2019 Full Agenda

Sunday, May 19th
12:00 P.M. – 5:00 P.M. ACE Review and Certification Exam

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

ACE Certification Review: 12:00 P.M. – 3:00 P.M.

ACE Certification Exam: 3:00 P.M. – 5:00 P.M.

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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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Bourbon Tasting

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Headshot Lounge

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Shoe Shine and Massage Station

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Monday, May 20th
8:00 A.M. – 6:30 P.M. Agent Summit Registration Open

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Headshot Lounge

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Shoe Shine and Massage Station

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Agent Principal Only SESSION
8:00 a.m. – 11:30 a.m.

 8:00 A.M. – 9:00 A.M. Agent Principal Breakfast

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9:00 A.M. – 9:55 A.M. Agent Principal 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. Get the lowdown on this very important component of agency leadership.

Speakers:

  • Matthew Bartle Esq. and David Marcus Esq., Partners, Bartle & Marcus
10:00 A.M. – 10:55 A.M. Agent Principal 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 Agent Summit Advisory Board didn’t think so, and to deliver an expert-level lay of the land, we bring back Gina Cocking. She will focus on the state and pace of consolidation specific to agencies. Get a view of current and future conditions at this can’t-miss session.

Speakers:

  • Gina Cocking, Managing Director, Colonnade Securities
11:00 A.M. – 11:30 A.M. Agent Principal Open Forum

This session will open the floor to thoughts, questions, and concerns from agent principals. Many topics affect us all, but the discussion of group experiences often leads to solutions and remedies discovered by others. Prepare to get involved by making a short list of the issues that matter to you and your business.

Moderators:

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

Agent Summit Conference Begins
11:35 p.m. – 6:30 p.m.

11:35 A.M. – 12:30 P.M. Welcome Lunch

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12:35 P.M. – 12:45 P.M. Agent Summit Welcome Address 

Speaker:

  • Randy Crisorio, President and CEO, United Development Systems 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 — and more importantly, where we are headed in one year, two years, and beyond — giving each of us a chance to prepare for what lies ahead.

Speaker:

  • Joe St. John, Head of Digital Retail, 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 the coming years that could stabilize underwriting practices. The importance of this product cannot be overstated as it delivers on its benefits to agents, dealers, consumers, and finance sources.

Speakers:

  • Tony Wanderon, President and CEO, National Auto Care
  • Ben Woods, Senior Manager of Finance and Modeling, Allstate Dealer Services
2:25 P.M. – 2:35 P.M. Networking Break

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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 well being 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, President, AutoMethod Corp.
  • Kevin Jacobs, Director of Training, Safe-Guard Products International
  • John Tabar, Director of Training, United Development Systems
  • Ritch Wheeler, VP of Training, American Financial & Automotive Services, Inc.
3:20 P.M. – 3:30 P.M. Networking Break

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3:30 P.M. – 4:15 P.M. Panel Session

Service Opportunities

The push goes on. The problem persists. Does anybody have the magic formula? It’s not a $25 spiff or $50 or $100. It’s not service turns to F&I, but it is commitment. This segment’s panelists will replay all of the things we do wrong every day in our quest to capitalize on service opportunities. More importantly, you will hear that formula of commitment that gets the job done as they zero in on vehicle service contracts and prepaid maintenance sales, all picked off the drive and turned into GREEN.

Moderator:

  • Matt Romanowski, Regional Sales Manager, IAS

Panelists:

  • Carmen Donato-Gearing, Aftermarket Sales, Vista BMW of Coconut Creek
  • Rick Messinger, Partner, Dealer Associates
  • Ryan Williams, Executive Vice President, Vero
4:30 P.M. – 6:30 P.M. Opening Reception in the Exhibit Hall

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Bourbon Tasting

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Tuesday, May 21st
8:00 A.M. – 6:30 P.M. Agent Summit Registration Open

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Headshot Lounge

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Shoe Shine and Massage Station

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8:00 A.M. – 9:00 A.M. Breakfast in the Exhibit Hall

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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, and 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 

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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
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11:30 A.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 45-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
  • James Nelson, President, First Resource
  • Joe Spivak, President, Dealer Profits
12:15 P.M. – 1:30 P.M. Lunch in the Exhibit Hall 

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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. 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, do not miss this session.

Speaker:

  • Bruce Martin, Founder and President, Broad & Pattison Automotive Search  
2:30 P.M. – 2:40 P.M. Networking Break
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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 create new rules governing the sale and pricing of F&I products. These efforts — though unannounced — are known to legal insiders like Paul Metrey, who has been developing strategies to counteract 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, VP of Regulatory Affairs and Chief Regulatory Counsel of Financial Services, Privacy and Tax, National Automobile Dealers Association
3:25 P.M. – 3:35 P.M. Networking Break

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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 10 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 — and it’s only getting bigger! We’ve assembled three executive product specialists to address specific product uptrends, loss experience, and participation possibilities.

Moderator:

  • Craig Almon, Co-Founder and Agent Principal and Corporate Trainer, PRO Consulting

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

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Bourbon Tasting

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Wednesday, May 22nd

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

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9:05 A.M. – 10:00 A.M. Welcome Address and Reinsurance Keynote

Dealer Participation for the 2020s

The past 35 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? Agent Summit favorite Greg Petrowski returns to get us caught up on this critical facet of agency and dealership operations.

Speaker:

Greg Petrowski, Senior Vice President and Secretary and Treasurer, GPW and Associates

10:00 A.M. – 10:20 A.M. Networking Break

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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 all this 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

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11:35 A.M. – 12:20 P.M. Panel Session 

All About DOWCs

Tax reform has been a boon to agents and dealers and a curveball for the reinsurance segment. This panel will examine new opportunities in and standards for participation programs, with a focus on dealer owned warranty companies as well as controlled and non-controlled foreign corporations. Count on this rare combination of legal, tax, and sales experts to cover all the bases and bring you up to speed on the latest developments.

Moderator:

  • David Kaseff, Insurance Tax Partner, MarksNelson

Panelists:

  • Edvie M. Castro Esq., General Counsel, Dealer Owned Warranty Company
  • Dan Haugen, Chief Executive of Sales, Portfolio
  • Alan Markowitz, Owner, Alan L. Markowitz Attorney at Law
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