October 8-10, 2018 // Caribe Royale Orlando // Orlando, FL

2018 Schedule

Last updated: September 10, 2018

Monday, October 8, 2018

7:30 AM - 6:30 PM

Sponsored by

8:00 AM - 6:30 PM

8:00am - 9:00am
Breakfast

9:05am - 10:00am
Keynote Address: In Time of Peace, Prepare for War
Join attorney, compliance expert, and former Florida dealer regulator Terry O’Loughlin as he sets the course for front-end compliance in the post-CFPB era. The once-feared federal agency may have been defanged by the Trump administration, but its spirit lives on in the hearts of state attorneys general and class-action attorneys. Take the steps necessary to protect your dealership, your customers, and yourself from undue harm before complacency rears its ugly head.
Keynote Speaker: Terrence J. “Terry” O’Loughlin, Reynolds and Reynolds

10:00am - 10:30am
Networking Break

10:35am - 11:30am
Workshop: GAP, Spats, and Wiretaps: The Compliance Year in Review
Take a look back at a year’s worth of regulatory changes and enforcement actions with attorney, author, and carlaw expert Jim Ganther. What do the reinterpretation of the Military Lending Act, changes at the CFPB/BCFP, and growing concerns over dealership employee privacy have in common? All contain traps that can ensnare unwary dealers and lead to unexpected — and potentially devastating — financial consequences. 
Speaker: Jim Ganther, Mosaic Compliance Services

11:30am - 12:30pm
Dealer Panel: The Bridge to Compliance: How to Build a CMS
The Federales require it and the instructions are freely available, but countless dealerships still operate without the security and benefit of a fully functional and consistently enforced compliance management system. Join compliance guru Gil Van Over and his panelists for a crash course in CMS construction, including such essential components as training, auditing, and complaint response. Don’t let another year go by before you build your bridge to compliance. 
Moderator: Gil Van Over, Automotive Compliance Education (ACE)

12:30pm - 2:00pm
Luncheon Address: A Conversation With Jim Ziegler
Get up close and personal with Jim Ziegler, legendary trainer, author, speaker, dealer advocate, and industry forecaster. Consider how compliance has changed the game for the entire front end from the perspective of the man who spent more than four decades visiting dealerships in 49 states and around the globe. Get the inside story on some of the scandals and controversies that have rocked the auto retail and finance world. Take home new insights into the way customers, factory executives, and regulators think. Most importantly, find out what the Alpha Dawg would change if he were in charge of your store for one day — and all the compliance, personnel, management, and leadership issues he would quickly resolve. 
Speakers: Jim Ziegler, Ziegler SuperSystems, and Tariq Kamal, Bobit Business Media Dealer Group

2:05pm - 3:00pm
Workshop: How to Vet and Work With Compliant Providers
Dealers today face a higher level of governmental regulation and scrutiny than ever before. All F&I providers, whether they be service contract providers or payment program providers, must be vetted to a degree such that the dealer can be certain they are dealing with a legally organized and licensed entity that has the proper business practices and ethics required to ensure the dealer is not exposed to unnecessary risk — be it reputational or monetary — in the quest for profit. The session will cover a 10-point checklist to evaluate product providers and ensure you’ve done your due diligence to protect your customers and your dealership.
Speaker: Robert Steenbergh, US Equity Advantage (USEA)

3:05pm - 4:00pm
Dealer Panel: Where the Rubber Meets the Road
Shift from the theoretical to the practical as our panel delves into the real-world application of compliance standards at the dealership level. Learn how to design, implement, and enforce processes and controls, practice strict adherence without sacrificing F&I production or profitability, and build a culture of trust and transparency.
Moderator: Tariq Kamal, Bobit Business Media Dealer Group

4:00pm - 4:30pm
Networking Break

4:30pm - 6:30pm
Is It Compliant?
Compliance Summit concludes with a reception and open forum among speakers and attendees. Challenge our experts with your most confounding compliance scenarios and concerns. Leverage the collective experience, brainpower, and caselaw knowledge of some of the auto retail and finance segment’s most accomplished attorneys, consultants, and trainers. When it comes to compliance, no question is too big.

Tuesday, October 9, 2018

7:30 AM - 6:30 PM

Sponsored by

8:00 AM - 11:45 AM

ACE Certified Professionals are required to complete an annual recertification and can do so at Industry Summit. For more information on ACE, visit their website here or course list here.

11:45 AM - 12:45 PM

Keeping up in a world being continually redefined by the likes of Amazon, Uber and Facebook can be challenging. Cindy Allen, CEO of StoneEagle, will highlight some of the most impactful trends in the automotive and technology space.
Keynote Speaker: Cindy Allen, StoneEagle

Sponsored by

 

1:00 PM - 3:00 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.

Companies in Order of Presentation:

  1. Darwin, Jeff Stafford
  2. SAVY® Driven by EasyCare, Scott Jacobsen
  3. DealerSocket, Inc.
  4. Your Dealer Experience, Steven Apicella
  5. Reahard & Associates, Janet Crabtree
  6. TecAssured, LLC, Joseph Pesce
  7. Axiom Product Administration, Michael Reth
  8. AutoFi, Devon Ader
  9. 700Credit, Bob Lettis
  10. DealerTrack, Robert Newman

1:00 PM - 2:00 PM

Join moderator and industry veteran Kristen Gruber and her esteemed panel for a C-level overview of recent developments and compelling trends in the P&A industry. Learn how executives and experts are tackling such issues as mounting GAP losses, the effects of tax reform on reinsurance programs, pricing and selling F&I products online, and the steps P&A leaders must take to survive and thrive in the dealership of the future.
Moderator: Kristen Gruber, Dealers Assurance Company
Panelists: Dave Duncan, President, Safe-Guard; Arden Hetland, American Financial & Automotive Services, Inc

2:10 PM - 3:00 PM

Over the past decade, transparency has transformed the automotive industry. This session will explore the evolution of transparency and share insights on how digital retailing will shape the car buying experience and help the dealer become more efficient and profitable.
Keynote Speaker: Chip Perry, TrueCar

3:00 PM - 3:30 PM

Sponsored by

3:00 PM - 3:30 PM

Sponsored by

3:35 PM - 4:30 PM

Moderator: Greg Petrowski, GPW and Associates, Inc.
Panelists: Richard Irvine, PwC; David Kaseff, Marks Nelson, LLC; Randy Rabbit,  United States Warranty Corp.

3:35 PM - 4:30 PM

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” who 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 Mélon, AKA "Frenchy", IAS

Sponsored by

4:35 PM - 5:30 PM

Join Greg Goebel for a look at what you can expect on the auto finance front over the next 12 months. Will it be smooth sailing with above-average gross profits, or will we be facing some rough waters that significantly impact the bottom line? Greg will walk you through all of the factors that influence the auto finance industry and show you how they are all stacking up for the next 12 months so you can prepare now.
Presenter: Greg Goebel, DealerStrong

5:30 PM - 7:30 PM

Reception sponsored by

Wednesday, October 10, 2018

7:30 AM - 7:30 PM

Sponsored by

8:00 AM - 9:00 AM

Breakfast sponsored by

9:10 AM - 10:00 AM

The most immediate and effective way to “Protect the Future of F&I” is to make your finance department more effective, more efficient, and, most importantly, more productive. Sharpen your F&I selling skills and improve your PRU by joining acclaimed trainer David Lewis as he considers the financing process from the car buyer’s standpoint. Learn what motivates them to buy the protection they need to secure their investments. Lower your stress level and start building relationships that pay off with a positive and customer-friendly dealership environment, more repeat business and referrals, fewer chargebacks, and a lifetime of service revenue. By thinking outside the F&I box, you can improve your per-copy average by $350.

Keynote Speaker: David Lewis, David Lewis & Associates

Sponsored by

10:10 AM - 11:00 AM

From the Boardroom
Comprised of leaders from F&I product companies and software firms, “From the Boardroom” will tackle the big questions facing the F&I trade as the car-buying experience becomes more digitized. The panel will also touch on current market trends, including today’s margin-compressed  environment and the strength of the used-vehicle market, and delve into the new regulatory landscape in a post-CFPB era.
Moderator: Greg Arroyo, F&I and Showroom magazine
Panelists: Tim Blochowiack, Protective Insurance; Vince D’Antoni, AUL; Matt Trudeau, Dent Wizard

11:00 AM - 11:30 AM

Sponsored by

11:30 AM - 12:25 PM

  • P&A Tag-Team Presentation: Rising GAP Losses: 2018 Update
    Falling residual values, rising total loss frequency, and riskier financing have resulted in significant losses in GAP in recent years. Actuaries Lee Bowron and Ben Woods are back with an update on these GAP loss drivers and what to expect in the coming years from this important product segment.
    Speakers: Lee Bowron, Kerper and Bowron LLC; Ben Woods, Allstate Dealer Services
     
  • F&I Superstars Playbook Revealed
    In this information packed session, you will learn what F&I Superstars do every day to ensure their success. You will understand why most F&I managers will never achieve this level of performance and exactly what is holding them back. Finally, the session will expose winning strategies that can take you from an average business manager to an F&I MVP!
    Presenter: John Tabar, UDS

12:30 PM - 2:00 PM

Lunch sponsored by

2:05 PM - 2:55 PM

  • P&A Panel Session: Can Online Claims Help Your Organization Achieve Efficiency and Scalability?
    F&I product providers and administrators are building web portals and mobile apps designed to accept, adjudicate, and, in some cases, pay claims submitted by consumers, dealers, and finance sources. Early returns suggest improved efficiency and scalability await those who are willing to invest. But widespread adoption will depend on uncharted advancements. Join product and technology expert Brent Allen and his panel of experts to get up to speed on online claims and decide whether this emerging technology will pay dividends for your organization.
    Moderator: Brent Allen, StoneEagle​
    Panelists: Jardon Bouska, Safe-Guard Products International, LLC; Stephen Fort, APEX Protection Inc.​; Kumar Kathinokkula, COO, F&I Administration Solutions
  • Let F&I Ease the Squeeze
    We have officially hit the top of the sales curve and must now brace for the certain cyclical decline. Dealers have invested millions in prime real estate, facility upgrades, and additional personnel, only to be told no one wants to visit your stores. Managers and staff are ready to buy into the technology craze, but few dealerships have fully implemented. Factory money has become an essential component of the financial statement and used cars are more expensive than ever. When the volume drops, these costs will become hard to manage. Let this informative session show you how to let F&I “Ease the Squeeze”!
    Speaker: Joe Porter, American Financial & Automotive Services 

2:55 PM - 3:30 PM

Sponsored by

3:30 PM - 4:45 PM

The Information Age has intersected with the Age of the Customer and that demands our process adapt and change. We must establish our relationship with the customer where they first meet us, online. Technology and online engagement must be coupled with a new, updated and more powerful F&I process that enables customers to self-discover their need for protection. Today’s products and the software to complete our process are both innovative and creative. F&I Q-tips will provide the road-map to build upon that creativity and effectively engage the empowered customer to increase profits and income!
Presenter: Rick McCormick, Reahard & Associates

5:00 PM - 6:00 PM


The Industry Summit Honors will begin by announcing the 2018 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. The winner of the inaugural Technology Challenge will then be named, followed by the presentation of the 14th Annual Dealers' Choice Awards. The evening will close with the presentation of the first-ever Ed Bobit Lifetime Achievement Award, presented to legendary sales trainer, forecaster, and industry firebrand Jim Ziegler.

6:00 PM - 7:30 PM

Reception sponsored by

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Testimonials

Justin B Gasman

"I wouldn't miss it folks. You have an opportunity to learn about compliance, technology, products, processes and more. You meet the best of the best. Invest in your future and your own success. Commit now for next years' event and be there! “

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

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

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

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

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