2018 Full Agenda

Sunday, May 20th, 2018
12:00 p.m. – 5:00 p.m. ACE Review and Certification

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). ACE certification, including the review session, exam, and framed diploma, is offered for no additional charge with your Agent Summit show pass.

*All attendees will receive an autographed copy of Automotive Compliance in a Digital World

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5:00 p.m. – 6:30 p.m. Agent Summit Registration Open

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Welcome Reception: Badge Pick Up and Happy Hour

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Rum Tasting

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Headshot Lounge

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Monday, May 21st, 2018
8:00 a.m. – 6:30 p.m. Agent Summit Registration Open

Sponsored by:

Headshot Lounge

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Shoe Shine

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Agent Principal Only Breakfast & Roundtable
8:00 a.m. – 11:30 a.m.

8:00 a.m. – 9:00 a.m. Agency Principal Breakfast

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9:00 a.m. – 9:55 a.m. Featured Presentation

Preparing to Exit

Most if not all agent principals recognize the limitations of their shelf life as the driver of their company. Therefore, consideration of transition for the business should be planned well in advance no matter how that transfer might be made and there are many options. This session will focus on the planning strategies that will favor the principal without regard to the transition path, which could include gifting, merger, outright sale, or ESOP. Pre- and post‐sale planning consideration will be addressed.

Speaker:

  • James M. Duggan Esq., Founding Principal, DUGGAN BERTSCH LLC
10:00 a.m. – 10:55 a.m. Tag-Team Presentation

Key Provisions of Agent Agreements

Two trial lawyers who have spent the last decade litigating and arbitrating cases involving the meaning and effect of agent agreements share their thoughts as to the terms that every agent should scrutinize at the inception of the agency relationship. The session will include suggestions for provisions agents may seek to include in their agreements, and as well as suggestions for language agents may desire to oppose. Feel free to bring your questions to this closed, agent principals-only session.

Speakers:

  • Matthew Bartle Esq. and David Marcus Esq., Partners, Bartle & Marcus LLC
11:00 a.m. – 11:30 a.m. Agency Principal Open Forum

Moderators

  • Randall R. Crisorio, President and CEO, United Development Systems, Inc.
  • Craig Almon, Founding Partner, Pro Consulting, LLC
  • Lyle King, Senior Vice President, NFP
  • Tom O’Neil, Founder, Brown & Brown of Ky., Inc.

Lunch
11:35 a.m. – 12:30 p.m.

11:35 a.m. – 12:30 p.m. Welcome Lunch

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Agent Summit: Conference Begins
12:35 p.m. – 6:30 p.m.

12:35 p.m. – 12:45 p.m. Agent Summit Welcome Address 

Speaker:

  • Randy Crisorio, President and CEO, United Development Systems Inc. and Advisory Board Chair
12:45 p.m. – 1:35 p.m. Keynote Address

Automotive F&I 2018: The State of Our Industry

The significance of F&I performance continues its rapid ascent in the dealer community as the share of F&I profitability grows with each passing year. 2018 is expected to continue the good retailing run of recent years but with an increasing pitch of competition and the perception of agent challenges. Among those challenges are Dealer Consolidation, Subscription Services, Electromobility and Autonomous vehicles. We’ll take a look at what’s HOT and what’s not!

Speaker:

  • Jimmy Atkinson, President and CEO, AUL Corp.
1:40 p.m. – 2:25 p.m. Featured Presentation

The Perfect Dealership/The Perfect Dealer

It would seem that compliance has been such a hot topic for so long that many agents and dealers have been lulled to sleep. Newsflash! It’s not going away, and the only perfect dealership is the one with a perfect dealer that is acutely aware of doing things the right way. The rule of law and a culture of transparency will pave the way, but what responsibility falls to the F&I agent in developing a system of compliance management? Here you will listen to a pro immersed in the field.

Speaker:

  • Max Zanan, Founder and CEO, Total Dealer Compliance
2:25 p.m. – 2:35 p.m. Networking Break

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2:35 p.m. – 3:20 p.m. Panel Session

Compliance Jeopardy

Dealer expectations for performance and counsel are clearly understood, but the need for guidance in the ever-growing compliance arena has been underserved by many agents for a long time. This interactive session will address many dominant compliance questions of the day and serve up answers in a game show setting through the participation of three agent guests.

Moderator:

  • Gil Van Over, President, gvo3 & Associates
3:20 p.m. – 3:30 p.m. Networking Break

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3:30 p.m. – 4:15 p.m. Panel Session

The Surging Ancillary Market

Sales is the game and money is the target! With the advance of new products, merchandising programs, preloads, and an ever‐increasing lease base, there has never been a better time to confirm that you’ve got it all covered. How is one-price working? Does the negotiation process that takes place with dealerships that utilize price ceilings capture greater profits? You’ll hear from a showcase assembly of product providers who are “in the know” and will offer insight to the means of accelerated sales.

Moderator:

  • Ron Reahard, President, Reahard & Associates Inc.

Panelists: 

  • Scott Hendrix, Sr. VP and Head of National Accounts Channel, IAS
  • Garret Lacour, CEO, RoadVantage
  • David Neuenschwander, President, NAE/NWAN
  • Tony Wanderon, President and CEO, National Auto Care
4:30 p.m. – 6:30 p.m. Opening Reception in the Exhibit Hall

Sponsored by:

Cigar Rolling

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Rum Tasting

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Tuesday, May 22nd, 2018
8:00 a.m. – 6:30 p.m. Agent Summit Registration Open

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Headshot Lounge

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Shoe Shine

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8:00 a.m. – 9:00 a.m. Exhibit Hall Open and Breakfast

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9:10 a.m. – 10:15 a.m. Keynote Address

How To Multiply Your Time

What if you could literally make more time? It is actually possible once you understand the significance calculation and the new paradigm of ultra performers. Based on Rory Vaden’s Ted talk with over 1 million views, he will show you exactly how the leading minds in the world have figured out ways to create more time meanwhile everyone else is living in a constant state of urgency, busyness, and stress. If time is something you or your team need more, you desperately need to hear this message!

This program will challenge everything you know to be true about “time-management” as you will learn:

  • There is no such thing as “time-management” there is only “self-management”
  • Why productivity in the next generation is much more about emotion than logic
  • How to move beyond urgency and importance to significance
  • Why “priorities” are a limiting paradigm relating to your time
  • If you are a “Gunslinger” or a “Worry Wart” and why rich people never pay their taxes early
  • When is the right time for patience and when is the right time for action
  • 5 permissions to go from being a “Firefighter” to a “Seed-Planter”
  • How to finally be stress-free from the never ending pile of work

Speaker:

  • Rory Vaden, Founder, Center for the Study of Self Discipline
10:15 a.m. – 10:30 a.m. Networking Break and Book Signing 

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10:35 a.m. – 11:20 a.m. Featured Presentation

Digital Retailing Technologies

Technology innovation in the automotive industry is moving at breakneck speed. Automotive retail is on the verge of disruptive change as a new dawn of digital retailing technologies usher in new ideas and approaches to the business. Our paradigm in the automotive industry is changing. Is your agency ready to navigate these new waters? Learn about the major trends in F&I that will affect your business and position your company for lasting impact with your dealers.

Speaker:

  • Jim Maxim Jr., President, MaximTrak
11:20 a.m. – 11:30 a.m. Networking Break

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11:30a.m. – 12:15 p.m. Featured Presentation

Training Field Operatives

We’ve all suffered through the expectation of a new hire who could light up the market with your program only to be disappointed in lackluster results that burned a lot of cash, resulting in a “do-over” with the next hire. If you’re honest about it, perhaps admitting that “OJT” just isn’t good enough. If that depicts your experience and your “MO,” then listen up and build an active process that will drive greater personal growth and success for staffers in your organization.

Speaker:

  • John Tabar, Director of Training, United Development Systems Inc.
12:15 p.m. – 1:30 p.m. Lunch in the Exhibit Hall 

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1:45 a.m. – 2:30 p.m. Featured Presentation

Make Coaching Great Again

If we all agree that training is structure and foundational, then it’s easy to recognize that coaching, which is an any-day process, supports, encourages and nurtures individuals to stay on track and prosper. Often field staffers get too casual and fail to recognize the opportunities for personal growth in F&I management — and the impact on agency success. The focus of this segment will zero in on getting back to work on each and every dealer call to elevate performance.

Speaker:

Ritch Wheeler, Regional Sales Manager and Sr. Director of Training, American Financial & Automotive Services

2:30 p.m. – 2:40 p.m. Networking Break

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2:40 p.m. – 3:25 p.m. Featured Presentation

Competitive Targets

While competition is a broad category, we should all recognize the differences among lenders with the money, manufacturers who have the cars, and third-party providers who need to be shown the door. While each entity of each category builds roadblocks, they also present opportunities that may have eluded you for years. This session will definitely deliver fresh ideas that you can put in the bank!

Speaker:

  • Tom O’Neil, Founder, O’Neil Financial Services Agency Inc.
3:25 p.m. – 3:35 p.m. Networking Break

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3:35 p.m. – 4:15 p.m. Featured Presentation

Talent: Finding and Keeping It in the Zero-Unemployment Economy

It’s been a long time since we’ve been at near-zero unemployment, and it can be a recruiting and retention nightmare. In this session, we will look at how you can make the best of the current employment landscape to fill positions and retain the talent you have.

Speaker:

  • Harlene Doane, Chief Operations Officer, DealerStrong
4:30 p.m. – 6:30 p.m. Evening Reception in the Exhibit Hall

Sponsored by:

Cigar Rolling

Sponsored by:

Rum Tasting

Sponsored by:

Wednesday, May 23rd, 2018

Reinsurance Symposium
8:00 a.m. – 12:30 p.m.

8:00 a.m. – 12:30 p.m. Agent Summit Registration Open

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8:00 a.m. – 9:00 a.m. Breakfast with Reinsurance Sponsors

Sponsored by:

9:05 a.m. – 10:00 a.m. Welcome Address and Reinsurance Keynote

Speaker:

Greg Petrowski, Senior Vice President/Secretary/Treasurer, GPW and Associates, Inc.

10:00 a.m. – 10:20 a.m. Networking Break

Sponsored by:

10:25 a.m. – 11:10 a.m. Featured Reinsurance Presentation

The Vision of the Future for Dealer/Agent Participation Programs

Moderator:

Panelists: 

  • J. Michael Howse, Senior Vice President Sales & Marketing, Resource Agent Group
  • Todd Sands, Vice President of Sales Administration, CNA National
11:10 a.m. – 11:30 a.m. Networking Break

Sponsored by:

11:35 a.m. – 12:20 p.m. Featured Reinsurance Presentation

Taxation and Reinsurance: 2018 Changes and Analysis of Taxation Within Various Reinsurance Structures

Speakers:

  • Robert Davis, Partner, Dixon Hughes Goodman, LLP
  • Ryan Hanlon, Managing Director, Portfolio
12:20 p.m. – 12:30 p.m. Closing Remarks

Speaker:

  • Randy Crisorio, President and CEO, United Development Systems Inc. and Advisory Board Chair
2018 Advisory Board

Randy Crisorio
President & CEO
United Development Systems
and Advisory Board Chair

Craig Almon 
Founding Partner
Pro Consulting, LLC

Matt Croak 
President
Wise F&I, LLC

Lyle King
Senior Vice President
NFP

Matt Nowicki
Vice President of Retail Software
IAS

Tom O’Neil
President of New Business Development
Brown & Brown of Ky., Inc.

Kurt Orcutt
President
Accelerated Service International 

Gil Van Over
Founder & President
gvo3 & Associates