2018 NIADA/NABD Convention and Expo
 
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SCHEDULE OF EVENTS   *SUBJECT TO CHANGE
SUNDAY, JUNE 17, 2018
SCHEDULE EVENTS LOCATION
3:00 - 6:00 PM Registration / Information Desk  Gatlin Foyer
  Sponsored by Dealer Owned Warranty Company  



MONDAY, JUNE 18, 2018
SCHEDULE EVENTS LOCATION
8:00 AM - 6:00 PM Registration / Information Desk  Gatlin Foyer
  Sponsored by Dealer Owned Warranty Company  



9:00 AM - 10:00 AM Executive Committee/Services/Foundation Boards and Past Presidents Meeting Boardroom



 10:00 AM
BREAK Gatlin Foyer
  Sponsored by CARFAX  
 
 
10:00 AM - 2:00 PM State Presidents Council Meeting Gatlin A - 4
  Sponsored By High Tech Locksmiths  
 
 
10:00 AM - 2:00 PM Association Executives Council Meeting Gatlin A - 3
  Sponsored by Nicholas Financial  



1:00 PM - 2:00 PM Legislative & Regulatory Committee Meeting St. Johns 32 - 33



2:30 - 4:00 PM GENERAL MEMBERSHIP MEETING Gatlin A1 - A2
  Will serve as a Board of Directors meeting; all members encouraged to attend.  
  Sponsored by TradeRev  



4:00 - 5:00 PM First Timers Reception Butler
  Sponsored by CalAmp, AutoMasters, Tax Max, ACV Auctions, and SGC
 



4:00 - 5:00 PM BHPH Commission Meeting Gatlin A - 3



4:00 - 5:00 PM Certified Master Dealer Discovery Forum Gatlin A - 4
  Are you a rookie, or a certified master dealer? What does it mean to be a CMD? Explore more about the industry's most respected education programs and what adding CMD to your name could mean for your business.  
  Presenter: Justin Osburn, NIADA, Twenty Group Moderator  



5:00 - 6:00 PM BHPH Commission Reception Gatlin A - 2
  Sponsored by PassTime  



6:30- 8:30 PM Cigars & Martinis Welcome Reception Gatlin Terrace / Pool 
  Sponsored by: AutoZone, Black Book, and Auto Data Direct  



8:30 - 10:00 PM Big & Rich Concert  Gatlin Terrace 
  Presented by TradeRev   



TUESDAY, JUNE 19, 2018
SCHEDULE EVENTS LOCATION
8:00 AM - 6:00 PM Registration / Information Desk Gatlin Foyer
  Sponsored by Dealer Owned Warranty Company  



  MARKETPLACE KEYNOTE SERIES
 
9:00 - 11:45 AM GENERAL SESSION Panzacola F/G
  Convention Opening Remarks & Industry Update  
  Join NIADA CEO Steve Jordan as he opens the 72nd Annual Convention and first ever combined NIADA/NABD Mega Convention. He'll share first-hand the plans for NIADA growth and share recent successes and recap the Association's new initiatives. This session will help you build your game plan to having a successful convention.   
  Speaker: Steve Jordan, NIADA, CEO  
  GENERAL SESSION  
  Predictions for the Future: Dealerships in the Age of Mobility  
   Cox Automotive's Chief Operating Officer Mark O'Neil will offer his unique perspective on the future of the automotive industry and help separate the reality from the hype on everything from car sharing to autonomous vehicles.  He'll talk about the rapid pace of change in the industry - including the slow but steady shift from consumer-owned vehicles to fleet-owned services - and how dealers can keep up with the exciting and perilous disruptions that are shaping the business today and over the next decades.
 
  Speaker:  Mark O'Neil, Cox Automotive, Executive Vice President & Chief Operating Officer  
  GENERAL SESSION  
  Closing the Trust Gap in the Trade-in Process: Transparency Leads to Profitability  
  Today’s consumer demands a high level of transparency and independent validation in the dealership experience,especially with the valuation of their trade-in. Despite the efforts of many good dealers, a significant trust-gap still exists when it comes to the dealership appraisal process.  This session will explore how transparency in the appraisal process can help you build trust and acquire more vehicles at a favorable cost-to-market.  
  Speaker: Chip Perry, TrueCar, CEO  
 
 
  BREAK Panzacola Foyer
  Sponsored by REPAY  
 
 
  GENERAL SESSION  
  The NIADA Government Affairs Playbook  
  The legislative and regulatory rulebook is constantly changing.  NIADA has been at game speed for the past 12 months defending your interests.  Join Shaun Petersen as he shares the government affairs successes and outlines the priorities for 2018.  And, learn what you can do to join the advocacy team.    
  Speaker: Shaun Petersen, NIADA, Senior Vice President, Legal & Government Affairs  
  GENERAL SESSION  
  Break the Barriers of Digital Marketing and Cut Through Vendor Speak  
  What should you really be doing with your digital marketing? Does "vendor speak" hold you back from your full potential? Learn how to break through these barriers and leave with actionable items gleaned from this straightforward session.  
  Speaker: Glenn Pasch, PCG Companies, CEO  



12:00 - 1:30 PM WELCOME LUNCH Gatlin A 
  Special Guest Speaker:  Congresswoman Stephanie Murphy (D-FL)  
  Sponsored by AFC/TradeRev/ADESA  



2:00 - 2:50 PM GENERAL SESSION Panzacola F/G
  The Power of Twenty: Best Practices from NIADA Groups  
  Twenty Groups provide the best return on your training dollar. Regardless of your current twenty group participation, this session will help you benefit from the twenty groups' wealth of knowledge as the NIADA team shares best practices gleaned from groups across the nation.  
  Moderator: Chuck Bonanno, NIADA, Director of Twenty Group Operations
Panelists: David Brotherton, NIADA, Twenty Group Moderator; Mark Dubois, NIADA, Twenty Group Moderator; Justin Osburn, NIADA, Twenty Group Moderator
 



2:50 - 3:00 PM BREAK Panzacola Foyer



3:00 - 4:00 PM GENERAL SESSION: KEYNOTE SPEAKER Panzacola F/G
  Speaker: Dick Vitale: College Basketball Analyst, ABC Sports and ESPN  
  Dick Vitale is college basketball’s top analyst and ambassador. Also a former coach, Vitale has been selected to 17 halls of fame. Known to basketball fans for his energy, wit and colorful descriptions of players and plays, Dickie V’s entertaining message of overcoming life’s challenges and obstacles is nothing short of “awesome, baby!”   
  Sponsored by CARFAX  



  BREAKOUT SESSIONS  
4:15 - 5:00 PM Subprime Auto Finance Update and Benchmarks: Looking Back and Ahead Panzacola F/G
  Study the game tape and industry stats on subprime auto finance with Ken Shilson as he walks you through the current state of the market and operational benchmarks. Learn what the numbers mean today and how they will affect the future.  
  Speaker: Ken Shilson, Subprime Analytics, President  
 
 
4:15 - 5:00 PM State Consumer Protection Enforcement: The Attorney General Perspective Gatlin A - 1
  State Attorneys General are often the head referee of your businees.  This session will provide you with an on the field perspective of key infractions the Attorneys General often identify, as well as how to shore up your business to ensure laws are being followed.  
  Moderator: Terry O'Loughlin, Director of Compliance, Reynolds and Reynolds
Panelists:  Allen Denson, Hudson Cook, Partner; Amy Schulman, Pennsylvania Attorney General's Office, Senior Deputy Attorney General; Jorie Tress, Florida Attorney General's Office, Assistant Attorney General
 
 
 
4:15 - 5:00 PM Millenials Want to Couch Their Own Deals - Here's Why You Should Let Them St. Johns 32 - 34
  How do you win the growing segment of millenial car buyers who shop and buy differently than older generations? It calls for an adaptation in strategy. Learn the top action items to make your gameplan a winning one.  
  Speaker: Matt Weinberg, Drive Motors, SVP of Consumer Experience  
 
 
4:15 - 5:00 PM Retail Lenders Panel Panzacola F - 1
  Each finance company has a playbook to follow while engaged in dealer assisted financing.  This session will provide you with an insider's perspective on what finance companies consider, the current state of the market, and what to expect in the future.    
  Moderator: Chris Martin, Team EZ Auto, President
Panelists:  Martin Less, Nationwide Acceptance, CEO; Doug Marohn, Nicholas Financial, President;
 
 
 
4:15 - 5:00 PM Digital Marketing to the BHPH Customer Sandlake 
  Social media presents a unique opportunity for generating leads. Learn how to build a team brand that appeals to online BHPH shoppers and translates to multiple platforms for maximum reach.  
  Speakers: Jesse Martin, DealerCenter, Sr. Vice President Sales & Marketing; Tom Eaton, Youtily, CEO  
 
 
4:15 - 5:00 PM CPO 101: A Primer to Entering the Certified Preowned Marketplace  Gatlin A - 2
  A CPO program can give you just that edge you've been searching for, but how do you get started? Learn the critical steps to implement a successful CPO program to enhance sales, improve margins, and compete against other dealers.  
  Moderator: Al Sacko, Warrantech
Panelists: Michael Sims, Warrantech;  Renee Perri, Wheels Automotive
 



5:00 - 8:00 PM Expo Reception & Grand Opening  Gatlin B-E
  Sponsored by Spireon and NVP Warranty  



8:00 - 9:30 PM FIADA Member Meeting & Reception Gatlin A - 1
  Sponsored by Auto Data Direct  



WEDNESDAY, JUNE 20, 2018
SCHEDULE EVENTS LOCATION
8:00 AM - 6:00 PM Registration / Information Desk Gatlin Foyer
  Sponsored by Dealer Owned Warranty Company  



9:00 AM - 12:30 PM National Quality Dealer Interviews St. Johns



8:30 - 9:30 AM Boosting Retail Profits Through Wholesale Efficiencies Panzacola F/G
  Getting vehicles frontline ready more efficiently is one of the best ways independent dealers can boost profits.  And now more than ever, independent dealers have access to more wholesale services to complete many of the steps on the road to the frontline—right inside the auction. Join automotive executive, Patrick Brennan, as he takes an in-depth look at key areas independent dealers can focus on to increase speed to market and profit margins for retail vehicles.  
  Speaker: Patrick Brennan, Senior Vice President, Inventory Solutions, Cox Automotive  



9:30 - 9:45 AM BREAK Panzacola Foyer
  Sponsored by Used Car News  



  BREAKOUT SESSIONS  
9:45 - 10:45 AM Contract Buyers Panel Panzacola F - 1
  An important but often overlooked source of capital is the sale of contracts from your portfolio. Even long distance runners take drinks along the way so maybe BHPH operators should do the same. In this session you will hear from leading contract purchasers and learn about their programs.  Let these panelists “show you the money!”   
  Moderator: Ken Shilson, NABD, President
Panelists:  Robert Chappell, CAR Financial Services, President; Tyson Lee, United Acceptance; Doug Pitcher, Spartan Financial Partners;
  Mark Namain, Receivables Management Association, President; Kip Cochran, Mid-Atlantic Finance Company, Executive Vice President
 
 
 
9:45 - 10:45 AM Digitization of the Wholesale Landscape  Gatlin A - 2
  Digital sourcing channels are the best way to save time and money on inventory acquisitions in today's market. Learn how to identify opportunities to make inventory transactions anytime, from anywhere, on in-demand invenotry that will sell faster in your local market.  
  Speaker:  Derek Hansen, Cox Automotive, Vice President, Off-Site Solutions, Manheim  
 
 
9:45 - 10:45 AM Collections Best Practices Dealer Panel Panzacola F/G
  Work smarter not harder by applying best practices to your collections procedures.  This panel of MVP BHPH dealers will help you'll become more efficient and effective and keep your portfolio performing at a high level.  
  Moderator:  David Brotherton, NIADA, Twenty Group Moderator
Panelists:  Chad Randash, Randash Auto Center; Mark Jones, Mike Carlson Motor Company; Noah Melamed, Your Ticket To Ride
 
 
 
9:45 - 10:45 AM BHPH 101: A Critical Checklist for Your Business Gatlin A - 1
  Planning and preparation allow for strong game play. BHPH industry icon Ingram Walters will share tips to help you up your game with these BHPH essentials.   
  Speaker: Ingram Walters, NABD, Vice President   
 
 
9:45 - 10:45 AM How to Create the Most Effective Messaging Campaigns for Your Dealership Sandlake
  Want to better engage your fan base? Learn how text-based marketing integrated with Google's Click-to-Message and AdWords can help you expand your CRM capabilities.   
  Speakers: Chris Leedom, Textmaxx Pro, President; Paul Johnson, Textmaxx Pro, Director of Sales and Operations  
 
 
9:45 - 10:45 AM Compliance Considerations in Repossessions St. Johns 32 - 34
  A coach's decision to call a particular play is based on several factors.  The BHPH dealer's decision to repossess a vehicle is no different.  This session will help you understand the compliance requirements you must consider.    
  Speakers:  Nicole Munro, Hudson Cook, Partner; Corinne Kirkendall, PassTime, Vice President of Compliance and Regulatory Affairs  



10:45 - 11:00 AM BREAK Panzacola Foyer 
    Gatlin Foyer 



11:00AM - 3:00 PM Expo Hall Opens & Networking Lunch Gatlin B-E
  Sponsored by TextMaxx Pro                                                        
 

3:00 - 5:00 PM FINANCING FAIR Conway 

  BREAKOUT SESSIONS  
3:15 - 4:00 PM Lines of Credit Panel Gatlin A - 2
  BHPH/LHPH operators need lines of credit to supplement internal cash flow and fund growth in their portfolios.  Join us and hear from leading providers to find the best capital partner for you. It takes money to make money! Capital is the gas that drives the BHPH/LHPH engine so don’t miss this session.    
  Moderator: Ken Shilson, NABD, President
Panelists:  Paxton Wright, Primalend, COO;
Chris McCarty, First Tennessee; Jay Cook, CapitalSource, Senior Vice President, Portfolio Manager; David Fricke, Texas Capital Bank, Executive Vice President
 
 
 
3:15 - 4:00 PM Best Practices from NIADA CPO Dealers Panzacola F - 1
  CPO has become a buzzword among auto consumers and dealers alike. Hear how fellow independent dealers are using CPO in their gameplan to give them a competitive edge in today's market, and how you can do the same.  
  Moderator:  Scott Lilja, NIADA
Panelists: Todd Hoagey, Auction Direct USA; Laura Krietz, Charles Krietz, Krietz Auto Sales; Chris Johnson, 6th Gear Auto Sales 
 
 
 
3:15 - 4:00 PM Top Litigation Risks in Debt Collection St. Johns 32 - 34
  Understanding and minimizing risks is essential to winning the game.  Attorney Don Maurice will show you the top risks in servicing your BHPH accounts and help you understand the rules behind first-party debt collection.    
  Speaker: Donald Maurice, Maurice Wutscher LLP, Principal  
 
 
3:15 - 4:00 PM Developing a Rock Solid BDC Panzacola F/ G
  Implementing an effective business development center can often lead to increased sales, profit margin, and customer satisfaction.  In this session, you will gain insights on best practices and pitfalls to avoid in developing your BDC.    
  Moderator: Justin Osburn, NIADA, Twenty Group Moderator
Panelists: Mike Brill, B&B Automotive; Gus Camacho, Camacho Auto Sales; Jose Morales, Applied Concepts; D.J. Harrington, Phone Logic, CEO
 
 
 
3:15 - 4:00 PM Creating a Dominant Video Strategy  Sandlake 
  Learn winning strategy on how to score sales through the leverage of video, including leveraging Google and Facebook video campaigns, implementing a video lead response strategy and adding relevant video content to the website.  
  Speaker: Phil Sura, UnityWorks  
 
 
3:15 - 4:00 PM How to Earn An Extra Million Using a Tax Promotion Gatlin A - 1 
  Learn how to make the most of your tax season strategy. Gain insight into the current income tax environment as well as learn some key do's and don'ts.  
  Speaker: Bill Neylan, Tax Refund Services Tax Max  



4:00 - 4:15 PM BREAK Panzacola Foyer 
    Gatlin Foyer



  BREAKOUT SESSIONS  
4:15 - 5:00 PM Legal Considerations in Offering Warranties and Service Contracts Sandlake 
  Rules and regulations help create fair play both on and off the court. The FTC has focused efforts on compliance in the F&I office.  This session will help you ensure your warranties and service contracts don't land you in the penalty box.   
  Speaker: Courtney Estep, Federal Trade Commission  
 
 
4:15 - 5:00 PM Underwriting Your Deals: A Panel Perspective Panzacola F - 1
  Not having a dedicated game plan for underwriting your deals could lead to catastrophe in your portfolio's performance.  This panel will focus on techniques to improve your underwriting and help you learn from your losses.    
  Moderator: Mark Dubois, NIADA, Twenty Group Moderator
Panelists: Navin Bathija, Neo, CEO; Jeff Higgins, J.D. Byrider, General Counsel
 
 
 
4:15 - 5:00 PM Reaching the CPO Customer through Digital Marketing St. Johns 32 - 34
  Marketing a CPO program through digital media requires a sound strategy.  How should you revise or initiate your CPO playbook to ensure strong lead generation/sales and take advantage of these trends? Gain the stats and strategies you need to revolutionize your CPO digital marketing.  
  Modertor: Terry MacCauley, BigTime Advertising & Marketing
Panelists: Marcus Dame, Cox Automotive, Senior Director, Product Management; Shane Marcum, Dominion Dealer Solutions, Vice President of Inventory Services and Solutions
 
 
 
4:15 - 5:00 PM Shop Local v. Buy Global: How to Source Inventory in Today's Connected World Panzacola F/G
  In today's market you can buy inventory from the other side of the map, but there's also still the auction down the road. How do the two compare and what is the best method to source inventory for your lot?  This session will help you gain insight in finding your inventory.  
  Speakers: Brad Yeager, Regional Sales Director, TradeRev; Devra Callaghan, Automotive Finance Corporation, Vice President of Marketing  
 
 
4:15 - 5:00 PM A How To On Credit Reporting Gatlin A - 2
  Credit reporting is like watching game film. It can be daunting and time consuming if not done right.  This session will provide you with the X's and O's of credit reporting to implement a sound strategy for your business.  
  Speakers: Allen Dobbins, Ignite Consulting; Richard Hudson, Ignite Consulting; Steve Levine, Ignite Consulting  
 
 
4:15 - 5:00 PM A View on Recalls from the Manufacturers Gatlin A - 1
  Dealing with recalled vehicles has been a key issue for independent dealers for years.  Recall management and completion rates have been a high priority for the OEMs as well.  Join this panel to learn what OEMs are doing and tools they are providing to help you manage your inventory.    
  Moderator: Neil Steinkamp, Stout Risius Ross, Managing Director
Panelists:  Russ Lucas, BMW North America; Keagan Patrick, Mazda North America;  Angel Preston, Alliance of Automobile Manufacturers, Director of Safety; Faisal Hasan, CARFAX, General Manager, Data & Public Policy
 



6:00 - 7:00 PM National Leadership Awards Reception                                                 Panzacola Foyer
   Sponsored by Ituran
 



7:00 - 9:00 PM National Leadership Awards Banquet                                                              Panzacola F/G
  Sponsored by NAAA and Northwood University  
  President's Ring Presented by Black Book  



THURSDAY, JUNE 21, 2018
SCHEDULE EVENTS LOCATION
8:00 AM - 3:00 PM Registration / Information Desk Gatlin Foyer
  Sponsored by Dealer Owned Warranty Company  



  BREAKOUT SESSIONS  
8:30 - 9:30 AM Discover the Economic Trends in the Used Car Industry  Panzacola F/G
  What economic trends are impacting the used car market?  How will those trends impact wholesale and retail vehicle prices?  What about wholesale market supplies?  Consumer access to credit and loan rates?  Join this panel of economists as they answer these questsions and share their expertise to forecast the state of the marketplace.  
  Moderator:  Patrick Manzi, NADA, Senior Economist
Panelists: Tom Kontos, KAR Auction Services, Chief Economist; Jonathan Smoke, Cox Automotive, Chief Economist; Gunnar Blix, Equifax, Deputy Chief Economist
 
 
 
8:30 - 9:30 AM Consumer Trends in the CPO Marketplace St. Johns 32 - 34
  Learn about the current consumer perception trends, expectations, needs, and demands in the CPO marketplace and how can you adjust your retail strategy for the most success.  
  Speakers: Ivan Drury, Edmunds; Bob Grill, CARFAX, Senior Partner Development Manager  
 
 
8:30 - 9:30 AM Quick Locate and Predictive Insight: Taking Risk Mitigation and Vehicle Recovery to New Heights Sandlake 
  Technology is always evolving.  This session will help you learn how GPS technology and predictive insight can be used as tools to detect early customer delinquency warning signs, improve customer payment behavior, reduce delinquencies and, when necessary, reduce recovery time and cost.  
  Speaker: Brian Deeley, Spireon  
 
 
8:30 - 9:30 AM Service Operations for Your Retail Dealership Gatlin A - 1
  Do you need to go back to the chalkboard when it comes to your service operations? This panel will provide you with plays from their playbook to help you take your fixed ops to the next level.  
  Moderator: Justin Osburn, NIADA Twenty Group Moderator
Panelists: Joe McCloskey, McCloskey Motors; Nick Markosian, Markosian Automotive; George Verkamp, ALLDATA, Vice President of Sales and Business Development
 
 
 
8:30 - 9:30 AM Finding the Right Technology Solutions for Your Dealership Gatlin A - 2
  A litany of technology options exist to service your dealership. But how do you find the right solution for your specific needs?  Join this session to glean practical insight to choose the right technology for you.  
  Speakers: Mark Begley, Autosoft, Director of Client Advocacy  
 
 
8:30 - 9:30 AM Independent Auction Panel Panzacola F - 1
  Whether you believe defense wins championships or you have to run up the score, there is more than one way to win the game.  Join this panel of executives as they share industry insights, perspectives, and predictions from the independent auction lanes.    
  Moderator: Lynn Weaver, Independent Auction Group, Executive Director        Panelists:  Doug Turner, America's Auto Auction; David Andrews, Dealers Auto Auction; Michele Noblitt, Dealers Auto Auction of the Rockies  



9:30 - 9:45 AM BREAK Panzacola Foyer 
  Sponsored by Frazer Computing Gatlin Foyer



  BREAKOUT SESSIONS  
9:45 - 10:45 AM Understanding How the New Tax Reform Law Impacts Your Dealership Panzacola F/G
  Last year saw Congress pass and the President sign comprehensive tax reform legislation.  Don't get sacked by the new law.  This session of accounting and tax professionals will help you understand the changes and how they affect your dealership.  
  Moderator: Ken Shilson, NABD, President
Panelists: Dave Wiggins, CliftonLarsonAllen, Principal; Scott Ruby, RSM US, Senior Director Tax Services; Steven Carstens, Shilson, Goldberg, Cheung and Associates; Kevin Sullivan, Katz, Sapper & Miller, Partner; Ronald Lee, RSM US, Partner
 
 
 
9:45 - 10:45 AM Hot Employment Law Topics for Small Businesses St. Johns 32 - 34
  Are your workers employees or independent contractors?  Are you compliant with overtime requirements?  How do you manage allegations of employee misconduct?  Join employment law attorney Claudine Jackson as she walks you through the hot employment law topics for your business.    
  Speaker: Claudine Jackson, Phelps Dunbar LLP, Partner  
 
 
9:45 - 10:45 AM Leadership vs. Management: What's the Difference When Motivating Your People? Gatlin A - 2
  Are you leading or managing your people? Learn the key differences between leadership and management as well as how to identify coaching opportunities, catch people doing things right, and avoid establishing unintended expectations.  
  Speaker: Paul Webb, StreetSmart, CEO  
 
 
9:45 - 10:45 AM Is Lease Here-Pay Here For You? Panzacola F - 1
  Have you ever considered adding Lease Here-Pay Here to your dealership's playbook? This panel of LHPH experts will help you learn the basics and whether it could be an asset to your success.  
  Moderator: Mark Dubois, NIADA, Twenty Group Moderator  
     
9:45 - 10:45 AM Floorplan Panel Sandlake 
  Acquiring and maintaining an adequate flooplan line is an essential part of most dealer's gameplans.  Join this session to gain tips to make the most of your flooplan financing.    
  Moderator: Chuck Bonanno, NIADA, National Director of Twenty Group Operations                 
Panelists: Joe Keadle, Automotive Finance Corporation, COO; Randy Dohse, NextGear, Senior Vice President Operations; Ian Anderson, Westlake Financial, Group President
 
     
9:45 - 10:45 AM Listen to Your Financial Statement: You'd Be Surprised What Its Telling You Gatlin A - 1
  How closely do you pay attention to your financial statement? Are you missing key cues? NIADA's CFO is here to help you learn what to look for and how your financial statements can help you succeed.  
  Speakers: Melanie Wilson, NIADA, CFO  



11:00 AM - 2:00 PM Expo Hall Opens & Networking Lunch                                                 Gatlin B-E
  Sponsored by Equifax  



12:30 - 1:30 PM National Quality Dealer Awards Rehearsal Panzacola F/G



1:30 - 1:45 PM Live Car Auction Benefiting the NIADA Foundation                                                       Gatlin B-E
(Dealer's Lounge)
  Sponsored by ADESA of the KAR Auction Services group of companies



2:00 - 2:15 PM BREAK  Panzacola Foyer
    Gatlin Foyer



  BREAKOUT SESSIONS  
2:15 - 3:00 PM Cracking the Facebook Code: The Playbook For Using  Facebook to Sell More Cars Panzacola F - 1
  Everyone is on Facebook these days, but how do you most effectively use it for your business? Learn insider secrets every playbook needs to thrive.  
  Speaker: Rich Bolandi, Gravitational Marketing  
 
 
2:15 - 3:00 PM Risk Managing the Inevitable: Strategies for Funding Uninsured Physical Damage Gatlin A - 2
  All finance and lease portfolios incur some degree of uninsured physical damage loss. No matter how a creditor deals with this risk, the goal remains to fund the cost of unavoidable loss. Learn about the options available to implement in your dealership.  
  Speaker: Chris Kirwan, Berkshire Risk Services  
 
 
2:15 - 3:00 PM Data Breaches, Ransomware and All Things Cyber Security  St. Johns 32 - 34
  All around us hackers are stealing data and holding it hostage.  How effective is your cyber security? This session will help you examine your business to learn how to best defend against scammer's tactics.  
  Speakers: Allen Dobbins, GoTech Software; Robbie Hudson, GoTech Software  
 
 
2:15 - 3:00 PM Service and Reconditioning Tips for the BHPH Dealer Panzacola F/G
  Getting vehicles to the frontline faster and more efficiently is a critical step in maximizing your profit potential. Learn practical tips from seasoned BHPH veterans to revolutionize your service and reconditioning playbook.  
  Moderator:  David Brotherton, NIADA, Twenty Group Moderator
Panelists:  Mark Morris, Rowland Motors; Ben Libby, Highway Motors; Chris Miller, Bill Utter Ford
 
 
 
2:15 - 3:00 PM A Playbook of Easy Strategies for SEO and Inventory Marketing Sandlake 
  Learn a variety of tips and strategies to help boost your local search results using best practices for SEO, simple ways to develop and contribute great site content, inventory merchandising techniques, and the importance of fostering reviews on top sites.   
  Speaker: Tracy Amato, Auction 123  
 
 
2:15 - 3:00 PM Mobility as a Service – How You Can Profit Today by Getting in the Game Gatlin A - 1
  How can you as an independent dealer capitalize on mobility as a service? Discover how you can “get in the game” and profit from establishing a car sharing operation within your business.  
  Speaker: John Possumato, Lyft/DriveItAway  
 
 
3:00 - 3:15 PM BREAK Panzacola Foyer
    Gatlin Foyer
 
 
  BREAKOUT SESSIONS  
3:15 - 4:00 PM The Next Level of GPS is Here Gatlin A - 1
  You already use GPS, but how can you take it to the next level of effectiveness? This session will give you pointers to go beyond recovery and into vehicle inventory and maintenance management.  
  Speaker:  Ariad Sommer, CEO, Ituran  
 
 
3:15 - 4:00 PM Today's Car Buyers: What The Data Shows and How You Need to Adapt St. Johns 32 - 34
  Car buyers have a different strategy for buying cars today than a generation ago.  Customers invest time in researhing.  This session will help you rewrite your playbook for today's car buyer.  
  Speaker: Josh Allen, CarGurus, SVP North American Sales and Service  
 
 
3:15 - 4:00 PM Wake Up Call: Are Your Sales Calls Pointless? Sandlake 
  Don't just run the clock when it comes to sales calls. Learn how to identify the most common mistakes and leave with practical tips you can implement to make your calls most effective.  
  Speaker: Maggie Pugesek, C&M Coaching  
 
 
3:15 - 4:00 PM Emerging Technologies: Top 5 Challenges Facing BHPH Dealers Panzacola F - 1
  Every BHPH dealer faces challenges in the business.  Which are the most common to you?  Join this session discover emerging technologies that can help you meet and overcome those challenges.
 
  Speaker:  Randy Spradlin, defi SOLUTIONS  
 
 
3:15 - 4:00 PM Are You Shopping for a New DMS?  What You Need to Consider Gatlin A -2
  There are many factors in selecting your dealer management system, and you shouldn't just pick one at random. Justin Osburn will give you a list of considerations as you search for what works for you.    
  Speaker: Justin Osburn, NIADA, Twenty Group Moderator  
 
 
3:15 - 4:15 PM Florida Department Motorist Services: Helping Florida Dealers Stay Compliant Panzacola F/G
  A mandatory session for Florida dealers who are seeking continuing education credit. This session will update dealers on the modernization project, curbstoning efforts, and provide tips to stay compliance with Florida law.   
  Speaker:  Palmer Brand, Florida Department of Highway Safety and Motor Vehicles  



6:00 - 6:30 PM National Quality Dealer Reception                     Panzacola Foyer 



6:30 - 9:00 PM National Quality Dealer Award Banquet                  Panzacola F/G
  Sponsored by Cox Automotive, J.D. Power NADA Used Car Guide and Northwood University  



9:00 - 11:00 PM National Quality Dealer After Party Panzacola F - 1