Tag Archive | "Industry Summit 2014"

Gould to Address Cash, Lease Deals


LAS VEGAS — Gerry Gould, voted a 2013 Best in Class Trainer, will return to Industry Summit to address cash and lease deals in the F&I office. The 30-year industry veteran will break down the ideal product lineup and offer menu configurations designed specifically for each transaction type.

Gould, who will also cover key word-track and responses to common customer objections, serves as director of training for United Development Systems (UDS), which recently earned the Diamond Award for Best F&I Training Provider in Auto Dealer Monthly’s annual Dealers’ Choice Awards. His workshop kicks off at 10 a.m. on Tuesday, Sept. 9, at Industry Summit, which is scheduled for Sept. 8-10 at the Paris Las Vegas.

“Gerry is one of the best in the business, and he’s agreed to return to Industry Summit to lead a workshop addressing what I think is a critical topic for F&I departments,” said David Gesualdo, publisher of F&I and Showroom and Auto Dealer Monthly. “Hey, cash and lease deals have never been friendly to the F&I office. And with leasing penetrating at historical levels and cash deals continuing to challenge even the most grizzled F&I veteran, this will be a must-attend session for both F&I directors and F&I managers.”

Gould enjoyed a 15-year career in front-end management before beginning his career as a trainer and nationally recognized F&I management expert. He heads the training division at UDS and is a regular contributor to F&I and Showroom magazine. He’s also hosts www.fi-magazine.com’s F&I Tip of the Week video series.

Industry Summit includes educational tracks for F&I, Special Finance, Used Vehicle Retailing, Dealership Sales & Technology and P&A Leadership. For more information or to register, visit www.industrysummit.com. For information about sponsorship and exhibition opportunities, contact David Gesualdo via email or call (727) 947-4027.

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Ron Reahard Returns to Industry Summit


LAS VEGAS — Voted a 2013 Best in Class trainer, Ron Reahard returns to Industry Summit to offer attendees new techniques for converting customers to dealership financing. His workshop is scheduled for Tuesday, Sept. 9, at 10:05 a.m.

Last year, according to the Credit Union National Association, credit unions accounted for 36.2% of total loans outstanding, and all signs point to the segment taking a bigger chunk of the market this year. F&I offices are also facing new threats to dealership financing, including insurance companies like State Farm and online financial services companies.

“The auto finance market is booming, which is good news for consumers and vehicle sales,” said David Gesualdo, publisher of F&I and Showroom magazine. “But that also means dealership front-end departments need a plan for keeping the business in the F&I office. And that’s what Ron will focus on.”

Aside from providing tips and advice for converting customers to dealership financing, Ron will outline a front-end process designed to keep direct-to-consumer finance sources at bay and the F&I office in the game.

Ron is the president of Reahard & Associates, which provides custom, in-dealership training programs and consulting services. He has created and conducted numerous training programs, seminars and management workshops for various dealer events, including the National Automobile Dealers Association’s annual conference.

Industry Summit, scheduled for Sept. 8-10 at the Paris Las Vegas, includes educational tracks for F&I, Special Finance, Used Vehicle Retailing, Dealership Sales & Technology and P&A Leadership. For more information or to register, visit www.industrysummit.com. For information about sponsorship and exhibition opportunities, contact David Gesualdo via email or call (727) 947-4027.

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Industry Summit Doubles Down on SF


LAS VEGAS — Organizers of the annual Industry Summit have announced that this year’s event will feature multiple educational sessions designed to help dealers boost their special finance and used-vehicle sales. The conference will be held Sept. 8–10, 2014, at Paris Las Vegas.

Greg Goebel, CEO of DealerStrong and the industry’s leading SF expert and trainer, will serve as master of ceremonies for both tracks. Goebel said the sessions represent an excellent opportunity for dealers to improve their market share. “This is a banner year for special finance. Our theme will be finding and bringing in your share of SF customers.”

The agenda will include Goebel’s much-anticipated “Special Finance Benchmarks” session, in which he releases data gathered from dealer clients over the past 12 months, along with other comprehensive topics on both special finance and used-vehicle retailing.

DealerStrong COO Harlene Doane hinted at several new topics, including a workshop dedicated to BDC operations, a finance panel, and a new look at sourcing inventory. “We are always listening to feedback from dealers to make sure we are including education topics on the agenda that address the issues that are of current concern to dealers,” she said.

Special Finance and Used Vehicle Retailing Education will run alongside sessions for F&I, Dealership Sales & Technology and P&A Leadership. In a significant departure from years past, a single show pass will grant entry to every Industry Summit session as well as a shared show floor.

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Braskamp Joins Industry Summit 2014


Las Vegas — Organizers of the annual Industry Summit announced that Steve Braskamp of Capital One Auto Finance will deliver the opening keynote address at this year’s event, which will be held Sept. 8–10, 2014, at Paris Las Vegas.

Braskamp is director of national sales and originations for Capital One, which is among the industry’s leading noncaptive finance companies. He will welcome the Industry Summit crowd on the evening of Monday, Sept. 8, and will be followed by that evening’s welcome reception.

The announcement follows last week’s news that Rick Hackett, former assistant director for the Consumer Financial Protection Bureau (CFPB), agreed to speak on Tuesday morning. Hackett was the CFPB’s point man to the automotive industry and supported the agency’s efforts to regulate dealer-arranged sales and financing.

“We are intrigued, to say the least, by what both men have to say,” said David Gesualdo, show chair and publisher, F&I and Showroom and Auto Dealer Monthly. “But Steve’s presence, bolstered by his expertise, guarantees that our attendees will leave the show with a good idea of where that segment is headed.”

Braskamp’s 15-year career at Capital One includes leadership positions in several consumer lending segments. In his current role, he oversees a team of more than 900 associates that generates more than $17 billion in prime, nearprime and subprime auto contracts on an annual basis. Prior to joining the company, Braskamp worked in investment banking and management consulting.

Industry Summit includes educational tracks for F&I, Special Finance, Used Vehicle Retailing, Dealership Sales & Technology and P&A Leadership. More details, including registration information and a full agenda, will be available on the event’s Web site in the coming months. For information about sponsorship and exhibition opportunities, contact David Gesualdo via e-mail or call (727) 947-4027.

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Former CFPB Official to Deliver Keynote Address at Industry Summit 2014


Torance, Calif. — Rick Hackett, the Consumer Financial Protection Bureau (CFPB)’s former point man in the auto finance industry, will deliver a keynote address at Industry Summit 2014 on Tuesday, Sept. 9, at 9 am.

Hackett spent 31 years practicing law before the CFPB selected him in 2011 as assistant director to lead its Office of Installment and Liquidity Lending Markets in its research, markets and regulations division. And until his departure this past August, he helped to chart the bureau’s course into the auto finance industry and co-led the bureau’s strategy team for examination and investigation of finance sources offering dealer participation programs.

In March, Hackett officially joined Hudson Cook LLP as a partner at the firm’s Portland, Maine, office, where his practice will focus on all aspects of state and federal regulation of financial products and services.

“Rick has been on a speaking tour of sorts this year, delivering speeches at conferences geared toward auto finance sources,” said Gregory Arroyo, editor of F&I and Showroom magazine. “Industry Summit will be the former regulator’s first event geared toward dealers, so we’re very excited to have him.”

In the May edition of F&I and Showroom magazine, Arroyo goes one-on-one with the former regulator, an interview that should serve as a preview of Hackett’s address at this year’s conference. And as Arroyo discovered, the former CFPB attorney continues to defend the agency’s scrutiny of dealer participation programs. The interview also offered some clues as to how the CFPB will approach F&I product sales.

“I can’t reveal too much at this point, but I did get the feeling that if it were up to Rick, he’d still be at the bureau,” Arroyo noted. “With recent headlines regarding the bureau’s management practices, I thought I’d be hearing from a disgruntled former employee. That was not the case. Instead, I heard from a former regulator who still believes the bureau has a strong case against certain aspects of the indirect financing model.”

Hackett’s responsibilities at the CFPB included advising all divisions of the bureau with respect to market information and policy issues in the installment and specialty lending areas, including auto finance, student lending and payday lending. Before joining the bureau, he served as a partner and leader of the Banking and Financial Services Group at Pierce Atwood LLP in Boston and Portland, Maine.

Industry Summit 2014 is scheduled for Sept. 8-10 at the Paris Las Vegas Hotel. The annual event includes the new Dealer Sales & Technology track, as well as the F&I, Special Finance, Used Vehicle and P&A Leadership tracks. For more information, visit www.industrysummit.com.

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Industry Summit Adds Dealership Sales & Technology Track


Las Vegas — Industry Summit 2014 announced the addition of an educational track focused on the latest in sales technology. Dealership Sales & Technology joins the F&I, Special Finance and P&A Leadership tracks for the annual event, which will be held Sept. 8–10 at the Paris Las Vegas Hotel and Casino.

“With dealers directing more of their marketing budgets online to drive in customers, it’s critical dealership Web sites do a better job at converting those opportunities into sales,” said David Gesualdo, show chair and publisher, Auto Dealer Monthly and F&I and Showroom. “And that’s what we aim to address with this new conference. It will also focus on new in-store strategies designed to blend the online and showroom experience.”

Dealership Sales & Technology is expected to focus on online sales and marketing, as well as data mining, the paperless dealership and more. Gesualdo said the track’s advisory board will be helmed by Tariq Kamal, managing editor, Auto Dealer Monthly, and staffed by experts from within and outside the automotive industry.

Further details, including a preliminary agenda and keynote speakers, will be made available in the coming months. For information on sponsorship and exhibition opportunities, contact Greg Ree via e-mail or call (407) 383-2260.

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