2019 Full Schedule

Sunday, May 19th, 2019
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.

Moderators:

  • James Ganther, Co-Founder, Automotive Compliance Education
  • Gil Van Over, Executive Director, Automotive Compliance Education

Sponsored by:

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

Sponsored by:

Bourbon Tasting

Sponsored by:

Headshot Lounge

Sponsored by:

Monday, May 20th, 2019
8:00 a.m. – 6:30 p.m. Agent Summit Registration Open

Sponsored by:

Headshot Lounge

Sponsored by:

Massage Station

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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

Sponsored by:

9:00 a.m. – 9:55 a.m. Tag-Team Presentation

WHO OWNS WHAT?

Back by popular demand Bartle and Marcus will zero in on ownership of agency creations.  Among the valuable assets of intellectual property are customer lists, agency pricing methods, systems and materials.  These issues that arise with administrators, past employees of administrators and former agency staff are never a problem until “it hits the fan”.  Getting the low down in this session is a very important component of agency leadership.

Speakers:

  • Matthew Bartle Esq. and David Marcus Esq., Partners, Bartle & Marcus LLC
10:00 a.m. – 10:55 a.m. Featured Presentation

PACE OF CONSOLIDATION

Were you aware that there have been more than one hundred acquisitions in the warranty space at both the provider and agency level since 2006?  The Advisory Board didn’t think so and to deliver an expert lay of the landscape we bring back Gina Cocking.  She will focus on the state and pace of consolidation specific to agency.  For a view of current and future conditions – Do Not Miss This Session.

Speakers:

  • Gina Cocking, Managing Director, Colonnade Securities LLC
11:00 a.m. – 11:30 a.m. Agency Principal Open Forum

During this ‘Agency Principals Only’ session, the floor will open to thoughts, questions and concerns of agency principals. May topics affect us all, but the discussion of group experiences often leads to solutions and remedies discovered by others. Prepare to get involved and make a short list of what is important to you and your business.

Speakers:

  • Adam Barocio, Partner, Premier F&I Development LLC
  • Randy Crisorio, President and CEO, United Development Systems Inc. and Advisory Board Chair
  • Chris Stout, President, AutoSolutions
  • Glen Tuscan, President, Dealer Commitment Services

Lunch
11:35 a.m. – 12:30 p.m.

11:35 a.m. – 12:30 p.m. Welcome Lunch

Sponsored by:

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. Featured Presentation

DIGITAL F&I IN THE 21st CENTURY

This timely presentation specific to automotive digital retailing will be delivered by an industry authority who has been crisscrossing the country to speak to manufacturer and retail groups alike. This topic has been a hot one at every level as the retailing transformation moves ahead. Every F&I industry participant needs to hear where we’ve been and where we are today but more importantly where we are headed in one year, two years and beyond allowing each of us to prepare for what lies ahead.

Speaker:

  • Joe St. John, Head of Dealer Success, AutoFi
1:40 p.m. – 2:25 p.m. Tag-Team Presentation

THE GAP CRISIS

After years of escalating GAP claims both in frequency and severity, learn when and where this valuable product’s price bumps will subside.  Hear the ins and outs from an early adopter and seasoned actuary and perhaps what fixes are available in coming years that could stabilize underwriting practices.  The importance of this product cannot be overstated as it delivers on its benefits to consumers, lenders, dealers and the industry distribution channels 

Speakers:

  • Tony Wanderon, President and CEO, National Auto Care
  • Ben Woods, Actuarial Senior Consultant, Allstate Dealer Services
2:25 p.m. – 2:35 p.m. Networking Break

Sponsored by:

2:35 p.m. – 3:20 p.m. Panel Session

IT’S MORE THAN F&I TRAINING

Foundational F&I training matches the voices of experience with those of the uninformed. Yet the training pathway is continuous, and trainers often encounter experienced professionals seeking to grow. Only by learning from each other can trainers enhance the value they bring to the dealer and the professional and personal wellbeing of their F&I teams. With processes, discipline, and preparation, this powerful collection of industry veterans takes the stage to take your training program to the next level.

Moderator:

  • Tony Troussov, Principal, Mezen Dealer Services

Panelists:

  • Kevin Graven, Owner, AutoMethod Corp.
  • Kevin Jacobs, Director of Training, Safe-Guard Products International
  • John Tabar, Director of Training, United Development Systems, Inc.
  • Ritch Wheeler, Vice President of Training, American Financial & Automotive Services, Inc.
3:20 p.m. – 3:30 p.m. Networking Break

Sponsored by:

3:30 p.m. – 4:15 p.m. Panel Session

SERVICE OPPORTUNITIES

4:30 p.m. – 6:30 p.m. Opening Reception in the Exhibit Hall

Sponsored by:

Bourbon Tasting

Sponsored by:

Tuesday, May 21st, 2019
8:00 a.m. – 6:30 p.m. Agent Summit Registration Open

Sponsored by:

Headshot Lounge

Sponsored by:

Massage Station

Sponsored by:

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

UNSTOPPABLE

In this high energy presentation based on his most recent book, “Unstoppable”, Dave Anderson presents the four types of performance groups in any organization—undertakers, caretakers, playmakers, game changers—and outlines key mindset shifts and disciplined choices one must make to become the unstoppable game changer at any position, in any organization.

Speaker:

  • Dave Anderson, President, Learn To Lead
10:15 a.m. – 10:30 a.m. Networking Break and Book Signing 

Sponsored by:

10:35 a.m. – 11:20 a.m. Tag-Team Presentation

WHAT DEALERS WANT

This special tag team presentation by two sales professionals will break down the sales strategies that will clarify what dealer prospects want and what dealers don’t want. Clues to a positive outcome will address contact types, timing, appearance and the importance of background research of the target and incumbent provider. This segment will take your approach to the next level

Speakers:

  • Elle Artison, CEO, Paul Webb Training
  • Paul Webb, Founder, Paul Webb Training
11:20 a.m. – 11:30 a.m. Networking Break
Sponsored by:
11:30a.m. – 12:15 p.m. Panel Session

FACE OF DEALER SALES OBSTACLES

We all recognize that the obstacles start at the onset and continue through every step of the sales process and beyond. In fact, obstacles are forever but for the seasoned agents on this panel, the forty five minute time slot will address the face of dealer sales obstacles from getting the first meeting to installation and all the speed bumps in between. Good ideas feed us all and you should expect some golden nuggets here.

Moderator:

  • Lewis Mathews Jr., Founder and President, Arkansas F&I

Panelists:

  • Doug Dingman, Co-Founder, PRO Consulting LLC
  • James Nelson, President, First Resource Inc.
  • Joe Spivak, President, Dealer Profits Inc.
12:15 p.m. – 1:30 p.m. Lunch in the Exhibit Hall 

Sponsored by:

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

PEOPLE ARE THE ANSWER

There are movers and shakers in the recruitment field but then there are those who work with precision in the automotive sector. Bruce Martin is one of those industry talent seekers with a laser focus on our industry and has a lot to share. We all recognize that people are the lifeblood of our business and to achieve the growth and success we aspire to, the professional counsel of experience is highly desirable. We all want to know where to find credible prospects, how to hire for productivity and keep them for the long haul. If people are the answer in your world – this is a “Don’t Miss” session.

Speaker:

  • Bruce Martin, President, Broad & Pattison Automotive Search, Inc.  
2:30 p.m. – 2:40 p.m. Networking Break
Sponsored by:
2:40 p.m. – 3:25 p.m. Featured Presentation

EMERGING CHALLENGES TO VOLUNTARY PROTECTION PRODUCTS

The session title speaks to the ongoing efforts of regulators to rule over products and product pricing in our industry. These efforts, though unannounced, are known to legal insiders like Paul Metrey who has been developing strategies to counter act those efforts. The success of those strategies will serve to shape our business interests for years to come. Details will be revealed at the Summit.

Speaker:

  • Paul Metrey, Vice President of Regulatory Affairs & Chief Regulatory Counsel of Financial Services, Privacy and Tax, NADA
3:25 p.m. – 3:35 p.m. Networking Break
3:35 p.m. – 4:15 p.m. Panel Session

EXPLODING ANCILLARY GROWTH 

The trend line for gross ancillary sales over the past five to ten years runs off the charts. In fact, run a dealer F&I report without them or subtract them from last year’s agency revenue and you will get the picture. BIG • BIG • BIGGER We’ve assembled three executive product specialists to address specific product uptrends, loss experience and participation possibilities.

Moderator:

  • Craig Almon, Partner, PRO Consulting LLC

Panelists:

  • Rick Meinke, National Sales Manager, ECP Inc.
  • Andy Pavich, National Sales Director, Permaplate
  • Kerri Walker Lewis, VP of Business Development, CalTex
4:30 p.m. – 6:30 p.m. Evening Reception in the Exhibit Hall

Sponsored by:

Bourbon Tasting

Sponsored by:

Wednesday, May 22nd, 2019

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

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

Sponsored by:

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

Sponsored by:

9:05 a.m. – 10:00 a.m. Reinsurance Keynote

DEALER PARTICIPATION FOR THE 2020s

The past thirty-five years have seen an evolution in dealer participation programs. What impact will the current regulatory and political climate have on these programs heading into the 2020s?

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 Presentation

LEGAL UPDATE: CFCs AND NCFCs

We are beginning to see more developments, including IRS audit activity, affecting the common F&I structures.  This session is designed to bring the latest news on recent cases (including the Syzygy case decided in early April), what appears to be in the pipeline, and how this all affects the best current strategies for dealers.

Speaker

  • Andrew J. Weill, Principal, Weill & Mazer APC
11:10 a.m. – 11:30 a.m. Networking Break

Sponsored by:

11:35 a.m. – 12:20 p.m. Panel Session 

ALL ABOUT DOWCs

Panelists:

  • Edvie M. Castro Esq., General Counsel, Dealer Owned Warranty Company
  • Dan Haugen, Chief Executive of Sales, 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
2019 Advisory Board

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

Adam Barocio 
Premier Warranty

Thomas Hackett
Allstate Dealer Services

David Neuenschwander 
National Automotive Experts

Chris Stout
Auto Solutions

Glen Tuscan
TriPac

Tony Wanderon 
National Auto Care