AGENDA  AT-A-GLANCE         *SUBJECT TO CHANGE
SUNDAY, JUNE 21, 2015
SCHEDULE	EVENTS		LOCATION
3:00 - 6:00 PM	Registration/ Info Desk		Octavius Lobby
7:00 - 9:00 PM	Manheim Leadership Reception		Invitation Only
MONDAY, JUNE 22, 2015
SCHEDULE	EVENTS		LOCATION
8:00 AM - 8:00 PM	Registration/ Info Desk		Octavius Lobby
9:00 AM - 3:00 PM	Effective Marketing and Merchandising to Compete in Today's Highly Competitive Used Car Market --Joe Lescota, NIADA Director of Dealer Development Used car industry expert Joe Lescota shares used car marketing and merchandising best practices to help independent dealers compete in this highly competitive used car market.  Used vehicle sales rose once again in 2014 and new car franchise dealers increased their share of the market while independent dealers lost 3% of market share for the second year in a row.  Traditional, old fashioned marketing and merchandising techniques are simply no longer effective.  Attend this five-hour session and hear Joe explain techniques other dealers are currently using to stand out among the crowded choices consumers have today.		Augustus 5
9:00 AM - 3:00 PM	Association Executives Council Meeting		Trevi
10:00 AM - 12:00 PM	Executive Committee/Services/Foundation Boards and Past Presidents Meeting		Senate Boardroom
1:00 - 5:00 PM	State Presidents Council Meeting		Turin
3:00 - 5:00 PM	NIADA Buy Here - Pay Here Commission Meeting		Senate Boardroom
5:30 - 8:30 PM	Cigars & Martinis - Welcome Reception		Jupiter Pool
TUESDAY, JUNE 23, 2015
SCHEDULE	EVENTS		LOCATION
7:00 AM - 7:00 PM	Registration/ Info Desk		Octavius Lobby
8:30 - 10:00 AM	GENERAL MEMBERSHIP MEETING & BREAKFAST Will serve as a Board of Directors meeting; all members encouraged to attend.		Augustus 3
10:00 - 10:15 AM	BREAK
10:30 - 11:00 AM	GENERAL SESSION  - Convention Opening Remarks & Industry Update  - Steve Jordan, NIADA CEO /EVP Join Steve Jordan, NIADA CEO & EVP, as he opens the 69th Annual Convention of used car dealers and shares, first-hand, the plans for NIADA growth as we build on recent successes and launch new initiatives.  You'll also gain valuable insight from the highlights of the NIADA 2015 Used Car Industry Report and the latest version of the NIADA Business Confidence Survey.  A must see for those looking for insider industry tips and a roadmap to having a successful convention.		Augustus 1-2
11:00 - 11:45 AM	GENERAL SESSION  - The Federal Prosecutor in Action Speaker:  Steven Rosenbaum - Chief, Housing and Civil Enforcement Section, Civil Rights Division, Department of Justice As the nation's top prosecutor, the United States Attorney General is charged with enforcing a myriad of laws affecting the independent dealer from the Equal Credit Opportunity Act to the Servicemembers Civil Relief Act.  In the last year, the Department of Justice has been actively enforcing those laws including its first ever discrimination  action against a BHPH dealer.  Come and learn directly from the DOJ's civil rights enforcement chief what issues in your dealership are important to them.		Augustus 1-2
12:00 - 1:30 PM	CONVENTION LUNCH		Augustus 3 -4
1:45 - 2:45 PM	GENERAL SESSION  -Regulatory & Legislative Updates from Washington, D.C. Shaun Petersen, NIADA Regulatory Counsel; Sante & Michael Esposito, NIADA Lobbyists		Augustus 1-2
2:45 - 3:00 PM	BREAK
3:00 - 4:00 PM	GENERAL SESSION KEYNOTE SPEAKER - ROBERT O'NEILL Never Quit:  The Story of a Life Built on Successful Missions		Augustus 1-2
	BREAKOUT SESSIONS
4:10 - 5:00 PM	COMPLIANCE  BREAKOUT SESSION - Making Your Forms Work for You Speaker: Chip Zyvoloski, Senior Attorney, Compliance Services, Wolters Kluwer Financial Services Many dealers struggle with getting their forms right.  There is an ever-present burden of contract form and document maintenance. How can you effectively manage the constantly changing consumer finance regulations?  There is a serious struggle among even the most organized dealerships with challenges associated with the cost, effort and time of maintaining compliant documents and meeting the needs of their lenders.		Augustus 5
4:10 - 5:00 PM	RETAIL BREAKOUT SESSION   - Leveraging Technology to Sell More Cars Discussion Leader:  Michael D. Jackson, CEO, Auto Search Technologies, Inc.                                   Subject Matter Experts:  Nicole Gignac, Vice President of Sales, L2TMedia, Jay Majithia, Strategic Partnerships Manager, Google Marketing is more than meets the eye. Concepts like digital marketing,   search engine optimization (SEO), pay per click (PPC), display advertising, video advertising, social media, and website traffic analysis all play a part in effectively reaching your customers. Come hear the latest from the experts and rethink your visibility in the marketplace.		Augustus 3
4:10 - 5:00 PM	BHPH BREAKOUT SESSION  - Fast Forward to 2020:  A Clear View of the BHPH Landscape in Five Years Moderator: Ken Shilson, President, NABD  Panelists: Tom Webb, Chief Economist, Manheim; Bill Bower, Senior VP Corporate Banking Group Mgr., BMO Harris Bank; Jeff Higgins J.D., General Counsel, J.D. Byrider, Blake Ingram, Auto City Credit; In the face of mounting regulatory pressure, the growth of sub-prime risk taking, perceived limitations to BHPH capitalization, a presidential election year in 2016 and other market conditions, do you ever think about the future of BHPH?  Are the regulators going to cripple our industry so there is nothing left of your business for the next generation to run?  What’s the plan?  The CFPB, FTC, Dept. of Justice, Attorneys General, compliance, interest rates, and other key factors all have a major impact on your business operations and you need to know what the future of BHPH looks like.  This session will help you see past your 30, 60, and 90+ day delinquency buckets to focus on the road ahead for the BHPH industry.  The future of BHPH looks bright, but you need to know which road will get you there.  Come let these BHPH industry titans clearly show you the future of BHPH, so you can easily find your place in it.		Augustus 1-2
5:00 - 8:00 PM	Expo Grand Opening & Reception		Octavius
WEDNESDAY, JUNE 24, 2015
SCHEDULE	EVENTS		LOCATION
8:00 AM - 6:00 PM	Registration/ Info Desk		Octavius Lobby
9:00 AM - 12:30 PM	National Quality Dealer Interviews		Siena
8:30 - 9:30 AM	GENERAL SESSION - Front-End Fundamentals:  8 Keys to Driving a Sale        Speaker:  Howard Polirer, Director of Industry Education, Cox Automotive No doubt the Consumer Decision Journey is a wholesale change from how consumers used to shop for cars. This workshop focuses on what dealers can do to improve eight front-end processes – or fundamentals -- that help support the critical steps leading to a sale. The session will identify the best practices for each fundamental and also recommend tools that dealers can use to help them get the work done faster and more efficiently. Done right, dealers will be able to improve their front-end processes as well as drive influence and preference for their dealership.		Augustus 1-2
9:30 - 9:45 AM	BREAK
	CONCURRENT GENERAL INTEREST BREAKOUT SESSIONS
9:45 - 10:45 AM	Finance Forecast:  What to Look For and How to Prepare Moderator:  Mark Floyd, Former ECO Exeter Auto Finance   Panelists:  Joe Keadle, Senior Vice President of Operations, AFC; Martin Less, President and CEO, Nationwide Acceptance, LLC; Thad Sykes, Divisional Vice President, NextGear Capital; Andres Huertas, Director, Direct and Merchant Lending, Turner Acceptance Corporation;  Cory Goodfellow, CFO, Foursight Capital While the capital availability and the rules of finance seems to change from year to year, their importance in every dealer’s business remains the same.  This session will not only provide an update to the finance world but present key issues to consider in your business plan.		Augustus 1-2
9:45 - 10:45 AM	Turning Consumer Complaints from Gripes to Gold Speakers:  Peter Ord, National Sales Director, Director of Sales Operations, DealerSocket, Inc.;  Rob Sickles, Managing Partner, Broad & Cassel It has been said that death and taxes are the only two certainties.  For dealers, there is a third: consumer complaints.  How you manage those complaints can set you apart.  This session will provide you with the legal expectations and best practices for turning those complaints into an operational asset for your dealership.		Augustus 3
9:45 - 10:45 AM	Industry Technology Disruptors: How Cutting Edge Innovators Will Keep Your Internet Sales Sharp Moderator:  Kevin Considine, Sr. Manager Dealer Operations, eBay Motors   Panelists: Scott Chesrown, VP Marketing, VROOM; Mark Boyd, Director, Lotlinx; Martha (Marty) Blue, Vice President, CarGurus; Paul Nadjarian, Founder and CEO - Mojo Motors Silicon Valley is the birth place of high tech innovation, and while 10 years ago most independent dealers weren’t thinking about companies like eBay, Google and Facebook as part of their business model, for most dealers, these innovators are now an important part of their sales strategy.   When each of these companies entered the auto buying arena, they were thought of as “disruptors” and dealers who adapted quickly to this change in the buying experience gained a distinct advantage.  In 2015, we see a new wave of smaller companies, not just from Silicon Valley, looking to become the next major disruptor.  Who are these companies and how can they help you keep your edge?   In this panel discussion, moderated by eBay Motors, you will hear from 4 companies uniquely involved in the next set of disruptive trends in our industry.  Hear directly from them what they are planning and how they see the car buying experience evolving over the next 3-5 years.		Augustus 5
11:00 AM - 3:00 PM	LUNCH AND EXPO		Octavius
3:00 - 5:00 PM	Lender One-on-One Fair Back by popular demand—an opportunity to sit privately with finance companies to resolve your capital and financial challenges. This is a come and go event and you may visit with as many reps as you wish and as time permits. If you need answers related to finance, don’t miss this.		Milano 1-2
	BREAKOUT SESSIONS
3:15 - 4:00 PM	COMPLIANCE BREAKOUT SESSION    - Building Your Own Fort Knox: Data Security in Your Dealership Speaker:  Steve Levine, Chief Legal Officer, SecureClose It seems that not a day goes by without a report of a data breach potentially impacting financial well-being of some unsuspecting individual.  As a dealer who collects a customer’s sensitive information, you must establish procedures for securing this information in your possession.  Come and learn what the law expects of you and how you can put practical solutions into place.		Milano 3 - 4
3:15 - 4:00 PM	RETAIL BREAKOUT SESSION - Gross Profit is Good, But Net Profit is Even Better Speaker:  Joe Lescota, NIADA Director of Dealer Development For years dealers have talked about gross on sales, but the real key is net on sales. The amount of dollars you keep is always more important. This session will provide food for thought and financial management formulas that will assure more money in the till and peace of mind.		Augustus 3
3:15 - 4:00 PM	BHPH BREAKOUT SESSION    - 2015 BHPH Performance Benchmarks:  Industry Standards for Operational Excellence Speaker:  Ken Shilson, President NABD It’s often been said that if you want to be successful, start measuring your progress.  In his latest 2015 installment of NABD’s Annual BHPH Benchmarks, Ken Shilson will provide a 12-month performance measurement by which you can gauge your own operational success.  These Annual Benchmarks will help you mark your progress against some of the best and brightest BHPH dealers in the industry and to see if there are any trends you need to be aware of that can affect your business moving forward.  A must attend for any BHPH dealer.		Augustus 5
	BREAKOUT SESSIONS
4:15 - 5:00 PM	COMPLIANCE BREAKOUT SESSION    - Writing the Right Report: Complying with the Fair Credit Reporting Act Speakers:  Tom Hudson & Eric Johnson, Hudson Cook, LLP FCRA compliance has been a hot button issue for the CFPB since its doors first opened.  In the past year, the Bureau has settled multiples cases against finance companies, including a dealer, for alleged violations of this law.  Don't miss this discussion and tips from the experts.		Milano 3 - 4
4:15 - 5:00 PM	RETAIL BREAKOUT SESSION - How Do I Pay my Sales Staff?   Speaker:  Cheryl Wilke, Attorney, Hinshaw & Culbertson Hiring the right employee is often hard, but paying one should be easy—right? Not so. Making sure that you are doing all of the HR things correctly while paying sales personnel what they deserve and what you can afford, is often a real trick. During this session you will hear best ideas and legal practices that result in happier sales personnel and greater dealer profit.		Augustus 5
4:15 - 5:00 PM	BHPH BREAKOUT SESSION   - What BHPH Consumers Want From Your Dealership Speaker:  Brett Kelly, Director Independent Dealer Business, Autotrader By the time a car shopper shows up at your dealership, he’s taken a road trip through a series of offline and online experiences. Find out what that road trip looks like and what you can do to become a destination with best practices to specifically target BHPH shoppers online.		Augustus 3
6:00 - 7:00 PM	National Leadership Awards Reception		Augustus Foyer
7:00 - 9:00 PM	National Leadership Awards Banquet		Augustus 1-2
THURSDAY, JUNE 25, 2015
SCHEDULE	EVENTS		LOCATION
8:00 AM - 3:00 PM	Registration/ Info Desk		Octavius Lobby
	BREAKOUT SESSIONS
8:30 - 9:45 AM	COMPLIANCE BREAKOUT SESSION    - Managing the Risk Posed by Your Service Providers Speaker:  Terry O’Loughlin, Director of Compliance, Reynolds Document Solutions, Reynolds and Reynolds Are you your brother’s keeper?  If you hire third parties to provide services for your dealership from processing credit applications to repossessions and everything in between, the answer is yes.  Come and learn what regulators expect of you in governing your vendors.		Augustus 3
8:30 - 9:45 AM	RETAIL BREAKOUT SESSION - The Power of Certified  - Why CPO Sales Continue to Escalate Moderator:  Joe Lescota, NIADA Director of Dealer Development                             Panelists:  Mike Burgholzer, Senior Vice President, Automotive Division, Warrantech; Joseph Schumacher, Director, Partnership Development, CARFAX; Todd Cooper, Vice President, Specialty Channels, EFG Companies; Frank Fuzy, Owner, Century Motors of South Florida, Pompano Beach, FL;  Todd Hoagey, CEO, Auction Direct, Rochester, NY All customers are looking for the best deal for their money. More customers are looking for “no major trouble” assurances after they drive out of the dealership.  Can dealers provide them that confidence? Certified Pre-Owned vehicles have become the answer. This session explains why and the success that dealers have seen as a result of their CPO programs.		Augustus  1- 2
8:30 - 9:45 AM	BHPH BREAKOUT SESSION   - Reporting Consumer Credit: Advance Your Customer and Grow Your Business Speakers:  Angelica Jeffreys, VP Dealer Leader, Equifax; Jennifer Reid, Senior Partner Channel Manager, Equifax Equifax is hearing more and more from dealers in the Buy Here Pay Here space who would like to begin furnishing trade information to Equifax. Reporting this data is good for the consumer, good for the industry and good for the BHPH dealers – especially as regulatory pressures mount. However, many of BHPH dealers feel that the current reporting process is challenging.  This session will help demystify the process and provide the steps needed to successfully furnish trade line data, share best practice highlights from direct learnings from previous BHPH dealers who have gone through the process with tips on areas to watch out for when submitting data to avoid potential liabilities. Learn and understand why reporting consumer trade lines is important for BHPH dealers. Learn about the compliance and regulatory side of data furnishing.		Augustus 5
9:45 - 10:00 AM	BREAK
	BREAKOUT SESSIONS
10:00 - 11:00 AM	COMPLIANCE BREAKOUT SESSION    - Keep the Money You Collect Speaker:  Jeff Ingram, Partner, Galese and Ingram, PC and Pokey Brimer, Owner of Pokey Brimer Auto Sales Debt collection related enforcement actions from federal and state regulators are on the rise.  In the coming months, the CFPB will announce a new rule that is expected to overhaul the debt collection requirements, including for those collecting their own debt.  This session, hosted by a well-known BHPH dealer and his attorney, will include a discussion of what you can and cannot do when collecting on your accounts so you keep your money.		Augustus 3
10:00 - 11:00 AM	RETAIL BREAKOUT SESSION   - Capturing Your Share of the Market: How to Compete with a Franchised Dealer Speaker: Joe Lescota, NIADA Director of Dealer Development The used car departments in franchise dealerships have grown over the last few years. In fact, they are often considered a profit center for the franchisee. They seldom sell their inventory to the independent dealer down the street. If this sounds familiar and you need action steps to combat this competition, this session will not disappoint.		Augustus 5
10:00 - 11:00 AM	BHPH BREAKOUT SESSION  - Service Operations: How Containing Costs and Advancing Customers Will Tune-Up Your Portfolio Moderators:  Ray Curry, Director National Accounts, AutoZone; George Verkamp, Director of E-Commerce, AutoZone Panelist:  Jim Kagiliery, President, Drive 100 Companies; Chris Martin CMD, Owner, Team E-Z Autos, Inc., Fayetteville, NC; Doug Turner, Director of Asset Management, J.D. Byrider An old adage among BHPH dealers is:  “If the customer’s car isn’t running, then the customer isn’t paying for it!”  So, in the world of BHPH service operations, striking a balance between service repair costs and the customer’s behavior towards loan repayment can have a dramatic impact on your portfolio’s delinquency and performance.  This session will help you explore some key operational questions you need to answer regarding reconditioning costs, goodwill repairs, service personnel pay plans, parts costs and acquisition and how the aggregated expense of your service department will affect your overall business.  Bring your service questions, because our panelists will share the benefit of their experience and help your customers advance the extra mile.		Augustus 1 - 2
11:00 AM - 2:00 PM	Expo and Lunch		Octavius
2:00 - 3:00 PM	National Quality Dealer Awards Rehearsal		Augustus 1-2
2:15 - 3:30 PM	GENERAL SESSION   Joe's Garage:  Pulling It All Together - Convention Closing Remarks Speaker:  Joe Lescota, NIADA Director of Dealer Development  After attending three days of education sessions, exploring the expo hall and networking with old and new friends, what are you going to take home in your toolbox?  Joe will help you review and evaluate what you heard, saw and discovered,  so that you can tune up your dealership, and it will  run better than ever.		Augustus 3
5:00 - 8:45 PM	National Quality Dealer Award Banquet Reception:  5:00 - 5:30 pm Banquet: 5:30 - 6:30 pm Awards:  6:30 - 8:45 pm		Augustus Foyer Augustus 1-2
9:00 - 11:00 PM	National Quality Dealer After Party		Augustus 3