm

-

3:00pm

     

Panel Session: Management, Leadership and Accountability
Grapevine D

Moderator: Tariq Kamal, Auto Dealer Today

                   
                   

3:05pm

-

4:00pm

     

Featured Presentation: The Future of Compliance
Grapevine D

Speaker: Jim Ganther, Mosaic Compliance Services

                   
                   

4:00pm

-

4:30pm

     

Networking Break
Grapevine D

                   
                   

4:35pm

-

5:30pm

     

Panel Sesssion: Easy-to-Implement Processes & Controls
Grapevine D

Moderator: Steve Roennau, EFG Companies

                   
                   

5:35pm

-

6:30pm

     

Roundtable: Q&A With Compliance Summit Speakers
Grapevine D

Facilitator: Bob Harkins, American Guardian Warranty Services

                   
                   

6:30pm

-

7:30pm

     

Evening Reception
Grapevine D

                   
                   

Tuesday, September 12, 2017

8:00am

-

7:30pm

           

Registration Open
Longhorn Hall D Foyer

Sponsored by:

 

                   
                   

8:00am

-

8:30am

     

Compliance Summit Breakfast
Grapevine B

                   
                   

8:00am

-

9:00am

     

Best Training Day Ever Breakfast with Exhibitors
Grapevine C

                   
                   

8:30am

-

10:30am

     

ACE Certification Test Review
Grapevine B

                   
                   

9:15am

-

10:00am

     

Zero to Lightspeed: How to Make More Money & Get Rid of the Heat
Grapevine A
Brad Lea, founder and CEO of LightSpeed VT will show you the most effective way to increase your sales, improve customer satisfaction and eliminate the hassle.

Speaker: Brad Lea, LightSpeed VT

                   
                   

10:00am

-

11:15am

     

The Secrets of Inspirational Selling
Grapevine A
In this session David Lewis will share why the average salesperson only sells 10-12 cars per month, how to negotiate for stronger profits and the role that a leader takes in making the sales team successful.

Speaker: David Lewis, David Lewis & Associates

                   
                   

10:35am

-

12:00pm

     

ACE Certification Testing
Grapevine B

                   
                   

11:15am

-

11:45am

     

Networking Break with Exhibitors
Grapevine C

                   
                   

11:45am

-

1:00pm

     

The Forgotten Rules of Service Advising
Grapevine A
There are three levels of Service Advising; those who are in the bottom 50% of performance, those who are in the top 50% and the very few elite Service Advisors who are in the top 5%. The Service Advisors in the top 5% are the ones who consistently deliver 2.5 hours per customer paid hours including oil changes. They have customer retention above 90% and survey scores which place them in the top 2% in the nation. They are in a class all by themselves and reside in the top 5% of their profession. How do they do it? They practice and live by the forgotten rules of Service Advising and general salesmanship. Jeff Cowan will show you and explain to you what these rules are and how easy they are to internalize, practice and execute. This is a session that every person in any service department can learn from and advance their careers with the proven methods that will be taught and discussed.

Speaker: Jeff Cowan, PRO TALK, Inc.

                   
                   

1:00pm

-

2:30pm

     

Lunch with Exhibitors
Grapevine C

                   
                   

2:30pm

-

3:15pm

     

Give More, Get More - How to Avoid the 'Low-Priced Provider Syndrome' and Actually Make End Profit Again
Grapevine A
Join 40-year industry veteran Steve Richards, vice president of the Motor Trend Certified program and star of the “Steve Richards Redzone” YouTube channel, for “Give More, Get More.” You will learn how to avoid “Low-Priced Provider Syndrome” and actually make front-end profit again. 

Speaker: Steve Richards, Motor Trend Certified Program

                   
                   

3:15pm

-

3:45pm

     

Networking Break with Exhibitors
Grapevine C

                   
                   

3:45pm

-

5:00pm

     

Evening Keynote - How to Become a Game Changer in Your Organization
Grapevine A
Every organization generally has four types of performers: undertakers, caretakers, play makers and game changers. In this session Dave Anderson presents an outline of each group, along with a no-nonsense blueprint for lifting your own performance, and that of others’ to “game changer” status.

Speaker: Dave Anderson, LearnToLead

                   
                   

5:05pm

-

6:00pm

     

Evening Keynote Address - Sunshine or Thunderstorms? Auto Finance in the Year Ahead
Grapevine D
Join special finance expert forecaster Greg Goebel for a sneak preview of the next 12 months in the automotive finance industry. Get an insider’s peek at the key indicators that will help you prepare for any upcoming weather in auto finance.

Speaker: Greg Goebel, DealerStrong

                   
                   

6:00pm

-

7:30pm

     

Exhibit Hall Open and Evening Reception
Longhorn Hall D

Sponsored by:

 

                   
                   

Wednesday, September 13, 2017

7:30am

-

7:30pm

           

Registration Open
Longhorn Hall D Foyer

Sponsored by:

 

                   
                   

8:00am

-

9:00am

           

Breakfast in the Exhibit Hall
Longhorn Hall D

                   
                   

9:10am

-

10:15am

     

Industry Summit Opening Keynote Address: When Good Ain't Good Enough - How Top Performers Become Epic Achievers
Grapevine C
You are at the top of your game.  Your wall is covered with plaques. And your trophy case is filled… except for that one spot. Even the best of the best need a little extra motivation to keep reaching goals. And Walter Bond is here to deliver exactly what you need. In this powerful program Power Speaker Walter Bond deliver the extra spark your top players need to stay at the top of their game.

Sponsored by:

Speaker: Walter Bond, Chief Execution Officer

                   
                   

10:20am

-

11:20am

           

Concurrent Sessions

                   
           

Ask "Frenchy"
Grapevine C
Have a pressing F&I question? The Industry Summit Conference teamed up with Innovative Aftermarket Systems (IAS) to bring you questions and answers from industry expert, Eric Mélon, AKA “Frenchy”. As one of the instructors at IAS’ exclusive SmartDealerUniversity, Frenchy brings a perspective that digs a little deeper into F&I management, while providing insightful, thought-provoking answers.  In this session, Frenchy will answer questions submitted by F&I Magazine readers and Industry Summit conference attendees. IAS and Frenchy are excited to bring you the most important, insightful and honest management topics of the day. 

SUBMIT YOUR QUESTION HERE

Sponsored by:

 

Speaker: Eric "Frenchy" Melon, IAS

                   
           

Six Steps to Self-Analyze (and Improve) Your Special Finance Opportunities
Grapevine A
In this session, Greg Goebel will teach you step-by-step what you must do to identify the existing Special Finance opportunities present in your dealership.  Once identified, this session will provide suggestions on how to maximize these opportunities.

Speaker: Greg Goebel, DealerStrong

                   
           

The Eight Cylinders of the BDC™ - Fine Tuning a Highly Effective and Profitable BDC
Grapevine B
In this don’t miss session attendees will learn the eight key elements of a finely tuned BDC. From building your tiger team to measuring performance and creating a culture of excellence. BDC Managers, GM’s dealers and BDC Agents will benefit greatly from this session. Attendees will receive a written strategy and checklist to take back to the dealership and implement improvement immediately.

Speaker: Greg Wells, AllCall Multi-Channel BDC

                   
                   

11:20am

-

11:35am

           

Networking Break
Grapevine Foyer

                   
                   

11:40am

-

12:30pm

           

Concurrent Sessions

                   
           

Dealership Technology
Grapevine C

Speaker: Shawn Inks, EasyCare

                   
           

The ABCs of Success in the BDC: Accountability, Best Practices and Coaching
Grapevine A
Top performing BDC’s have common components. BDC trainer Wendy Reeves will walk you through the ABCs of success and how to ensure your team is executing on all three components.

Speaker: Wendy Reeves, DealerStrong

                   
           

Incorporating the Special Finance Sales Process into Any Dealership
Grapevine B
Most lost sales to subprime credit customers occur in the first two minutes of the initial interaction.  Greg Goebel will outline what must and must not take place, why, and how you can incorporate the necessary steps into nearly any existing sales process.

Speaker: Greg Goebel, DealerStrong

                   
                   

12:30pm

-

2:00pm

           

Lunch in the Exhibit Hall
Longhorn Hall D

Sponsored by:  

                   
                   

2:15pm

-

3:05pm

           

Concurrent Sessions

                   
           

Soft Pull Technology: Best Practices for Both Digital Marketing and Showroom Traffic
Grapevine C
Soft pull technology is an enormously powerful tool for generating leads and improving the sales process. With just a name and address you can instantly know your customer's exact credit score plus information about their open auto loans including exact payment, payoff, and interest rate.  Soft pull technology can be utilized in your showroom, on your website, on your social media platforms, and in email marketing campaigns.  Used correctly and compliantly, it is an easy and low-cost method of supercharging lead generation and increased profits.

Speaker: John Palmer, ProMax Unlimited

                   
           

Finding Employee Talent Using C-METRICS
Grapevine A
This is a "don't miss" session if your store is struggling to find talent. Harlene Doane, head of DealerStrong's Recruiting Services, will walk you through how you can improve your dealership recruiting by using C-METRICS.

Speaker: Harlene Doane, DealerStrong

                   
                   

3:05pm

-

3:20pm

           

Networking Break
Grapevine Foyer

                   
                   

3:25pm

-

4:15pm

           

Concurrent Sessions

                   
           

Strengthen Your Business in Any Economy
Grapevine C
It’s a fact. Dealers can use their data to uncover opportunities and overcome operational challenges. With key data-driven insights, learn how securing, leveraging, managing, and controlling data can help you: improve workforce productivity; boost employee loyalty; master cash, asset and expense management, and create a resilient dealership through any economic climate. 

Speaker: David Spisak, ReverseRisk, Reynolds and Reynolds

                   
           

F&I Made Ea$y
Grapevine A
From that initial online inquiry through the delivery of the vehicle, every part of the F&I process has to provide real customer value.  It must also incorporate information obtained from where the customer is comfortable; the Internet.  Today’s F&I professional must utilize online resources, visual aids and technology to engage the customer, create customer interest and provide third-party credibility. An F&I Professional must be capable of expanding the customer’s knowledge, providing solutions, and help them arrive at the right decision for them and their family. F&I Made Ea$y will help ensure the F&I experience is both valuable to the customer, and even more profitable for your dealership!

Speaker: Ron Reahard, Reahard and Associates

                   
           

Defining the Role & Duties of the Business Development Manager
Grapevine B
Without a clearly defined role and job duties, you can’t expect top performance. Wendy Reeves will walk you through the role and responsibilities as well as the things you need to watch out for that will distract your BDM and diminish their performance.

Speaker: Wendy Reeves, DealerStrong

                   
                   

4:20pm

-

5:10pm

           

Concurrent Sessions

                   
           

Is F&I Dead?  Not Even Close.  It's Thriving and Here's How You Can Win
Grapevine C
Thanks to online research and digital retailing tools, close to 80%* of the shoppers who come to your dealership are prepared to buy – and as a result expect deals to get done faster. That’s great news for car sales – but what about F&I product sales? As it is, 65% of buyers think the process takes too long.  All that makes it seem like the F&I story doesn’t have a very good ending. That’s nonsense, says Jason Barrie, Associate Vice President of Market Performance at Dealertrack.  At Industry Summit, Barrie will show you how the changing behavior of today’s customer actually makes F&I more valuable for everyone. There’s a better way to sell F&I, and it starts with using technology to create a stronger personal connection with customers. Technology won’t kill F&I – it will create.

Speaker: Jason Barrie, Dealertrack F&I and VinSolutions, Cox Automotive

                   
           

Panel Session: From the Boardroom
Grapevine A
A diverse panel of industry executives will tackle a host of hot-button issues, from the potential impact of the CFPB’s new arbitration rule and the cool-down in auto finance to how dealers are reacting to softening demand in the new-vehicle market. They’ll also weigh in on the drive to digitize the sales and F&I process, examine recent regulatory chatter in the reinsurance arena, and offer their outlook for industry sales this year and next. 

Moderator: Greg Arroyo, Auto Dealer Today

Panelists: Jerry Biller, EcoProProducts; Bob Lettis, 700Credit; John Luckett, The Warranty Group; Matt Orlando, MaximTrak

                   
           

Who's Who in Special Finance
Grapevine B
In one of the most popular annual Special Finance sessions, Greg Goebel will detail the trends of the Special Finance finance sources among the five national Special Finance Credit Tiers.  Included in this session you will learn what type of customer and transaction falls into each Credit Tier, the market leaders in each Credit Tier and some hidden gem finance sources for the hard-to-finance customer.

Speaker: Greg Goebel, DealerStrong

                   
                   

5:15pm

-

6:00pm

           

F&I Dealer of the Year, Dealers' Choice and F&I Digital Media Awards
Grapevine C

Sponsored by:

   

                   
                   

6:00pm

-

7:30pm

           

Exhibit Hall Open and Evening Reception
Longhorn Hall D

Sponsored by:

                   
                   

Thursday, September 14, 2017

7:00am

-

5:00pm

           

Registration Open
Longhorn Hall D Foyer

Sponsored by:

 

                   
                   

8:00am

-

9:00am

           

Breakfast
Grapevine Foyer

                   
                   

9:10am

-

9:15am

     

Welcome from Emcee
Grapevine C

Speaker: Tony Dupaquier, The Academy

                   
                   

9:15am

-

10:05am

           

Concurrent Sessions

                   
           

Featured Tag-Team Presentation: Relationships Matter Again
Grapevine C
The auto finance industry closed out 2016 by reaching new highs in amount financed and total balances outstanding, which stood at a record $1.072 trillion. But the market is beginning to shift, especially in the high-risk tiers. Insiders will examine the current trends and explain why relationships really do matter once again. The team will then engage the audience in an intelligence-sharing discussion, as attendees will gain insights on which finance sources are active and in what credit spectrum.

Presenters: Tony Dupaquier, The Academy and Shaka Dyson, Dealer F&I University 

                   
           

8 Steps to Defining Your Dealership Training Needs
Grapevine A
Many dealerships struggle with implementing an effective training program that truly meets the needs of their staff.  In this session, Harlene Doane will provide you 8 key steps to help you define your dealership training needs so you can create an effective long term training program.

Speaker: Harlene Doane, DealerStrong

                   
                   

10:15am

-

11:05am

           

Concurrent Sessions

                   
           

Panel Session: The Director's Chair
Grapevine C
Three top-flight F&I directors will open up their playbooks to reveal their secrets to success. They’ll address common challenges faced by F&I departments, how they keep their teams trained, motivated and producing at a high level. They’ll also reveal the benchmarks they use to measure production, and how they set department-pushing yet realistic performance goals. The directors will also talk hiring, lender portfolio management, and will field situational questions from the audience.

Moderator: Marv Eleazer, Langdale Ford

Panelists: Tom Andrews, Sam Pack's Five Star Ford of Lewisville; Justin Gasman, McCaddon Cadillac Buick GMC; Dan Mason, McGrath Honda of Elgin

                   
           

Save Thousands on Your Ad Budget Without Reducing Showroom Traffic
Grapevine A
Customer acquisition cost are climbing for many dealers, but it doesn't have to. This session will show you how some big name companies- The LASIK Vision Institute, Dyson, Guaranteed Rate, & Thundershirt  - use their ad dollars wisely to generate the customers they need. Come learn how you can apply the same strategy to produce showroom traffic efficently.

Speaker: Shani Reardon, Modus Direct

                   
                   

11:05am

-

11:35am

           

Networking Break
Grapevine Foyer

                   
                   

11:40am

-

12:30pm

           

Concurrent Sessions

                   
           

Featured Presentation: The Art of the Presentation
Grapevine C
Hear from one of the industry’s top F&I producers/directors, as he covers the steps to his F&I presentation — from the meet-and-greet, discovery, and explanation of the process to verifying the customer’s deal info and the word-tracks that allow for an objection-free transition to the F&I product presentation. Get ready to enter the “House of Happiness,” as this award-winning F&I pro shows you how it’s done. 

Speaker: GP Anderson, Thielen Motors

                   
           

Panel Session: Inventory Sourcing, Reconditioning and Pricing
Grapevine A 
Three high volume Special Finance dealers will discuss their theories and practices on sourcing their pre-owned vehicles, their procedures on how much reconditioning to do, as well as the process they use to get them through their shops quickly and efficiently and their strategy on their retail pricing.  Come armed with questions and you will walk away with answers!

Moderator: Greg Goebel, DealerStrong

Panelists: Joey Battista, Auto Giants/Mitsubishi; Scott Elder, Elder Mitsubishi/Dream ACars Austin; Steve Podolny, Elite Motors/CarWise 

                   
                   

12:35pm

-

2:00pm

           

Lunch with Speaker: F&I’s Past, Present and Future
Grapevine C
Ever wonder how certain regulations governing the F&I process came to be, why there are so many unwritten rules, and why F&I managers do what they do? The Father of the F&I Menu will be holding court during a special lunchtime address, as he’ll walk attendees down F&I’s memory lane. His story begins in 1975, when only one out of 10 dealerships employed an F&I manager and payment packing was considered a technique, not a felony. So get ready to be entertained and enlightened, as this legendary trainer shares the good, the bad, and the ugly of the F&I profession.

Speaker: George Angus, Team One Group

                   
                   

2:05pm

-

3:15pm

     

Panel Session: Shark Tank
Grapevine C
Four of the nation’s top F&I trainers will put their skills and industry know-how to the test during this special session. F&I pros in attendance will be able to pose their most frustrating customer objections, get advice on difficult job-related issues, and gain insights on what it takes to be a top producer. The featured trainers will also offer their opinions on compliance best practices, new F&I tools entering the market, and what they think are the most effective closes and objection-handling techniques being employed in F&I offices today.

Moderator: Tony Dupaquier, The Academy

Panelists: Shaka Dyson, Dealer F&I Univeristy; Carl Grane, EasyCare; Jay Lawrence, National Auto Care; Rick McCormick, Reahard and Associates; John Vecchioni, American Financial and Automotive Services, Inc.

                   
                   

3:15pm

-

3:30pm

           

Networking Break

                   
                   

3:35pm

-

5:00pm

     

Roundtable and Reception
Grapevine C
From techies to supposed consumer experts, just about everyone has a thought on what will drive cars sales and make F&I a happier place for consumers. But what do the individuals manning the box think? Be part of this open forum and hear from F&I pros on what they think will drive F&I product sales and profitability today and in the future. Attendees will be able to offer their best techniques for handling objections and closing customers, discuss new tools or process changes they successfully employ at their stores, and share the most effective training or trainers they offer at their stores.

Facilitator: Bob Harkins, American Guardian Warranty Services

                   
                   

Last Update: 8/21/17

2017 SPONSORS

Lead Sponsors
Business Sponsors
 
General Sponsors
   

Train, Discover, Network!

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. One pass gives you access to: Best Training Day Ever, Compliance Summit, F&I Think Tank, Special Finance and much more!


Hear from Greg Arroyo, Editor of F&I and Showroom as to why you need to attend Industry Summit 2017>>




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