Tag Archive | "F&I Conference and Expo"

‘Father of F&I Menu’ to Take on Dodd-Frank Act


Las Vegas — George Angus, referred to as the “Father of the F&I Menu,” will return to the F&I Conference and Expo to address the threat of limited finance reserve. He will offer new approaches designed to help F&I offices maintain performance levels in today’s highly regulated environment.

Angus, who spent 17 years in dealership management positions before becoming a trainer in 1993, will take a look at two compliance threats impacting the F&I office during his session, scheduled for Wednesday, Sept. 18, at 9:10 a.m.

“Our industry is being watched, and there’s a real threat that the rules of the road for the F&I office will be altered once again,” said Gregory Arroyo, editorial director, F&I and Showroom magazine. “Angus is going to take those threats head on and will show attendees how they can make compliance work for them. This is a can’t-miss session.”

This year, the industry has witnessed a vigorous assault on the indirect financing model by the Consumer Financial Protection Bureau, a new regulator created by the passage of the Dodd-Frank Wall Street Reform and Consumer Protection Act. In March, the bureau issued a warning to finance sources regarding their dealer participation programs, telling them that they can be held liable under the legal doctrine known as “disparate impact.” It states that lenders can be sanctioned for actions that have a discriminatory effect — even if the discrimination was unintended.

Industry insiders took the CFPB’s actions as a sign that the bureau is out to eliminate lender policies that allow dealers to mark up interest rates on retail installment sales contracts. Angus, who also serves as a key contributor to F&I and Showroom, will offer an approach designed to help dealers maintain dollars per-deal averages if the CFPB eliminates or sets new limits on finance reserve.

Angus will also address another threat posed by the Dodd-Frank Wall Street Reform and Consumer Protection Act, which, aside from creating the bureau, gave new enforcement powers to the Federal Trade Commission and state regulators.

At the state level, the law gave Attorneys General the power to enforce the act’s prohibition against unfair and deceptive acts and practices, as well as other federal consumer protection laws such as the Truth in Lending Act and the Fair Credit Reporting Act. Angus will share an approach to disclosure being employed by some of the top F&I departments in the country, and will show attendees how to make disclosure work to their advantage when dealing with today’s more sales-resistant consumer.

The F&I Conference is one of three shows being hosted at Industry Summit 2013, which is being held at the Paris Las Vegas hotel Sept. 16-18. For more information, visit www.industrysummit.com.

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F&I and Showroom Names 2013 F&I Pacesetters


Torrance, Calif. — F&I and Showroom selected its six F&I Pacesetters of the Year. These operations are now in the running for the F&I Dealer of the Year award.

Profiles of each F&I Pacesetter will appear in the September issue of F&I and Showroom magazine. Each winner will be sending a representative to the Paris Las Vegas this September for the F&I Conference and Expo, where one of them will be named the 2013 F&I Dealer of the Year.

“Selecting the six finalists is never easy, and this year was no exception,” said Gregory Arroyo, editorial director. “Each of them had a great story to tell and clearly demonstrated their ability to balance performance with customer satisfaction.”

The F&I Dealer of the Year award, sponsored by The Warranty Group, is handed out annually to a dealership with a highly profitable F&I department that demonstrates a commitment to regulatory compliance. This year’s winner will be announced on Tuesday, Sept. 17, during a special lunchtime ceremony.

Past winners of the F&I Dealer of the Year award include Dick Hannah Dealerships, Tuttle-Click Automotive, The Suburban Collection and Lithia Motors. Here are this year’s F&I Pacesetters:

  • Cable Dahmer Automotive Group, Independence, Mo.
  • First Texas Honda, Austin, Texas
  • Ken Garff Automotive Group, Salt Lake City, Utah
  • Kings Toyota, Cincinnati, Ohio
  • Serpentini Chevrolet of Strongsville, Ohio
  • Star Dodge Chrysler Jeep/Hyundai, Abilene, Texas

The F&I Conference and Expo is one of three shows being hosted at Industry Summit 2013, which is being held at the Paris Las Vegas hotel Sept. 16-18. For more information, visit www.industrysummit.com.

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F&I Conference, Special Finance Conference To Join Forces For Industry Summit 2011


TORRANCE – The publishers of F&I and Showroom and Special Finance Insider have announced that SFI’s Special Finance Conference, traditionally held each August in Dallas, will join the eighth annual F&I Conference and Expo at Industry Summit 2011 this September in Las Vegas.

Greg Goebel, publisher of SFI and Auto Dealer Monthly, is widely regarded as the nation’s leading special finance trainer. The Special Finance Conference’s educational slate is designed to offer an unrivaled subprime auto finance education. Goebel, along with experts from top finance companies and suppliers, offers instruction ranging from basic operations to advanced deal structuring, benchmarking and more.

“I am excited for our two companies to join forces in order to hold what should be the premier event in automotive finance — whether it be for prime or subprime credit,” Goebel said. “This absolutely guarantees there will be something for everyone — there is no way to come and not improve your business!”

David Gesualdo, show chair of Industry Summit and publisher of F&I and Showroom, agreed. “The Special Finance Conference is, without a doubt, the leader in the subprime auto finance segment,” he said. “We are honored to welcome Greg to Industry Summit 2011. Having SFC and FIC under one roof will indeed make this the premier event in our industry.”

Industry Summit 2011, which also will include the annual Vehicle Service Contract Administrators Conference, will be held Sept. 26–28, 2011, at the Las Vegas Hilton. Registration is expected to open soon. Attendees can visit Industry Summit website to sign up for e-mail updates.

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F&I Conference and Expo Announces Agents-only Symposium


The 7th Annual F&I Conference and Expo has added a symposium exclusively for automotive general agents. The event will take place prior to the opening of F&I and Showroom magazine’s 7th Annual F&I Conference and Expo on Monday, Sept. 13 at the Paris Las Vegas Hotel and Casino.

Understanding that general agents are a critical extension of most technology and product providers – acting as both sales representatives and dealer consultants – organizers of the F&I Conference and Expo have created a day-long event focused solely on this underserved segment of the industry. The goal is to provide agents with the latest training techniques, and educate them on the latest trends and challenges to help them better serve their dealer customers.

Designed for automotive general agents, the event, hosted by Master of Ceremony Michael Southerland, vice president of new business development for ProCon Protect & Connect, will kick off with a special state-of-the-industry address from Joe Becker, president and CEO of CNA National Warranty. He will be followed by celebrated trainer, Ron Reahard, who will present, “13.3 Ways to Help Dealers Sell More Products.” 

“The focus of every independent agent must be on helping their dealers improve F&I performance and profits, not on getting that dealership to sell more of their products,” said Reahard, president of Reahard and Associates. “To be successful, agents must be perceived by dealers as their partner with the resources, expertise and commitment necessary to help them take their F&I department’s performance and profits to the next level.” 

Also on the agenda this year is Ron Martin, trainer, author and president of The Vision of F&I Inc. His workshop,How Can an Agent Use Technology to Position Them as the Preferred Agency in Their Marketplace?” will provide techniques on how agencies can brand and position their sales strategies. Martin will also delve into how sales technology tools can move more units, increase F&I products sales and deliver analytics to drive better business decisions.

This first-of-its-kind event will feature a special lunchtime address by renowned trainer Paul Webb. He will present, “Advanced Business Communications – The ABC’s of Building Trust.” Webb’s keynote presentation will be followed by two unique panel sessions. 

Steve Amos, president of GSFS Group; Rick Kurtz, vice president, dealer sales for Protective;  Alan Miller, senior vice president of sales at CNA National Warranty Corp.; Patrick Donahue,  executive vice president – agent distribution with The Warranty Group and James Smith, CEO of SouthwestRe Corp., will staff the panel for “Best Reinsurance Solutions.” Martin, serving as the panel moderator, will lead these experts in a spirited debate on the advantages and disadvantages of NCFCs, CFCs, self-funded and dealer retro reinsurance programs. 

The second panel session, titled “Industry Innovations,” will be moderated by ProCon’s Southerland. He will lead Glenn Nielson, vice president & national sales manager for Innovative Aftermarket Systems; Ken Tomaro, president of OptionSoft Technologies Inc.; John Leaver, general manager for MobiDrives and Tom Cullen, president of Repair Assurance, through a discussion of the industry’s newest marketing tools and F&I products.

The exclusive Agent Symposium wraps up with a networking reception, where attendees can unwind and exchange ideas as they enjoy a hosted bar and browse select vendor exhibits.

Agents already signed up for the F&I Conference can register for this event for a fee of $99. Those who wish to attend the Agent Symposium alone can do so for $249.

To register for or find additional information about the F&I Conference and Expo, visit www.FI-Conference.com or call (800) 576-8788.

For exhibitor and sponsorship opportunities, please contact David Gesualdo at (727) 947-4027 or email hidden; JavaScript is required.

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2010 F&I Conference Agenda Now Available


TORRANCE, Calif. — The 7th annual F&I Conference and Expo is proud to announce a first-class conference program for its event taking place September 14–15, 2010, at the Paris Las Vegas hotel and casino.

This year’s show is bringing together some of the most recognized trainers in the business to lead more than 30 sessions on F&I sales technique and deal structuring. Mixed in this year are a host of panels that will address the biggest trends impacting the industry, many of which fall outside of the F&I realm, such as Internet sales and the mobile marketing phenomenon.

“Knowing that training budgets are tight this year, we’re transforming this year’s show into a two-day training summit,” said David Gesualdo, publisher of F&I and Showroom magazine. “But we’re also stepping outside of F&I a bit with several workshops and panels that will tackle other front-end topics. We think we’ve really created an agenda that touches all front-end departments, especially with lending guidelines and the Internet really cutting into margins these days.”

Dealers will also be represented in this year’s agenda. Along with Stephen Wade, vice chairman of the National Automobile Dealers Association, the event will feature Kevin Westfall, who returns as a keynote speaker after delivering an address at the 2007 conference. The senior vice president of sales at AutoNation has been a vocal advocate of the dealer’s plight under today’s still-tight lending environment, and will discuss the steps his dealer group has taken to address that issue.

But there’s something for everyone at this year’s show. Organizers have also added several workshops geared toward general agents. The goal is to provide them with information and material to help them better serve their dealer customers.

“The event has definitely taken a sales training angle, but compliance will also be well represented at this year’s conference,” said Gesualdo. “In fact, we’ve added a workshop on the risk-based pricing and new privacy notice rules. We understand that F&I profits are critical in today’s margin-compressed market, but these are two rules dealers and their front-end departments really need to educate themselves on.”

Additionally, the F&I Conference and Expo is staging a host of networking opportunities to allow attendees to exchange ideas with new and old colleagues. Those who register on or before Aug. 27 will save $100 on a full conference pass. Also, attendees who book their room at the Paris Las Vegas before Aug. 2 can take advantage of a Super Early Bird room rate of only $79 a night.

To register and for more information about the F&I Conference and Expo visit the Web site at www.fi-conference.com or call (800) 576-8788.

For exhibitor and sponsorship opportunities, please contact David Gesualdo at (727) 947-4027 or email hidden; JavaScript is required.

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AutoNation’s Westfall Returns to the F&I Conference


TORRANCE, Calif. — F&I and Showroom magazine is proud to announce the selection of Kevin Westfall, senior vice president of sales for AutoNation, as a keynote speaker for the 2010 F&I Conference and Expo.

The announcement marks the return of Westfall to the F&I Conference and Expo. In 2007, he delivered an address that detailed the steps AutoNation has taken to ensure compliance at each of its rooftops. This time around, Westfall will have host of issues to speak on.

In February, Westfall served as a panelist at the 2010 Vehicle Finance Conference, where he joined dealers Ed Tonkin and Stephen Wade in discussing the challenges dealers face in today’s still-tight lending environment. He also addressed the possibility of lenders eliminating dealer participation.

“We provide a convenience to consumers and the banks,” he told the room full of lender representatives. “I think we deserve to charge at least 1 percent reserve.”

As an executive of one of the nation’s largest dealer groups, Westfall is responsible for developing strategic plans that support and grow the new- and used-vehicle sales, finance and insurance, service, parts and collision departments at AutoNation’s retail dealerships.

He previously served as president of AutoNation’s former wholly-owned captive finance company, AutoNation Financial Services from 1997-2001. He is also the founder and former president of BMW Financial Services for North America.

Scheduled for Sept. 14-15 at the Paris Las Vegas Hotel, the 7th annual F&I Conference and Expo will feature an expanded agenda and more than 30 educational sessions. For more information or to register for the show, visit www.fi-conference.com or call (800) 576-8788.

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