Tag Archive | "IAS"

Innovative Aftermarket Systems (IAS) Appoints Bob Corbin as Executive Chairman and Taps Patrick Brown as the Company’s New President and CEO


Austin, Texas – IAS, a leading provider of F&I solutions
to the automotive industry, today announced that Patrick Brown has joined the
company as president and CEO effective September 12, 2016. Mr. Brown
succeeds longtime IAS executive Bob Corbin who has been with the company
since 2000. Mr. Corbin will continue to play a key role in the company
transitioning his focus to mergers and acquisitions.

Mr. Brown’s experience running high growth private companies and divisions of
high growth public companies makes him uniquely suited for the leading role at
IAS. Furthermore, Mr. Brown’s experience in non-automotive financial services
industries affords him a fresh perspective to help grow IAS.

“I have spent a lot of time with Patrick over this process and am convinced that
he is the right person at the right time for IAS. He is a big picture thinker with a
proven track record of successfully managing and growing companies and that
kind of vision is something we need more of in F&I,” said Bob Corbin, executive
chairman at IAS. “I’m incredibly proud of my tenure at IAS and the team that we
have put in place. I lit the torch and now I’m ready to pass it on.”

Before joining IAS, Mr. Brown served as the General Manager of the Commercial
Prepaid business for Netspend, a division of Total System Services, Inc. (NYSE:
TSS). In this role Mr. Brown was responsible for the strategy and overall growth
of Netspend’s commercial prepaid division. Mr. Brown joined Netspend
subsequent to its acquisition of Procesa International, LLC where Mr. Brown was
founder and CEO. Mr. Brown also served as General Manager of Euronet
Payments & Remittance, Inc., a wholly owned subsidiary of Euronet Worldwide,
Inc. (NASDAQ: EEFT). Mr. Brown joined Euronet subsequent to its acquisition of
Continental Transfer, of which he was a co-founder and served as chief operating
officer.

“I’m thrilled to be joining the IAS family. Bob and team have done an outstanding
job over the last 16 years positioning IAS as the market leader in the F&I
industry. I’m looking forward to working with the IAS team and the company’s
extended family of nationwide partners,” said Patrick Brown, president and CEO
at IAS. “

Mr. Brown holds a Master of Business Administration from the University of North
Carolina at Charlotte and bachelor’s degrees in economics and finance from
Wingate University. He and his family currently reside in Austin, Texas.

Posted in Auto Industry NewsComments Off on Innovative Aftermarket Systems (IAS) Appoints Bob Corbin as Executive Chairman and Taps Patrick Brown as the Company’s New President and CEO

ADT Names 2016 Dealers’ Choice Award Winners


TORRANCE, Calif. — The publishers of Auto Dealer Today announced the winners of the 12th annual Dealers’ Choice Awards. The awards are based on a comprehensive survey that allowed dealers and dealership personnel to recognize their favorite vendors, suppliers and finance companies in 34 categories.

Voters must write in the name of each provider and score them in a number of areas related to performance, customer service, and the likelihood the voter would recommend each company to another dealer.

“This year’s winners include Dealers’ Choice Awards regulars as well as a number of new companies that have emerged as major players in a variety of categories,” said David Gesualdo, publisher of Auto Dealer Today and F&I and Showroom magazines. “But they all have one thing in common: They have earned the loyalty and praise of dealers, and they deserve our congratulations.”

The 2016 Dealer’s Choice Awards winners are:

New-Vehicle Lead

Used-Vehicle Lead

  • Diamond: Autotrader
  • Platinum: Cars.com
  • Gold: CarsDirect

Special Finance Lead

  • Diamond: CarsDirect
  • Platinum: DealerLink
  • Gold: Auto Credit Express

Digital Marketing

  • Diamond: Digital Air Strike
  • Platinum: ELEAD1ONE
  • Gold: eBizAutos

Website Provider

  • Diamond: eBizAutos
  • Platinum: VinSolutions
  • Gold: Dealer.com

Chat Provider

  • Diamond: ActivEngage
  • Platinum: Client~ConneXion
  • Gold: Contact At Once!

Mobile Media

  • Diamond: Dealer.com
  • Platinum: eBizAutos
  • Gold: Dealer Synergy

Social Media Management

  • Diamond: Ally
  • Platinum: Naked Lime
  • Gold: DealerClickz

Reputation Management

  • Diamond: Dominion Dealer Solutions
  • Platinum: CDK Global
  • Gold (tie): DealerRefresh
  • Gold (tie): DMEautomotive

Direct Mail

  • Diamond: ProMax Unlimited
  • Platinum: Action Integrated
  • Gold: Strategic Marketing

Virtual BDC

  • Diamond: ELEAD1ONE
  • Platinum: DealerStrong

Online Inventory Listing Management

  • Diamond: Dominion Dealer Solutions
  • Platinum: eBizAutos
  • Gold: Auction123

Inventory Management

  • Diamond: Dealertrack
  • Platinum: vAuto
  • Gold: FirstLook Systems

Hiring and Recruitment

  • Diamond: GSFSGroup
  • Platinum: Hireology

Sales Training

  • Diamond: Ziegler SuperSystems
  • Platinum: Ally
  • Gold: Joe Verde Group

Internet Training

  • Diamond: Dealer.com
  • Platinum: Dealer Synergy
  • Gold: Ally

Compliance Training

  • Diamond: American Financial & Automotive Services (AFAS)
  • Platinum: United Development Systems Inc. (UDS)
  • Gold: Mosaic Compliance Services

F&I Training

  • Diamond: United Development Systems Inc. (UDS)
  • Platinum: American Financial & Automotive Services (AFAS)
  • Gold: Reahard & Associates

Special Finance Training

  • Diamond: DealerStrong
  • Platinum: NCM Associates
  • Gold: Ally

Fixed Ops Training

  • Diamond: DealerPro Service Solutions
  • Platinum: CDK Global
  • Gold: The Cardone Group

F&I Products

  • Diamond: IAS
  • Platinum: RoadVantage
  • Gold: National Auto Care

Service Contract

  • Diamond: CNA National
  • Platinum: Protective Asset Protection
  • Gold: AUL Corp.

Service Contract Reinsurance

  • Diamond: Portfolio
  • Platinum: GSFSGroup
  • Gold: CNA National

F&I Desking Software

  • Diamond: ProMax Unlimited
  • Platinum: Reynolds and Reynolds
  • Gold: Dealertrack

F&I Technology

  • Diamond: F&I Express
  • Platinum: MaximTrak
  • Gold: StoneEagle

CRM 

  • Diamond: ProMax Unlimited
  • Platinum: ELEAD1ONE
  • Gold: Reynolds and Reynolds

DMS 

  • Diamond: Dealertrack
  • Platinum: Reynolds and Reynolds
  • Gold: Auto/Mate

Data Mining

  • Diamond: ELEAD1ONE
  • Platinum: Dominion Dealer Solutions
  • Gold: AutoAlert

Online Auction for Purchasing Inventory

  • Diamond: Manheim
  • Platinum: SmartAuction
  • Gold: ADESA

Traditional Auction

  • Diamond: Manheim
  • Platinum: ADESA

Prime Captive Finance Company

  • Diamond: GM Financial
  • Platinum: Honda Financial Services
  • Gold: Toyota Financial Services

Prime Non-Captive Finance Company

  • Diamond: Ally
  • Platinum: Chase
  • Gold: Wells Fargo

Subprime Finance Company

  • Diamond: Wells Fargo
  • Platinum: Regional Acceptance
  • Gold: Capital One

Biweekly Payments

  • Diamond: U.S. Equity Advantage
  • Platinum: SMART Payment Plan
  • Gold: Economic Advantages Corp. (EAC)

More detail about this year’s awards will appear in a Special Awards Section in the July issue of Auto Dealer Today. The winners will be honored in a special ceremony in August at Industry Summit in Las Vegas.

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

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Eric ‘Frenchy’ Mélon Plans Coaching Session for Agent Summit


LAS VEGAS — Organizers of the upcoming Agent Summit announced that Eric “Frenchy” Mélon, president of sales at IAS, will serve as a featured speaker at the event, which is scheduled for May 9–11, 2016, at the Venetian Palazzo Las Vegas.

“The importance of training is not lost on agents, but the means to that end often can be,” said David Gesualdo, show chair and publisher of Agent Entrepreneur and F&I and Showroom. “Frenchy has the experience, the tools and the mindset agents need to take their dealer development skills to the next level and beyond.”

Mélon’s session, “Coaching for Success in Money and Mind,” will begin at 2:45 p.m. on Tuesday, May 10. A veteran trainer and executive, Mélon has built a reputation for challenging the status quo and not pulling punches. He said his session will go beyond the typical training seminar to educate agents on fresh techniques to improve performance, increase employee engagement and solve the everyday challenges that either drive or hinder personal growth.

By focusing on the right habits to develop and their impact on every aspect of the dealership, Mélon added, he will outline how the power of disciplined process drives sales by drastically improving customer experience and equip attendees with new tools that are simple, easy-to-implement and get results.

“Personnel turnover is at critical levels for our industry. It’s vital that we stop the bleeding and solve this profound problem,” Mélon said. “As the customer of today changes, so do the people working in dealerships. To finally drag our industry into the 21st century, we’re going to have to evolve, and it all starts with developing our people.”

Registration for Agent Summit is now open at the event’s website as well as by phone, fax and email. Attendees who register by April 4 will enjoy a $100 discount.

To inquire about sponsorship and exhibition opportunities, contact Eric Gesualdo via email hidden; JavaScript is required or call 727-612-8826.

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IAS Announces Internal Promotions to Senior Leadership


AUSTIN – IAS, a leading provider of F&I solutions to automobile dealerships, today announced a series of senior management changes designed to advance the adoption of the company’s complete F&I solution.

Frank Klaus has been promoted to Chief Operating Officer for the IAS Oklahoma City, Oklahoma and Dublin, Ohio offices. Mr. Klaus had previously served as President of VSC.

IAS also announced that Eric Mélon with take on the national role of President of Sales. Mr. Mélon, who has been with the company since 2004, most recently worked as Sr. Vice President of Dealer Development.

“Frank and Eric are seasoned and trusted leaders who consistently deliver results,” said Bob Corbin President, and Chief Executive Officer at IAS. “One of our greatest strengths is our management team and as a result, we are blessed with an outstanding talent pool that is ready for expanded executive responsibilities.”

Frank started his career in the automobile industry in 1980 selling vehicles at an Oklahoma dealership. In 1987 he expanded his experience by joining General Financial Systems, where he learned and honed his reinsurance expertise. Frank founded First Dealer Resources (FDR) in 1989 and due in large part to his leadership, FDR became one of the largest independent general agencies in the country prior to their acquisition by IAS in 2014.

“As IAS continues to transform from a pure product provider to a complete aftermarket solution, we must continue to operate at a high level to deliver innovative products and solutions that set our agents and dealers apart,” said Klaus. “I look forward to working with the leadership team in a new capacity to position IAS for continued success.”

Eric brings with him nearly three decades of experience in the automotive industry. Eric joined First Dealer Resources, now IAS, in 2004 to direct their sales training initiatives and grow dealer relations. Prior to joining FDR, Eric worked as a dealer development consultant for Stuker & Associates and before that enjoyed a successful career working in automotive retail, with extensive experience in sales, sales management, and upper management.

“I am thrilled to start the New Year with this exciting challenge – leading the sales organization for one of the most dynamic innovators in F&I,” said Mélon. “IAS’ strategy has never been more compelling and I am incredibly energized to lead this company to the next level.”

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Meet the Trainer: Joe St. John


Meet Joe St. John, the director of training at IAS. His passion for the auto industry began when he was just in high school and has only grown since. Get a glimpse into the IAS approach to training that St. John believes in. See why St. John’s diverse background and his company’s position in the industry puts IAS at the forefront for dealership training.

How did you get your start in the auto industry and how/why did you specialize as a trainer?

At sixteen, I was hustling produce out of the back of my pickup, when the New Car Director at the store my dad worked at asked me if I’d be interested in selling cars. After my first paycheck, I was ruined. I actually remember, during a high school football game, the ref called me over and asked, “son, don’t I know you from somewhere?” I responded, “James, I sold you your Tundra!” He was flabbergasted, “you’re in HIGH SCHOOL???”

To my parents, higher education wasn’t optional, it was mandatory. I went to Oklahoma State University, where I served as student body President and studied abroad at both Cambridge and Oxford. In 2004, I was named a Truman Scholar, and continued my education with a Master’s in Accounting from the University of Southern California. I’m also a graduate of the NADA General Dealership Management Academy.

My specialization as a trainer really comes from a unique perspective derived from my distinct position at a cross roads between the car business and academia. On top of my vast front line experience, from Salesperson to General Manager, I was also a top rated lecturer in the Marketing Department at OSU, teaching Professional Selling and Sales Management to non-traditional college students. This helped me leverage the best techniques in modern higher education to help students have higher material retention and executable skills. My passion is translating tough concepts into digestible components that connect with my audience. I genuinely love repositioning ideas in order to spark students to develop new ways of attacking “real world” problems. I aspire to inspire, especially when it comes to unlocking results. I believe so strongly that the car business can be a path for many people to a better future for their families because I’m living proof of it.

What areas in F&I do you focus on with your training?

In F&I training, we focus on developing skill sets that translate to real results. We recognize that the F&I numbers on the financial statement are the result of specific behaviors that happen in the microcosm that is the F&I office. Our F&I training maximizes the probability of positive outcomes within this office. We strive to raise the profitable penetration with truly value added solutions to the end user. We do so in a way that is incredibly efficient and customer friendly. Being fast, being effective, and being customer positive is not mutually exclusive, in fact, in our training it’s simply the process.

Why should an agent call you for a training assignment?

The agent that would call us is the agent that is invested in the complete success of their dealers, from BDC to salespeople and from sales managers to F&I. That is where our strength genuinely lies. If an agent is happy with the status quo, and content with the way things are, then our training offerings might not be a good fit. If an agent is looking for real competitive advantages and values a partner that is relentlessly pursuing improvement, a partner that never settles, if they truly want to be on the cutting edge, as pace setters of our industry, then we will be perfect for them.

What are the top three messages you try to give at each of your training session?

The main thing we focus on immediately during training, is challenging students to understand that changing is not only necessary, but good for them. For them to understand this, we have to really zero in on the reasons for them changing being their own. Secondly, we help them to understand that what they’re learning is key to making their own situation better and advancing their career. And finally, that if they commit the right time, effort, and focus to what’s being taught, they can immediately apply these skills to their specific situation.

What changes in the industry do you foresee that will impact your training the most over the next few years?

The only consistent thing about our business is that it’s consistently changing. Outside of the constant rumblings about the CFPB threatening rate participation, the current hot topic is billionaires entering the retail dealership business. These extremely deep-pocketed companies have the ability to start and win wars of attrition against their small undercapitalized competition.

The biggest factor impacting F&I has nothing to do with these two things. The biggest thing impacting F&I training is that we are currently enjoying a warm fuzzy period of false security. This is the easiest environment to succeed at F&I ever. Interest rates are incredibly low, terms are the longest ever, and banks are giving huge carries. According to many sources, rates will increase by four to five hundred basis points by 2018. Combine that with contracting terms and lower carries, and the current profit center of most dealerships may well become the overwhelming sucking sound of dollars being removed from the bottom line. Our training prepares our partners with incredibly tight systems and processes, so when forces destabilize the industry, they are in a position of power instead of weakness. Our clients will be able to seize this opportunity to grow their enterprise, and those that aren’t prepared will evaporate into the history books.

Tell us about yourself and the kind of activities, hobbies, and interests you pursue outside of training.

The driving force behind everything I do is my family. We enjoy a vibrant life filled with music, food, and being outdoors. In free moments we head to the woods to camp, hike, hunt, fish, and forage. We love live music, and in our house, there is always something playing. If we aren’t preparing delicious meals at home, we’re always seeking that perfect ephemeral dining experience.

Is there anything else you would like to add?

Training is way more than a job for me. It’s incredibly personal. Everything I have, the degrees on my wall, the experiences of my childhood, the life I’ve been so blessed to enjoy; can be traced directly to the automotive retail industry. Helping our front line be the best prepared they possibly can is simply my way of giving back to an industry that has given so much to me and my family.

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IAS Names New Regional Sales Manager


AUSTIN – IAS, a leading provider of F&I solutions to automobile dealerships, today announced the addition of Sean Dawson as a Regional Sales Manager. In his role, Sean will work with the company’s nationwide network of General Agents to apply his strategic business knowledge and dealership experience to help them grow their business.

Prior to joining IAS, Sean sharpened his aftermarket experience at PermaPlate where he served as an Account Representative working with large dealer groups providing; F&I menu training, product training, sales demonstrations, product inventory and application certification. Prior to PermaPlate, Sean served as a Dealer Relations Manager for TD Auto Finance where he assisted dealers in the application, approval and funding of their consumer automotive loans.

Sean began his career in the automotive industry as an Internet Sales Manager for an AutoNation dealership in Denver, CO. After proving himself as a salesman, Sean was quickly promoted to F&I where he served the majority of his time with AutoNation.

Before entering the automotive industry, Sean earned his Bachelor’s Degree from the University of Wyoming in Business Administration and has recently completed his MBA in Strategic Management from Regis University. Sean and his wife Jennifer reside in Georgetown, Texas where they enjoy spending time with their two daughters showing Quarter horses and experiencing everything central Texas has to offer.

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