2008 Seminar Agenda

(subject to change)

Tuesday, September 16

Pre-Conference Bonus Sessions

8:00AM-10:45AM

F&I Certification Workshop

Sponsored by the Center for International Retail Automotive Standards (CIRAS) and facilitated by the Automobile Dealership Institute

Presenters: Dr. Robert W. Serum, President and CEO of CIRAS; Dr. David E. Fry, President and CEO Emeritus of Northwood University; Arzu Algan, Dean of Education of ADI; Marguerite Watanabe, President Connections Insights, LLC; Thomas B. Hudson, Senior Partner, Hudson Cook, LLP; Emily Marlow Beck, Partner, Hudson Cook, LLP

Red Flag Rule Compliance Symposium

Presenters: David Robertson, AFIP; Gil VanOver, President, gvo3 and Associates; J.R. Wilson, PatriotDealer; Jim Ganther, President, Mosaic Compliance Services; Scott Smith, NXG Strategies

11:00AM- 12:00PM

CSI CERTIFICATION
CSI Training and Certification for Industry Professionals

Presenters:Dr. Robert W. Serum, PhD, President and CEO, Center for International Retail Automotive Standards; Dr. Wayne Mehrtens

F&I Conference Begins

1:00PM-1:15PM

Welcome

Ed Bobit, Publisher, Bobit Business Media
and
Master of Ceremonies Ron Reahard, President
Reahard & Associates, Inc.

1:15PM-2:00PM

2:00PM-3:00PM

Panel: "Prime, Non-Prime Finance"

Moderator: Marguerite Watanabe, President
Connection Insights

Panelists: Alex Sarafian, Director of Consumer Credit and Risk Management, GMAC North American Operations; Lou Loquasto, VP of Marketing, Wells Fargo Auto Finance; Mike Wells, Group Vice President – Operations, Commercial Finance and International & General Manager of Toyota Financial Savings Bank, Toyota Financial Services; Mike Kane, Senior Vice President of Client Services, Citi Financial Auto
These management panelists from a cross section of lenders will share their insights on today's and future direction of their resources to support their partners.

3:00PM-3:20PM

3:20PM-4:05PM

(Concurrent Sessions)

Workshop: "Front-End Solutions"

Speaker: Ron Reahard, President, Reahard & Associates, Inc.
The focus here will be on the interaction between F&I managers and the front-end sales group. Current and emerging technologies are showcased to ensure that vital customer information is shared in a timely and efficient manner so that the end result is excellent CSI and a profitable vehicle sale followed by F&I marketing succes.

Workshop: "What's New in e-Contracting?"

Speaker: Tom O'Connor, Director, econtracting, RouteOne LLC
With more and more lenders supporting e-Contracting and encouraging dealers to embrace the technology, learn how the dealer can share in major benefits from committing top the concept ad training internally to earn efficiencies and profits.

4:05PM-4:50PM

Evening Keynote: "Right F&I Solutions for Better Results"

Dennis Doyle, Vice President, Marketing and Product Development, Dealer Products and Services, GMAC Insurance Holdings
From experience and research to record results, here's a step by step recommendation on how to attain an ideal dynamic with every F&I transaction.

Networking Reception in Exhibit Hall

Poolside Networking Party

Wednesday, September 17

9:10AM-9:50AM

(Concurrent Sessions)

"Why Every Franchised Dealer Should Have A Special Finance Manager"

Speaker: Rich LaLonde, Founder/President and CEO, Auto Credit Express (ACE)
With a growing percentage of credit-challenged potential purchasers a strong case is made for establishing a Special Finance specialist within the dealership and a practical recommendation on how and why this should be accomplished.

Workshop: "Maximizing F&I Profit in Today's Economic Environment"

Speaker: Glenn Roberts, National Training and Business Development Manager, Zurich Insurance
With dealers facing growing challenges in maintaining or growing F&I profits, find the proven solutions for each of the steps toward a successful F&I department that generates maximum profits while compliant in legal terms.

9:50AM- 10:10AM

Break

10:10AM-10:50AM

(Concurrent Sessions)

"Selling Service Contracts & Insurance"

Moderator: Rick McCormick, Associate, Reahard & Associates, Inc.
Panelists: Sharon Anania, VP of Sales, CNA National Warranty Corporation; Eric Dragoo, Regional Managing Director-West, GMAC Insurance; Tom Murray, Executive Vice President, Resource Dealer Group; Jim Devitt, National Sales Manager, NAC; Kevin Hausch, Regional VP, Protective
Increased finance terms, longer term contracts, labor costs and vehicle complexity actually create more opportunities for service contract sales. Learn how to train and use savvy sales techniques for closing service contract sales.

"Financing - How to Get the Deal Done"

Speakers: Dick Costello, National F&I Executive, Zurich Direct Markets; Bryon Houghton, National F&I Executive, Zurich
With lender's financing guidelines tightening and fewer funders interested as suppliers, find out how strategic sourcing and best practices analysis can promote effective sales conclusions even for those with questionable credit credentials.

10:50AM-11:30AM

(Concurrent Sessions)

"Future of Pricing in Auto Finance"

Speaker: Dr. Robert Phillips, President, Nomis Solutions
Quality, not quantity, is going to be the primary focus of lenders for at least the next year. This presentation is a rare opportunity to learn how pricing and offer optimization solutions are helping dealers and finance companies grow profitably in these challenging economic times. Understand how leading auto finance companies are using advanced analytics and innovative technologies to ensure more accurate pricing, quicker response times, more flexible deal structuring, and increased customer satisfaction throughout the financing process.

"Compliance, Identity Theft & Red Flag"

Moderator: Gil Van Over, President, gvo3 & Associates
Panelists: Robert Shimberg, Hill, Ward & Henderson; Terry O'Loughlin, Director of Compliance, Reynolds & Reynolds; Penelope Bell, Consulting Associate, gvo3 & Associates; Greg Oltman, Director of Finance, Van Tuyl Group; Mark Misurada, Sergeant, Las Vegas Metropolitan Police Department; Raj Sundaram, Sr. Vice President, Dealer Solutions, Dealer Track Inc.

Identity theft is the number one crime in the country and car dealers feel the effects. The Feds have responded with the November 1st effective date for the newest regulation to be dealt with: the Red Flags Rule. Learn from industry experts some of the identity theft pitfalls and ways to beef up your identity theft deterrent program. These experienced panelists know the questions and share the solutions on the Red Flag Rule.

11:30AM-11:45AM

Awards Ceremony

1:30PM-2:10PM

"Industry Executive Insights"

Moderator: David Robertson, Executive Director, Association of Finance and Insurance

Panelists: Bruce Foster, Director of the Performance Development Center, JM&A;
Raj Sundaram, Sr. Vice President, Dealer Solutions, DealerTrack, Inc.;
Mark Mishler, President and COO, The Warranty Group, and CEO Resource Automotive;
Arden Hetland, President and CEO, American Financial and Automotive Service, Inc. (AFAS);
Alan Miller, Senior Vice President of Sales, CNA National Warranty Corporation;
Pete Biscardi, President, NAC
A unique gathering of industry leaders who influence the direction and health of all phases of the financial aspects of a dealer's interaction and dependence with supplier sources. This august panel will share with attendees the future of our business relationships and the ability to serve, ultimately, our buyer-customers.

2:10PM-2:50PM

"How Dealers Evaluate F&I Providers & Reinsurance"

Moderator: Greg Arroyo, Executive Director, F&I Magazine

Panelists: David Kelly, Vice President of Finance Operations, Eastern Automotive Group; Charlie Robinson, VP Finance & Insurance, Asbury Automotive Group; Marv Eleazor, Finance Director, Langdale Ford Co.; Michael Crawford, General Manager and Partner, Peroria KIA; Gary Allgeir, Suburban Collection

Gain special insight into how enlightened dealers experience and rate all F&I related suppliers and how they work directly with them to ensure a maximum effectiveness in the dealership operation.

2:50PM-3:10PM

Break

3:10PM-3:50PM

(Concurrent Sessions)

"Integrating F&I into Sales"

Moderator: Rebecca Chernek, President, Chernek Consulting

Panelists: Phillip Battista, CO-CEO, MenuVantage; John Vecchioni, Director of F&I Development for United Car Care, Inc.; Doug Frey, Senior Vice President, Universal Warranty Corp.; Mark Baker, Regional Sales Manager, Premier Dealer Services
How to develop the best and most effective, efficient transition between the front-end sale and the hand-ff (TO) to support a successful F&I sale to the buyer and still maintain the high CSI the dealer insists on.

Workshop: "The 3 Top & Newest Effective Closes"

Speaker: Matthew Hash, Income Development /Training Manager-Central US, GMAC Insurance
Your menu may be long, the customer may be in a hurry to leave, and the buyer may be credit-challenged, but find out what your best chances are to actually effect a successful closing. A top trainer shares the secrets.

3:50PM-4:30PM

(Concurrent Sessions)

"Aftermarket & Technology"

Moderator: Greg Arroyo, Executive Editor, F&I Magazine
Panelists: Kelly Price, President and founder, National Automotive Experts (NAE); Dave Duncan, Senior Vice President, SafeGuard; James B. Smith, President, Southwest RE; Matt Nowicki, Director of Information Technology Innovative, IAS; Mark Trahan, Division President, Simoniz USA; Hugh Abernethy, VP Aftermarket Solutions, DealerTrack, Inc.
How to utilize key process standards, menu selection and measurement techniques to maximize aftermarket opportunities; and the importance of timing and communication during the sales period.

"Selling Service Contracts & Insurance"

Moderator: Tariq Kamal, Senior Editor, Special Finance Magazine

Panelists: Rod Heasley, National Sales Director, Charter Warranty Company and AutoSave Warranty; Mike Edwards, President, CEO First Innovations and First Guard Warranty Group; Jim Atkinson, Senior vice President & General Manager, Assurant Solutions; Bob Tournaud, Income Development Manager, GMAC; Steve Klees, National Sales Manager, EFG
Here's a specially selected group of panelists who are intimately familiar with the newest products, selling techniques and closing solutions to help you develop an up-to-date operation on strong profit from Service Contract sales.

4:30PM-4:45PM

Recap

5:00PM-7:00PM

Closing Networking
Reception in Exhibit Hall