Tag Archive | "F&I Conference"

‘Stump the Pro’ Returns to 2013 F&I Conference


Las Vegas — Tony Dupaquier will return to the 2013 F&I Conference this September to put his objection-handling skills to the test. The director of F&I training for American Financial & Automotive Services Inc. (AFAS) will reprise his “Stump the Pro” challenge during a special interactive session scheduled for Tuesday, Sept. 17, at 10:30 a.m.

This year, conference organizers have extended Dupaquier’s session to an hour and a half instead of one hour, providing attendees with more time to put the skills of one of the nation’s top F&I trainers to the test. The session will conclude at 12 p.m.

“The only complaint we received last year was that the session was too short, so we’re giving attendees what they want: more time to put Tony’s skills to the test,” said Gregory Arroyo, editorial director, F&I and Showroom magazine. “We’re very excited to have Tony back. He’s one of the premiere F&I trainers in the business and he really delivered a fun and educational session at last year’s event.”

Dupaquier is the head trainer for AFAS and is responsible for content, direction and marketing for the company’s F&I University. He started in the car business in 1990, serving in various roles at the retail level before joining AFAS in 2000. He has served as a guest speaker for a number of 20 Groups, dealer associations and NADA Conventions.

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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Compliance One of the Key Topics at Upcoming F&I Conference


LAS VEGAS — The F&I Conference, one of four conferences being held at Industry Summit, will feature two compliance sessions. One will delve into cyber sales and F&I, while the other will provide attendees with an update on recent actions by the Federal Trade Commission and the new Consumer Financial Protection Bureau.

Presented by David Robertson, executive director of the Association of Finance & Insurance Professionals, “Digital Compliance: Rules of the Road” will provide attendees with practical tips for staying compliant while capitalizing on cyber deals. Robertson will discuss the challenges Internet sales pose when it comes to complying with the OFAC, collecting a customer’s nonpublic information, and with several other state and federal regulations.

The conference also welcomes Nikki Munro, a partner with Hudson Cook LLP and who recently appointed as chair of the American Bar Association’s Consumer Financial Services Committee. She will provide an update on the rollout of the Dodd-Frank Act, the Consumer Financial Protection Bureau and the Federal Trade Commission’s recent activities.

Munro’s session will cover the three “roundtable” discussions the FTC hosted last year to determine what new protections it needs to add in relation to auto dealer practices. She will also delve into the FTC’s civil investigative demands in the wake of alleged deceptive dealer advertising. Attendees will also gain a better understanding of where the FTC’s enforcement jurisdiction ends and where the CFPB’s begins. The session will also cover the CFPB fact-finding civil investigative demands aimed at buy-here, pay-here dealers, and will uncover what practices might be deemed abusive by the new regulator.

“You can’t have an F&I Conference without discussing compliance,” said Gregory Arroyo, executive editor of F&I and Showroom magazine. “Yes, we want to help dealer F&I departments be more profitable, but you can pave the way to profits without discussing the rules of the road. And we’ve brought out two of the industry’s go-to compliance insiders to do just that.”

Industry Summit will be held Sept. 10-12 at the Paris Las Vegas.

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F&I Conference Workshops to Get Inside the Minds of Customers


LAS VEGAS — This year’s F&I Conference, one of four conferences being held at Industry Summit 2012, will feature two workshops designed to help F&I managers get a better read on their customers. The two sessions will be led by celebrated trainers John Vecchioni and Tim Parsons.

Known as the “F&I Coach,” Vecchioni will present “Give Me One Good Reason” on Tuesday, Sept. 11, at 3 p.m. The director of F&I development for United Car Care believes there’s always a reason customers should buy product, and he’ll reveal strategies for discovering those reasons in his hour-long presentation.

Parsons, who has served as a featured speaker for the National Automobile Dealers Association, will take to the stage on Wednesday, Sept. 12, at 10 a.m. The trainer for ADM Marketing Group will present “Communicating with Your Customer: Are We Really Listening,” a session that will teach attendees how to read and understand what a customer is thinking and saying through his or her gestures and body language.

Both sessions are one of more than 20 workshops and panel discussions being held at this year’s F&I Conference, which will also host the 2012 Subprime Conference and inaugural CRM Convention. Vecchioni and Parsons are just two of more than 12 trainers who will be at Industry Summit 2012 to provide training to F&I professionals.

“We’re touching on just about everything this year,” said Gregory Arroyo, executive editor for F&I and Showroom magazine. “And we designed our program to address all skill levels, from the newbie F&I manager to the grizzled F&I pro who is simply looking to add to his or her toolbox.”

Industry Summit will be held Sept. 10-12 at the Paris Las Vegas. For more information, click here.

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Ziegler to Offer Digital ‘Guerilla Marketing’ Tactics at 2011 Industry Summit


Making his first appearance at the magazine’s annual conference, Jim Ziegler will be at the 2011 Industry Summit to lead a special workshop on how YouTube and an inexpensive video-recording device can help dealers convert 50 percent of their leads into appointments.

Calling his tips “blue-collar marketing” in the digital age, Ziegler will present, “Using YouTube as a Lead Conversion Tool.” He will be in the Conrad Room inside the Las Vegas Hilton on Wednesday, Sept. 28, at 11:30 a.m., and will showcase several examples of how dealers are using video to separate themselves from the pack, reported F&I and Showroom magazine.

“I was at a recent convention when I heard an Internet millionaire say that 80 percent of all online content will consist of video by 2013,” he said. “Well, I’ll be at this year’s conference to show you how you can get ahead of that curve today. This is guerilla marketing for the digital age.”

Ziegler, president of Ziegler Super Systems Inc., will focus on how dealers can easily create a video response for an Internet or phone-in lead. He’ll also talk about how YouTube can be used in conjunction with Facebook.

“When customers submit an inquiry for a car via the Internet, more than likely they’ll receive an auto-response e-mail from multiple dealerships vying for their business,” he said. “And because those dealerships are probably using the same vendor, each of those e-mails will most likely be worded the same. Well, there is a better, more personalized way to respond to those inquiries.”

Ziegler’s workshop is one of five sessions at this year’s conference that will address marketing in the digital age. Other presenters include Cory Mosley, Sales Driver columnist and principal of Mosley Automotive Training, and David Johnson, social media strategist for Next Generation Dealer Services.

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F&I Dealer of the Year: Call for Nominations


F&I and Showroom magazine is now accepting nominations for its F&I Dealer of the Year award. Sponsored by Resource Automotive, the award is handed out annually to a dealership touting a highly profitable F&I department that also demonstrates a commitment to a customer-centric F&I process.

Dealership employees, general agents, F&I product providers and technology makers are encouraged to nominate their dealerships and customers for the award. Entries must be received by Aug. 12, 2011.

“We’ve had mega dealer groups, small dealer groups and single-point stores as past winners,” said Gregory Arroyo, the magazine’s executive editor. “We’re simply looking for a high-performing F&I department that can show us a commitment to regulatory compliance, ethics and a customer-centric sales and F&I process. If that’s your dealership, then nominate it today.”

Past winners of the award include Tuttle-Click Automotive Group, Pro Chrysler Jeep, The Suburban Collection and Riverside Auto Group.

The magazine will first select five F&I Pacesetters of the Year (also sponsored by Resource Automotive), which will serve as finalists for the coveted F&I Dealer of the Year trophy.

Pacesetters will receive a two-night stay at the Las Vegas Hilton, where they will be honored during a special ceremony during the magazine’s annual Industry Summit, scheduled for Sept. 26-28.

Those selected also will be profiled in the magazine’s special conference issue. One finalist will then be named F&I Dealer of the Year and will appear on the cover of the magazine’s October 2011 issue.

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Upcoming Conferences – Must Attend Events


Now that Tax season is behind us (at least for most of us) and I have begun planning the remainder of my year, I couldn’t help but notice the next set of conferences on the horizon. Yes, that’s right, I said set (or batch or grouping, if you prefer). On September 26th through 28th of 2011, at the Las Vegas Hilton, the Industry Summit will be held. The Industry Summit is comprised of three conferences The F&I Conference, the Vehicle Service Contract Administrators Conference (VSCAC), and the Special Finance Conference.

The idea behind the Industry Summit couldn’t have been explained better than explained on its website www.IndustrySummit.com, “Success in automotive retail requires close contact between dealers and the finance sources, agents, trainers and product providers that serve as their partners. Industry Summit 2011 represents an important step toward that goal.” It is for this very reason that the Special Financing Conference has decided to join the F&I Conference & Expo and the VSCAC in 2011.

At the Industry Summit, attendees will be able to have access to a wealth of information through both the conference and related workshops and speaking engagements. And the networking and business-to-business opportunities that will exist will be immense. This is going to be a “can’t miss” event.

Once we all have been able to experience the Industry Summit, and make it through the holidays, we have the Agent Summit 2012 to look forward to. For all those who were able to attend the Agent Summit this past spring, you know what a great success it was in its first year off the ground. We have even bigger plans scheduled for 2012 which not only include a great selection of panelists, workshops and exhibitors, there is also in the plans arrangements for pre-conference events such as association meetings and the scheduling of a golf or poker tournament. For additional information on the 2012 Agent Summit you can visit www.AgentSummit.com.

So, mark your calendars for the Industry Summit in September from the 26th through the 28th, at the Las Vegas Hilton, and the Agent Summit in March 2012, from the 12th through the 14th, at Caesar’s Palace – Las Vegas. These are “must attend” events and will definitely make it onto my calendar.

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