November 4-6, 2019 | New Orleans Marriott, New Orleans, LA

2019 Schedule

Last updated: October 17, 2019

Monday, November 4, 2019

8:00 AM - 7:00 PM

Registration Open

8:00 AM - 9:00 AM

Breakfast with Compliance Summit Sponsors

9:00 AM - 9:40 AM

Regulators chortle that they can never go wrong investigating or suing car dealers.  What are these daunting practices, especially focusing on F&I, both new and old, that invite this type of derision and potential liability? Are there remedies that a dealer and the industry can implement to steel themselves from these challenges?  The answer is affirmative and the remedies may be surprising.

Presenter: Terry O'Loughlin, Director of Compliance, Reynolds Document Solutions

9:45 AM - 10:20 AM

Compliance is overwhelmingly considered an F&I function. While it is true that the F&I Manager is the ultimate gatekeeper to ensure transactional compliance, actual audit results show that the majority of compliance violations either germinate or occur during the sales process by sales people and sales managers.

Presenter: Gil Van Over, Executive Director, Automotive Compliance Education

10:20 AM - 10:40 AM

Networking Break

10:45 AM - 11:20 AM

The objective of this session is to reduce the dealership’s risk of identity fraud. We will have a discussion on suggested safeguards to add to the dealership’s existing Red Flag Compliance program when signing car documents out of state with the car buyer. Solutions like utilizing an out of state notary, is an easy way to improve the way the dealership does business safely with minimal cost. We will go over some real-life examples of what criminals have tried on other dealerships in the past and we will analyze where some dealerships have succeeded in detecting an out of state fraudulent deal, and where others have failed.

With the rise of internet sales in 2008 the federal government passed the Fair and Accurate Credit Transactions (FACT) Act which made it mandatory for auto dealerships to “establish a written Identity Theft Prevention Program”, also known as Red Flag Compliance. The FACT Act states that “fraud alerts provide a vital service by issuing warnings about information that appears to be genuine on the customer’s application, but may be questionable”. Every off site or out of state customer will meet this standard because your dealership does not have the luxury of meeting the customer face to face when selling a car off site or out of state. 

Presenter: Thane Nyo, Vice President of Sales, Maverick Document Signing

11:25 AM - 12:00 PM

Are you prepared to face a total compliance meltdown? Very few dealers are fully equipped to prevent or confront malware and ransomware attacks, disreputable vendors, identity thieves, and bank fraud. But those threats are real — and so are the solutions. Join this session to get the tools and processes you need to reduce the risk of a financial and reputational disaster at your dealership.

Presenters:

  • Michael Tuno, President, ARMD Resource Group
  • Robert Wilson, General Counsel, ARMD Resource Group

12:30 PM - 2:00 PM

Whether you don’t know an adverse action notice from a Monroney sticker or you need to get up to speed with a year’s worth of regulatory changes and enforcement actions, you owe it to your agency and your dealer clients to earn or renew your Automotive Compliance Specialist certification from Automotive Compliance Education. ACE certification, including the exam, and framed diploma, is offered for no additional charge with your Industry Summit or PALS show pass.

  • Moderators:

    • Jim Ganther, Automotive Compliance Education

    • Gil Van Over, Automotive Compliance Education

2:00 PM - 2:50 PM

Two reinsurance experts will discuss the latest developments and trends impacting F&I reinsurance and other participation programs. Topics will include dealer participation, Dealer Owned Warranty Companies as well as foreign and domestic reinsurance. The session will also examine how legal and accounting regulations as well as product trends could impact reinsurance programs.

Presenters: Lee Bowron and John Kerper, Co-Founders, Kerper and Bowron LLC

2:50 PM - 3:05 PM

Networking Break

3:10 PM - 4:00 PM

The Reinsurance Roundup is a two-part rapid-fire session where five companies exploring the realm of reinsurance have 10 minutes each to share with Industry Summit attendees what their company is doing to stay ahead of the competition. 

4:00 PM - 4:10 PM

Networking Break

4:15 PM - 4:55 PM

The Reinsurance Roundup is a two-part rapid-fire session where five companies exploring the realm of reinsurance have 10 minutes each to share with Industry Summit attendees what their company is doing to stay ahead of the competition. 

5:00 PM - 6:00 PM

The Climb to Success Starts With One Step

Everyone who is going to grow forward needs to change in someway, shape or form. Hence, you need to take the first STEP, not much is accomplished while sitting still. Dans breaks down the four essential components to taking that first step: Sacrifice; Training; Effort; and Producing Profits.

Presenter:

  • George Dans, Worlds Greatest Closer

6:00 PM - 7:30 PM

Welcome Reception In the Exhibit Hall

Tuesday, November 5, 2019

7:30 AM - 6:30 PM

Registration Open

8:00 AM - 10:00 AM

Breakfast In the Exhibit Hall

10:00 AM - 11:30 AM

Sponsored by:

Do you have an F&I question and need answers to help grow your management team? We’ve teamed up with industry expert and IAS instructor, Eric Mélon, AKA “Frenchy”. As one of the instructors at IAS’ exclusive SmartDealerUniversity, Frenchy has a perspective that digs a little deeper into F&I management, while providing insightful, thought-provoking answers.In this session, Frenchy will frame his presentation around topics submitted directly by F&I Magazine readers and Industry Summit conference attendees.

Presenter:

  • Eric "Frenchy" Mélon, Vice President of Sales, IAS

11:30 AM - 12:30 PM

Lunch In the Exhibit Hall

12:45 PM - 1:30 PM

Customer Experience: Its Impact and Opportunity in Our F&I World 

It’s simply “crazy” that a growing percentage of customers tell us they prefer text messaging as a form of communication from dealership service drives and yet we only text them 9% of the time we contact them! And that’s only one example of how simple it is to meet the servicing needs of our customers. Just like your own experience with retailers and service providers, both online and offline, it’s that customer experience that will most often determine if they ever return to our dealerships or buy our F&I products again. Don’t be “crazy”! Come explore how we can be getting ahead in the customer experience race!

Keynote Speaker:

  • Cindy Allen, CEO, StoneEagle F&I

1:30 PM - 1:45 PM

Honoree:

  • Dwayne Hawkins, Crown Autmotive 

1:45 PM - 2:00 PM

Networking Break In the Exhibit Hall

2:00 PM - 3:50 PM


Designed to get dealers and F&I professionals up to speed on the latest in digital sales and F&I technology, this session will feature 10-minute presentations from 10 of the leading technology providers. Attendees will then cast their vote on their favorite presentation and solution, with the winner announced at the Industry Summit Honors on Wednesday.

3:50 PM - 4:20 PM

Networking Break In the Exhibit Hall

4:25 PM - 5:10 PM

F&I manager turnover is a serious issue for many dealers today. Limiting turnover in this critical role can contribute to higher variable operations stability, a more positive dealership culture and the bottom line! In this session you will learn what causes F&I burnout, how to identify the early warning signs of burnout and what to do to avoid this career killer. You will leave this session with practical techniques to limit F&I stress, increase production and realize full F&I potential.  

Presenter:

  • John Tabar, United Development Systems 

4:25 PM - 5:10 PM

In recent years, M&A activity for F&I administrators and agents has grown significantly.  Certain trends are driving this activity, including new money investment from private equity, acquisitions to lock in distribution channels, and dealership consolidations.  These deal trends present opportunities and challenges for owners, operators and investors.  This session will review the trends fueling M&A activity, how deals are valued and structured, recent transactions, the transaction process, and factors that may cause deals to fail to close.

Presenter:

  • Gina Cocking, Managing Director, Colonnade Advisors

5:15 PM - 6:00 PM

Industry Summit & P&A Leadership Summit Executive Panel

Moderator:

  • Kristen Gruber, DAC

Panelists:

  • Dave Duncan, Safe-Guard Products International

  • Arden Hetland, American Financial & Automotive Services

  • Patrick Brown, IAS

6:00 PM - 7:30 PM

Evening Reception In the Exhibit Hall

Wednesday, November 6, 2019

7:30 AM - 7:30 PM

Registration Open

8:00 AM - 9:00 AM

Breakfast sponsored by

9:10 AM - 10:20 AM

Resilient Leadership: Prepare Today – Prevail Tomorrow

From global and domestic terrorist threats to natural disasters, we face new risks to our individual, community and economic security each day. And while no one can predict what’s around the corner, we can prepare. Lt. Gen. Honoré believes that strong leadership, guided by clarity of purpose and practical tactics, are the keys to overcoming adversities by being better prepared and more resilient.

In this presentation, Gen. Honoré connects his 37 years of decorated military leadership—including the crucial role in managing New Orleans’ relief efforts post Hurricane Katrina. He uses the natural disasters and man-made tragedies dominating global headlines to reveal critical strategies. In the process, he transforms individuals and helps organizations prepare, react, and rebound effectively, so they can move forward with success.

Speaker:

  • Lt. General Russel L. Honoré (Ret.), Commander of Joint Task Force Katrina, Leadership Expert, Safety & Global Preparedness Authority

10:20 AM - 10:50 AM

Networking Break In the Exhibit Hall

10:55 AM - 11:45 AM

How’s your closing percentage? If your F&I production fails to match your skill level, experience, or investment in training, you are leaving sales on the table and missing opportunities to protect your customers. But it might not be your fault. A drawn-out, disjointed sales process is the No. 1 cause of “F” customers. Join this session to get a three-pronged strategy for implementing and enforcing a front-end process guaranteed to make customers  — and dealerships — happier.

Presenter:

  • Bob Lettis, 700Credit

10:55 AM - 11:45 AM

Since the enactment of Dodd-Frank, regulatory scrutiny of auto finance companies and their financing of F&I products is at an all time high and more and more finance companies are reviewing F&I products prior to agreeing to finance them. Hear what you need to know about the review process and what the future likely holds for the financing of these products.

Presenter:

  • Stephen McDaniel,  F&I Sentinel, PLLC

11:50 AM - 1:00 PM

The sale of aftermarket products provides both profit opportunities, as well as challenges, to the companies involved. What mistakes have been made in the past that we can learn from and what potentials lay ahead in the aftermarket space? With advancing services and technology, will the way companies sell aftermarket products need to evolve?

Moderator:

  • Dwayne Wiggins, American Financial & Automotive Services

Panelists:

  • Jonathan Himmelwright, DentWizard

  • Mackie Hughes, Simoniz

  • Rick Meinke, ECP Inc.

  • Greg Oltman, Nobilis

  • Terry Torline, Xzilon

  • Larry Wenger, Ultimar

11:50 AM - 1:00 PM

The Internet has completely changed the way customers look for and get what they want. It has also changed what they search for and where they buy. Consequently, dealerships that wish to keep their F&I departments relevant are updating their F&I marketing, presentations and procedures to respond to this transformation in their customer’s buying habits. The panel has been assembled with contributors up to speed on the current trends that have significantly impacted dealerships F&I training, presentation, and overall procedures.

Moderator: 

  • Gerry Gould, Gerry Gould & Associates

Panelists:

  • Luis Garcia, AVID Insurance

  • Jonathan Hutchins, Fabre Auto Group

  • Rick McCormick, Reahard & Associates

1:00 PM - 2:00 PM

Lunch In the Exhibit Hall

2:05 PM - 2:55 PM

The desire to identify what is the “average” for production levels in F&I can become the most limiting factor in future success. The gravitational pull of average is strong. This pull must be resisted with a growth mind-set that seeks to consistently improve. To get better at something you must become a better you. If you prioritize personal growth and improving customer experiences, success will gravitate to you like a magnet. This workshop will seek to destroy the concept of average once and for all and provide specific steps for F&I Managers to move toward record levels of production!

Presenter:

  • Rick McCormick, National Account Development Manager, Reahard & Associates

 

2:05 PM - 2:55 PM

There are many perspectives about online shopping and buying.  Not all agree about online buying, but everyone now agrees that consumers will most likely shop online for their next auto purchase. OEM’s and Dealers are pouring money into consumer shopping solutions.  For the past few years, digital retailing companies have learned the importance of F&I Products to the dealer’s overall sales process.  Successfully including products like Vehicle Service Contract and Ancillary products is an industry challenge.  Providers cannot completely rely on dealers and their vendors to effectively present products in this new arena.

Moderator:

  • Daniel Lievrouw, AGWS

Panelists:

  • Jonah Cole, Dealer Inspire
  • Carl Ciaramitaro, Provider Exchange Network
  • Joe St. John, AutoFi
  • Matt Weinberg, Modal

3:00 PM - 4:15 PM

Presenter:

  • Lori Church

3:00 PM - 4:15 PM

Digital retailing has arrived and it’s growing. Consumers are accustomed to the speed, convenience and transparency of online shopping – and they expect a complete digital experience when purchasing a vehicle. More than half of consumers engage with digital retailing at some point in the vehicle purchase process, but aftermarket products are often left out of the early stages of the shopping experience. Customers are more likely to purchase aftermarket products if they learn about them earlier in the process, so holding back means missing out on profit opportunities. In this session, we’ll show you the power and profitability of presenting aftermarket products online to engaged consumers. Learn how providers and agents can provide top-notch customer satisfaction and follow compliance best practices for every state while maximizing value from aftermarket sales.

Presenters:

  • Roger Hilterbrandt, F&I Express
  • Rony Maalouf, F&I Express

4:15 PM - 4:45 PM

Networking Break In the Exhibit Hall

4:50 PM - 6:00 PM


The Industry Summit Honors will begin by announcing the 2019 F&I Pacesetters and Dealer of the Year, awarded to a dealership with a highly profitable F&I department that demonstrates a commitment to regulatory compliance. Followed by the presentation of the 15th Annual Dealers' Choice Awards. The evening will end with the announcement of the 2019 Technology Challenge Winner.

2019 F&I Pacesetters and Dealer of the Year Sponsored by:

6:00 PM - 7:30 PM

Evening Reception In the Exhibit Hall

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(800) 576-8788

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Testimonials

The Industry Summit 2017 is the number one conference under one roof in the USA. Every year I take away numerous techniques, new & current information that assists me in growing myself and my customers too. A must attend event.

-GP Anderson, Finance Manager, Thielen Motors, Inc., Park Rapids, MN

Dina Wilson

“This by far was the BEST Industry Summit I have attended in the past 5 years. Speakers were great and informative. So many knowledgeable professionals under one roof is Priceless! Thank you all for making this Summit a great success!”

-Dina Wilson, General Manager & Finance Manager, Timbrook Kia, Cumberland, MD

Alexander B Robinson

If there are four days you dedicate to growing yourself professionally, this should be it! The opportunities to learn, network, and generate new ideas and income for yourself and dealership are countless. It is a can't miss every year on my schedule!

-Alexander B Robinson, Business Development Manager, Mccaddon Cadillac Buick GMC, Boulder,CO

Justin B Gasman

"Industry Summit is an incredible gathering place of the most forward-thinking group of F&I professionals that exist in our industry. I highly recommend getting involved with this group of the best-of-the-best!"

-Justin B Gasman , Financial Services Director, MPFS, McCaddon Cadillac Buick GMC, Boulder, CO, 2018

“I would encourage my colleagues who are interested in having a fully Compliant Finance Department, attend. It is complete with changing laws, actual situations, and ways to keep up in the changing world we’re in today.”

- Jim Cochran, Director of Corporate Compliance, Hendrick Automotive Group, Charlotte NC, 2018

The Summit is Powerful! The support from other Industry Leaders and sharing of experiences is priceless. The motivation received carries over well into my return to the dealership. I always notice an increase in my numbers after attending!

-Stephanie Cooper, Finance Manager, Timbrook Chevrolet, Keyser, WV

"This was an amazing event full of learning opportunities and great minds! For those of you wondering if it's worth it... the answer is a resounding YES! I can't wait to attend the next summit and continue to work alongside the best in the business.”

-Jenny Beckstrom, Finance Manager, Inver Grove Toyota; Inver Grove Heights, MN

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