T U E S D AY, J U N E 2 1 9:00am – 11:15am
Convention General Session Octavius 9-11, 25 Master of Ceremonies: Michael York, The Michael York Company
“State of the Industry and Setting the Course” Session Leader: Keith Whann, NIADA General Counsel The kick-off session to the next three days of industry education that provides information, preparation and inspiration to independent dealers and their partners in our trade. During this session, discussions and audience interactions will focus on federal legislation, regulations and compliance, future issues, plans of action and how these will affect your dealership operations.
1:00pm – 2:00pm
“Compliance Solutions Lab” Octavius 15-20 Session Facilitators: Industry Experts
Ever wish you could just sit down with someone who would answer your questions about what you needed to know to comply with all of the new and not so new rules? Did you ever wonder if you were missing something? Wouldn’t it be wonderful if someone could just give you an outline or a “dealer’s playbook”? This Solutions Lab is designed for you. Experience the opportunity to move from “station” to station gathering solutions and ideas that will work for you.
“Internal Controls…Is Your Safe Open?” Octavius 21-23 Session Leader: Joe Lescota, Northwood University Even the smallest dealership should have policies and procedures in place that will protect that business from theft and fraud. It never hurts to review how your business office handles your money and manages your assets. This session presents new aspects of effective internal controls that result in security and peace of mind.
2:15pm – 4:45pm
“How to Protect Your Dealership: Lawsuits, Tax Reduction, Liability, Assets” Octavius 9-11, 25 Session Leader: Larry Oxenham, American Society for Asset Protection
Is your business structured so that you have maximum security and realize the most tax benefits possible? Are you doing all you can to safeguard your estate? Is your insurance enough? This session will not only answer your questions but make you think of more. Don’t miss this one if the future of your dealership rests in your hands.
W E D N E S D AY, J U N E 2 2 9:00am – 11:00am
“More Than an Internet Conversation” Octavius 9-11, 25 Session Leader: Keith Whann, NIADA General Counsel
The Internet explosion has brought us closer to our customers and our competition. It has forced us to learn fast and think quick. No longer a way of the future, the Internet may very well determine if we have a future. This interactive session will discuss and demonstrate the latest in social media and probably challenge the very way you currently do business. Post, Blog, Tweet—even CPO!!
3:15pm – 4:45pm
“Social Media and Internet Solutions Lab” Octavius 15-20 Session Facilitators: Industry Experts
Now it is your turn to experience first hand and “hands on” how to make the Internet and social media work for your dealership. Whether it’s building a better website, analyzing your hits, presenting your vehicles, choosing your tools, discovering mobile applications, exploring what others are doing, or seeing how “social media” fits into your dealership, this LAB is your chance to learn, apply and practice.
“Keeping Up with the Competition” Octavius 21-23 Session Leader: Joe Lescota, Northwood University So who is your competition—franchise dealers, corporate used car stores or the “lot” down the road? This session will help you analyze the impact of your competitors and present strategies that promise to overcome and out-do.
T H U R S D AY, J U N E 2 3 9:00am – 11:00am
“Business Operations—Back to the Basics” Octavius 9-11, 25 Session Leader: Keith Whann, NIADA General Counsel
Think you know it all when it comes to successful business practices? Think again. There’s always someone who adds a different twist that makes us rethink how we run our businesses. Have you stopped lately to ask yourself what you do and why? Is it time you reinvented your wheels? This session will help you do just that. 2:15pm – 4:45pm
“7 Keys to BHPH Success” Octavius 15-19 Session Leaders: Al Mosher and Don Miller Constellation Automotive Solutions Panelists: Tom Brandis, Advantage Auto Finance Emmaus and Sellersville, PA Jim Holman, CMD®, The Car Store Oklahoma City, OK Gene Daughtry, Bestride, Inc Russellville, AR
Learn important insights and practices in 7 key areas critical to the success of your BHPH operation. There will be discussions of topics ranging from inventory to underwriting to collections and more. You will not only hear from the experts, but from a panel of successful dealers sharing tips to improve every operation. Don’t miss this one if you are a BHPH dealer or are interested in BHPH!
2:15pm – 4:45pm
“The BEST Retail Operation” Octavius 20-23 Session Leader: Joe Lescota Northwood University Panelists: Mickey Dorsey, CMD®, Friendly Auto Group Cleveland, TN John Caudell, CMD®, Pre-Owned Motor Cars Ltd Kailua-Kona, HI Eric Nelson, Nelson Automotive Mount Prospect, IL Amanda Savage, Ove.com
So what does the best retail operation look like? Where does it find the right inventory? What marketing strategies give successful results? Are first impressions important— what do the customers say? What dealer management systems work best? Have more questions? This is the place to get the answers.
Joe Lescota Chairman of the Automotive Marketing Department of Northwood University in Midland, Michigan, Joe joined Northwood in 1997, after an extensive and successful career in the retail automotive industry. Having experienced dealership operations at all levels, he gained a reputation for developing innovative management techniques leading to reduced employee turnover and increased customer retention and satisfaction. He brings this experience to the training arena in dealerships across the country and Canada and to the NIADA Certified Master Dealer® Program. Over 100 CMDs are currently implementing his strategies and readily credit their operational changes and dealer success to that program. Contact Joe at 989-837-4843 or joelescota@aol.com.
Don Miller Senior consultant at Constellation Automotive Solutions in Sarasota, Florida, Don has more than 24 years of experience in the automotive industry ranging from sales, dealership management, marketing and sales training. Over the last decade he has provided training, consulting and analytical services across the country to dealers who control their own financing or Dealer Controlled Financing (DCF). He is a frequent speaker and panelist for BHPH education at national conventions and has contributed articles to industry publications. Contact Don at 800-654-4955 or dmiller@constellationauto.com.
Al Mosher Trainer and consultant for Constellation Automotive Solutions, Al has over 25 years experience in the auto industry, having served in both sales and finance management at franchise dealerships and the last 14 years, as a manager and consultant in the Buy Here– Pay Here industry. Al is an accomplished writer responsible for the majority of the training materials used in Constellation’s DCF program as well as publishing articles on Buy Here– Pay Here in several industry magazines and forums. Contact Al at 800-654-4955 or amosher@constellationauto.com.
Larry Oxenham Author, senior advisor and trainer for the American Society for Asset Protection, Larry is one of America’s top asset protection experts, having helped thousands of professionals achieve financial peace of mind by teaching them how to properly structure their assets for lawsuit protection and tax reduction. He has authored and co-authored several articles and books on the subject including The Asset Protection Bible. Larry is a nationally recognized and requested speaker at hundreds of conventions, conferences and seminars across the country. Contact him at 435-229-0059 or via www.americansocietyap.org.
Keith Whann NIADA General Counsel. For more than 20 years, he has been recognized as a national authority on motor vehicle and consumer protection issues. He has conducted hundreds of seminars across the country and served as a representative and voice for the independent dealer in Washington, DC, before various agencies and congressional committees. Keith has authored numerous articles which have been published in trade journals, including Used Car Dealer Magazine, World of Special Finance Magazine, Ward’s Dealer Business and Used Car News. Contact Keith via his website developed for independent dealers, www.auttr.com, or follow him on Twitter or Facebook.
Compliance Solutions Lab Station: Document Compliance Chip Zyvoloski, Wolters Kluwer Financial Services Chris Martin, CMD® EZ Auto, Fayetteville, NC
Station: GPS and Starter Interruption Allen Douglas, STARS GPS J.R. Jones, PastTime Station: BHPH—Analytics Ken Shilson, NABD
Station: Rent-to-Own/Lease-To-Own Al Lentsch, Northland Auto Enterprises, Burnsville, MN Joe Zawatski, North Coast Auto Sales, Cleveland, OH
Station: BHPH—Operations Al Mosher and Don Miller, Constellation Automotive Solutions
Station: Fixed Operations Steve Troy, ComplyNet Arnold Gacita, Petra Oil
Station: F & I Steve Chandler, Protective Brian Weber, Zurich
Station: Internet Fraud and Protections Brandon Abbey, Escrow.com
Station: Auction Practices Josh Moman, Auction Access Marc Holstein, AWG Frank Hackett, NAAA
Station: Privacy--Red Flags—Risk-Based Pricing Charlie Cody, Experian Automotive E.J. Shelby, ComplyNet
Social Media and Internet Solutions Lab Station: Certified Marketing—Retail Dale Boone, EveryCarListed.com Clayton Stanfield, eBay Station: Internet Marketing—Best Practices Eddie Cawley, AutoTrader.com Anna Zarnosa, Dealix.com Shari Strong, Cars.com
Station: Social Media Marketing—Reptutation Management Jack Simmons, Cars.com Donald Foy, Manheim Drive Center Ben Bingham, AutoFerret Station: Inventory Management—Video Trey Gerlich, DMI Linda Adams, Kelley Blue Book
Station: Website Development Michael D. Jackson, Auto Search Technologies, Inc. Mark Burack, Liquid Motors Robert Basha, Auction 123
Station: Inventory Management—Pricing Amanda Savage, Ove.com Jim Dodd, NADA John Griffin, vAuto
Station: DMS Solutions—Best Practices Bob Higgins, Wane Reaves Computing Miguel Jurado, NOWCOM Jeff McCurry, Finance Express
Station: Mobile Applications—Enabling Technologies Freddy Hall, Black Book George Heppe, GigglePop Kevin Considine, eBay
Station: Wholesale Marketing Trevor Enge, SmartAuction Ed Berkowitz, OPENLANE
Station: Certified—Best Practices Christina Schrank, NIADA Certified John Sidman, Experian, Automotive