Announcing the 2019 Agenda!

  • Nov. 11
    Day 1
  • Nov. 12
    Day 2
  • Nov. 13
    Day 3
  • Nov. 14
    Day 4
  • Nov. 15
    Day 5
9:00 a.m. – 11:00 a.m.
VIP Lender-Only Roundtable

Speakers

Millennium Capital Recovery Corporation

10 a.m. – 12:15 p.m.
Registration

Experian

Summerlin Foyer
12:15 p.m. – 12:30 p.m.
Conference Welcome

Speakers

Shane Marcum, Vice President, Dealer Specialties

Red Rock Ballroom

Remarks: Dominion Dealer Solutions

12:30 p.m. – 1:00 p.m.
Dealers in Focus: The Next Decade

Moderator

Joe Overby, Senior Editor, Cherokee Media Group

Panelists

James Boening, AlphaTeam & Ourisman Automotive, Founder / Dealer Operator

Ron Cooney, TCUV Sales Operations Manager

Nick Johnson, Pre-owned Director, Luther Automotive

Ray Sanabia, General Sales Manager, Cavender Toyota

Red Rock Ballroom

What will your dealership look like in five to 10 years? Whether you’re an auto dealer or not, if you’re in the industry, chances are your business has changed significantly in the past few years. And the changes are still coming. Stay prepared, and up-to-date, with insight from some of today’s top dealers, including professionals from Ourisman Automotive, Luther Automotive and more.

Takeaways:

  • A pulse on digital retailing
  • New technology & the omnichannel sales experience
  • How new-vehicle ownership trends are shaping auto retail and the dealership
1:00 p.m. – 1:15 p.m.
Break
1:15 p.m. – 1:45 p.m.
Data Analytics and the Customer Experience

Speakers

Mark Baltuska, VP of Finance Company Markets, State National Companies

Maria McLendon, Vice President Marketing Strategy at State National Companies

Veranda A

Auto lenders that are not leveraging the data goldmine that exists in their own loan portfolio are leaving real money on the table. This workshop will provide insights on how to pick that money up and put it in their pocket!  It’s no exaggeration to say that just about every industry in the world has been transformed in some way by the data revolution. The ways in which data can be analyzed and used to improve business outcomes is virtually limitless. Properly harnessed, data can help find and rate new business opportunities, streamline workflows, identify and reduce risk, predict future trends, enhance employee engagement, and on and on.  In this workshop, we will share real methods for auto-finance companies to identify their own loan portfolio data to improve financial performance and drive growth.

Takeaways:

  • Identify the most profitable borrowers within your loan portfolio and specifically target those buyers.
  • Use your loan portfolio data to determine changes in borrower behavior and mitigate adverse behaviors and characteristics to improve overall portfolio performance.
  • Identify opportunities and partnerships for data collection that may already be part of your daily business process.
1:15 p.m. – 1:45 p.m.
The National Automotive Finance (NAF) Association - the Path Forward

Speakers

Joel Kennedy, President, NAF; Chief Operating Officer, TruDecision

Veranda B

The National Automotive Finance (NAF) Association is the only trade association exclusively servicing the interests of non-prime automotive lenders. Established 23 years ago, the NAF continues to change and grow and keep pace with the market and lender needs. Join us as we read out highlights from our annual lender benchmarking report, and a recent “voice of the lender” survey. We will lay out our vision for the next two years, and provide a context for improvements we are making in the areas of government relations, and updates to our best-in-class compliance training, plus much more.

Takeaways:

  • History of the NAF, and our reason for being
  • Lender perspective, areas of interest
  • Changes / improvements that the NAF is taking that will guide the next 2 years
1:15 p.m. – 1:45 p.m.
Improving Performance through Analytics

Speakers

Terry Groves, Co-founder, Senior VP Sales, Consolidated Asset Recovery Systems

Siena

This workshop will be sharing insights into how the auto-finance industry is facing the challenges of regulatory compliance, leveraging emerging technologies and addressing increases in service-level requirements for suppliers through the use of business analytics and software solutions. The session will also discuss how companies can gain efficiencies when repossessing and liquidating vehicles without compromising portfolio performance or compliance. Terry Groves, Co-founder, Senior VP Sales, Consolidated Asset Recovery Systems, brings more than 25 years of experience in enterprise software solutions and supply-chain management, including spending the last 15 years leveraging his skills in providing managed services for repossession and remarketing to captives, banks, credit unions and subprime-finance companies.

Takeaways:

  • Discussing the top challenges of the auto-finance industry
  • Utilizing business analytics to improve repossession and remarketing performance
  • The evolution of technology
  • The future of the repossession and remarketing industry
1:15 p.m. – 1:45 p.m.
Best Practices For Repo Vendor Scorecarding

Speakers

Michael Levison, CEO, ALS Resolvion

Trails

The key to optimizing the return on repossession activities is to create a truly competitive environment between the lender’s repossession management vendors. Developing and consistently applying a comprehensive performance scorecard is critical to the process. There are many considerations in developing such a score card. This session will examine a wide range of different approaches used by leading lenders and will also outline a best-practices model based on the presenter’s deep experience.

Takeaways:

  • Provide an understanding of how establishing a competitive environment between your repossession vendors can improve results.
  • Share a wide range of examples of different approaches deployed by leading lenders.
  • Provide insights into a best-practices model based on actual experience with many leading lenders.
1:45 – 2:00 p.m.
Break
2:00 p.m. – 2:15 p.m.
Auto Finance Executive of the Year Award Ceremony

Black Book

Pavilion Ballroom
2:15 p.m. – 2:45 p.m.
Carvana Has Nothing On You! Online Retail & Profit

Speakers

Joel Bassam, Director of Marketing, Easterns Automotive Group

Amit Chandarana, SVP, Sales & Business Development, Roadster

Red Rock Ballroom C

Profitability is possible with online retailing, but you have to take an omnichannel approach. In this session, Amit Chandarana from Roadster and Joel Bassam from Easterns Automotive Group will breakdown the process changes you need to consider in order to compete with new-dealer model threats like Carvana, Vroom, Shift etc. Bassam will also share his story of radical changes across culture, process and people strategy that significantly cut costs and reduced transaction time.

Takeaways:

  • Identifying champions in your store who can affect change & ensure success
  • Building consumer trust in your omnichannel sales model
  • Launching fast and showing efficiency gains early
2:15 p.m. – 2:45 p.m.
The Invisible Shoppers on Your Website

Speakers

Jake Wittler, Senior B2B Marketing Manager, Cars.com

Red Rock Ballroom A

In this session, learn what kind of shoppers are visiting your website, what activities they are performing and where they are coming from. Through proprietary event tracking technology, we have uncovered a world of invisible shoppers who are not showing up in your CRM systems, but are 4x more likely to buy a vehicle from you. We will discuss how to identify these invisible shoppers, how lead closing ratios may differ drastically based on their behaviors and how you can better weight these ROI inputs for sales sourced to your website. Attendees will walk away with a clearer understanding of how the delicate digital car shopping eco-system works together and how to manipulate that eco-system in your favor.

Takeaways

Through in-depth research and data science, we have uncovered a world of invisible online car shoppers:

  • We intend to share data from this original research as well as a breakdown of different dealer website shopper profiles to better understand who’s on dealers’ websites, how they’re getting there and what actions they’re taking once they arrive.
  • We will also break out used-car shoppers specifically to show the differences between behaviors of used and new shoppers.
2:15 p.m. – 2:45 p.m.
The Digital Lane: More Opportunity in Less Time

Speakers

Doug Hadden, VP, Field Initiatives, ACV Auctions

Red Rock Ballroom B

The automotive industry looks much different than it once did. Margins are compressing. Resources are thinning, and wholesale demand is at a high, and yet there are still the same number of hours in the day. In this engaging workshop, Doug Hadden, VP, ACV Auctions, will outline how you can increase your bottom line and spend less of your valuable time sourcing wholesale by utilizing technology without compromising trust, transparency or efficiency. Doug will talk about how tech innovations can provide real-time capability, expand your reach, lower your expected reconditioning costs and give you the ability to provide quality vehicles for your customers.

Takeaways:

  • How you can leverage online wholesale channels effectively to save time so you can be available to make more deals on the lot
  • How to increase your market opportunities without increasing cost or exposure to mistakes or arbitrations
  • How to increase the reputation of your dealership by having quality used cars available
  • The best practices to increase your bottom line using wholesale efficiency tracking
2:15 p.m. – 2:45 p.m.
Compliance in 2020: Challenges and Solutions

Moderator

Stamatis Ferarolis, CEO, RISC

Panelists

Phil Hanks, Senior Vice President & Customer Service, MBSi Corp.

Jeff Rau, National Sales Director, IBEAM-Consolidated Recovery

James Waldron, President, Asset Resolutions

Trails

Compliance oversight continues to affect the way delinquent accounts are handled all the way through to repossession.  Many still have not placed an emphasis on solidifying their infrastructure to reduce their business unit risk. Have you done everything you can to reduce your risk? Join this panel of diverse perspectives from a lender, forwarder and a direct agent as they talk about their challenges and suggested solutions for today’s compliance requirements.

Takeaways: 

  • Lender, forwarder and direct agent compliance challenges
  • How these industry leaders are addressing their compliance challenges
  • Trends in compliance service solutions

 

2:15 p.m. – 2:45 p.m.
THE POPCORN REPORT FOR 2020!

Speakers

Dave Kennedy, President, American Recovery Association

Siena

In last year’s Popcorn Report, Dave Kennedy gave everyone a strategic look ahead into 2019 and what he expected would happen across the loss mitigation industry from a recovery perspective.  Well, a year later, we can tell that his popcorn popping skills are pretty good as nearly every single prediction came true.

In this year’s Popcorn Report, Dave and his team of prognosticators will first share an inside view of all the initiatives that have been building throughout 2019 and how the predictions from last year have affected our industry.  Then, with the bar set high, Dave will give his predictions for what will happen across our industry in 2020.

As President of ARA, Dave has been leading the charge to see the establishment of universally-accepted standards that serve the entire industry well, and to build positive synergy between lenders, forwarders and the repossession community.  Our individual and collective success will happen faster when all stakeholders work together to add value to each other and our clients.

Get ready to hear about how things will POP in the next 12 months and position your team to work successfully with the Collateral Recovery Industry led by ARA.

2:45 p.m. – 3:15 p.m.
Extended Networking Break
Expo Hall - Summerlin Ballroom
3:15 p.m. – 3:45 p.m.
Developing Compliant Product Refund Strategies

Speakers

Anne Holtzman, Senior Vice President, Claims & Recovery, Allied Solutions

Veranda A

In 2019, the CFPB listed auto loan ancillary product refunds as an area of focus. 46 states now have some form of written regulation requirements as it relates to refundable add on products to automobile loans. Lenders need to be sure their business is equipped with best practices to ensure this process is managed quickly and transparently. This session will discuss strategies for lenders to implement as they look ahead to 2020.

Takeaways:

  • Deconstruct what these regulatory changes mean to the lender
  • Review outsourcing and in-house options for product refund strategies
  • Discuss the process from when an incident happens to when a refund actually happens
  • Discuss the importance of building a system of record for both loan management and refund distribution
3:15 p.m. – 3:45 p.m.
Social Media Reputation, How do Vendors Impact You?

Speakers

Robin Borneman, VP Sales for Financial Svcs, IC Systems

Veranda B

Going viral can help or hurt business. In a world where reputation can change based on a simple social media post, it’s even more important to understand and vet your vendor processes. As an extension of your company and your brand, how can you make sure that your vendor meets your core values? In this session we will cover the five steps to ensure your vendor represents your branding: 1) Ask the right questions 2) Research their online presence 3) Calibrate 4) Branding Ambassador Program 5) Customer Insight Requirements. This session will have something for all attendees and could assist in structuring some thoughts and questions being asked during this conference. Social media is so important in today’s world. I will be introducing some new technologies being used to obtain customer feedback from your customers to score and calibrate your vendors.

Takeaways:

Attendees will be able to ask the right questions when selecting vendors to ensure they will represent their organization’s core values:

  • Know how to research your vendors online presence including red flags.
  • Calibrate you vendors to continue a shared vision.
  •  Introduce a Branding Ambassador Program.
  • Create customer insight requirements for your vendors to have clear direction.
3:15 p.m. – 3:45 p.m.
Your Dealership Website Sucks: How Dynamic Merchandising Will Change Everything

Speakers

Brice Englert, CEO, TradePending

Red Rock Ballroom A

Warning: This presentation isn’t about margin compression, digital retailing, artificial intelligence or other buzzwords. Learn how to deal with the 85% of customers that will never become a lead.

Takeaways:

  • Consumers’ path to purchase is not linear.
  • Market data is key to sharing and leveraging information with the consumer.
  • Dealers’ top priority should be investing in and reinforcing their brand.
3:15 p.m. – 3:45 p.m.
No Vending Machine Required: How CPO Can Revolutionize Your Dealership

Speakers

Jeffrey Schwartz, Founder and President, SureSale

Red Rock Ballroom B

As retail demand shifts to used cars, e-commerce and omnichannel models are slowly but steadily challenging the benefits of market-based incumbency for retailers as they see Carvana delivering next day in 100+ markets and CarMax lay plans to go omnichannel this year.  The heretofore advantages of location, location, location for local retailers are under assault as respected automotive analysts like McKinsey & Company predict that by the year 2030, as much as 50% of used car sales will be conducted online. This session will show how expanding certified marketing and CPO vehicle sales offer a way for dealers to retain in-market buyers and conquest out of market buyers.

Takeaways:

  • Why maximizing the used sales opportunity is critical in this changing environment
  • What product features and marketing elements drive the used vehicle buyer in today’s market
  • How to organize a go-to-market strategy which cuts through the clutter and differentiates your inventory to the used car shopper today
3:15 p.m. – 3:45 p.m.
If You Can't Describe It; You Can't Sell It

Speakers

Ned Nielsen, President, Monroney Labels.com

Red Rock Ballroom C

Easy ways to retain more used car gross and bring buyers to your dealership from your internet vehicle detail page.

  • How to build value in each used vehicle listed on the internet  and retain more vehicle gross profit
  • Why you should focus on your internet site and the vehicle detail page
  • What the best dealers are doing with their internet sites
3:45 p.m. – 4:00 p.m.
Break
4:00 p.m. – 4:30 p.m.
Women in Retail — the Full Auto Spectrum — From the Dealership to the Analyst’s Office

CDK Global

Moderator

Kathy Gilbert, Director of Customer Success, CDK Global

Panelists

Wadette Bradford, Dealer Network Diversity & Investments Manager, FCA

Erica Danford, AVP, Managed Services, Dealer.com

Robin Hill, who is client adviser at Hendrick Lexus Charlotte

Laura Hutchinson, Director of Business Development, CARFAX

Ashley Karr, VP, B2B Marketing, CarGurus (comfirmed)

Nikole Reed, Sr. Mgr, Infiniti Used CPO, Infiniti USA

Holly Vollant, Business Development Manager, Carlotz

Kerri Wise, VP, Industry Education and Relations, TrueCar

Red Rock Ballroom

From Truecar and CARFAX to Infiniti USA and Larry H. Miller Dealerships, the first-ever group of Women in Retail honorees cover the full spectrum of the auto-sales industry. During this panel discussion, attendees will be privy to insight from the journeys of these women auto-leaders in vehicle retail, as well as strategies to navigate the “auto biz of the future.”

4:30 p.m. – 4:45 p.m.
ALG Awards Ceremony

4:30 p.m. – 4:45 p.m.
Break
4:45 p.m. – 6:45 p.m.
Opening Night Reception: Monday Night Kickoff

Expo Hall - Summerlin Ballroom

You wait for it every year. At least we know we do! We’re talking about Monday night football, of course! Don’t worry — the folks at Used Car Week don’t want to miss out on this week’s action either. Come end the first day of UCW 2019 with a little football & networking and all that comes with it: beer, wings and friendly rivalry.

4:45 p.m. – 5:15 p.m.
Used Car Week General Session
Red Rock Ballroom
7:30 a.m. – 8:15 a.m.
Breakfast with Exhibitors
Expo Hall - Summerlin Ballroom
8:15 a.m. – 8:30 a.m.
Conference Welcome

Speakers

Bill Zadeits, President, Cherokee Media Group, and Chair, Used Car Week

Red Rock Ballroom
8:30 a.m. – 9:00 a.m.
Know the Score: Using Your Vehicles’ History to Maximize Your ROI

Speakers

Kirsten Von Busch, senior product manager at Experian Automotive

Veranda A

In the fast-paced environment of an auction, some vehicles sell quicker than they can accelerate – but purchasing a vehicle without knowing its history can expose both auctioneers and their customers to substantial risk. With tools like the AutoCheck Score®, prospective buyers can quickly asses a vehicle’s history and salability to streamline decision making and purchase at auction house speeds.

Join Kirsten Von Busch, senior product manager at Experian Automotive, as she explains how risk on the road can affect your business and how Experian AutoCheck is protecting businesses by analyzing millions of vehicles.

Takeways:

  • Learn how an AutoCheck Score® is calculated, where its data is sourced, how to read the score and why it’s vital for automotive professionals.
  • By understanding and reviewing a vehicle’s AutoCheck Score, businesses can quickly make decisions with greater confidence.
8:30 a.m. – 9:00 a.m.
Digital Retailing and the role of FinTech: Credit First vs Credit Last

Speakers

Tarry Shebesta, CEO, TruPayments

Veranda B

Digital retailing is one of the hottest technology topics in the auto industry right now. Where does fintech fit in to the online path-to-purchase? This session will deep dive into the two digital retailing paths, Credit first vs credit last. Topics include, How do they two paths compare, what are the advantages and disadvantages, the consumer experience factor, soft pull credit bureau solutions, compliance and how OEMs are affecting the process. Dealers, OEMs, lenders, credit bureaus, and technology providers are all jockeying for a winning position. Place your bets, and get ready for a spirited interactive discussion from session attendees.

Takeaways:

  • Attendees will gain an extensive understanding of the critical role customer credit plays and where in the digital retailing sales process it has the most impact.
  • Lenders will learn how Credit First vs. Credit Last equates to higher look-to-book ratios, lower credit application costs, improved portfolio performance, expanded dealer network and increased market share.
  • Attendees will learn and discuss why creating a personalized shopping experience is critical to conversion. We’ll debate privacy vs personalization vs transparency.

An open discussion among attendees based on their own personal experiences is encouraged.

8:30 a.m. – 9:00 a.m.
Best Practices in Repossessions – An Operations and Compliance Primer

Speakers

Mark Tuggle, Director, Navigant

Siena
You may not know what the regulators are looking for in your repossession and product cancellation operations. This session will help you answer that question. 
Takeaways: 
– What is the guidance – State and CFPB?
–  How do you operationalize the process in a few meaningful steps as possible?
– What about deficiency letters, military checks?
– The chain reaction of these processes gone bad – fines and consent orders on FCRA, SCRA and a troubling customer experience.
– Transparency and ‘dashboarding’ the process 
8:30 a.m. – 9:00 a.m.
The Future of Assignment & Compliance Management Platforms

Moderator

Cort DeHart, President, MBSi

Panelists

Coming Soon

Trails

When implementing new technology, whether it is a platform update, a new mobile app or an updated integration with clients or partners, many challenges can arise from a systems perspective. But what about the impact to data security and vendor compliance. Join Cort DeHart from MBSi as he leads a discussion with a team of industry veterans on how lenders and vendors can improve operational efficiency without sacrificing compliance.

Takeaways:

  • Understanding trade-offs between efficiency & compliance
  • Balancing operational challenges with compliance requirements
  • How to achieve both, efficiency & compliance with technology
9:00 a.m. – 9:15 a.m.
Break

Expo Hall - Summerlin Ballroom
9:15 a.m. – 9:45 a.m.
Dimont Workshop

Speakers

Jeff Anderson, SVP Auto Services, DIMONT

Veranda A

Traditionally, there has been concern in the auto finance community on expanding into the lower prime market and risk associated with portfolio losses. Lessening this risk through collateral insurance verification can help you expand your market while meeting your current lending guidelines. Minimizing risk without creating delays and backlogs on the funding of a contract can create a faster moving funding process that moves more deals, all while benefiting dealers, lenders and consumers.

Takeaways:

  • Discussion on the current methods, process’ and risk in today’s funding
  • The impact of identifying collateral insurance during the lending process
  • How to broaden your customer base without taking on additional collateral risk
9:15 a.m. – 9:45 a.m.
How to make your Used Car Department Efficient, High Performing and Profitable

Speakers

Robert Grill, Senior Partner Development Manager, CARFAX

Red Rock Ballroom A

You will walk away from this session with real world best practices to run a profitable Used Car Department. We will cover the complete process – from acquiring inventory, through the reconditioning process, to pricing and listing your inventory online – as well as, how to manage aging inventory and minimizing wholesale loss. No nonsense. No BS. No blowing up the budget! We will teach you how to do it through a simple process with proven formula guidelines that are easy to understand and follow.

Takeaways:

  • You will learn how and where to obtain your highest performing inventory.
  • You will understand the pitfalls of market pricing. And, how to price you vehicles for a quick turn time while maintaining your profit margins.
  • You will learn the best technique for managing your aging process to minimize wholesale losses.
9:15 a.m. – 9:45 a.m.
Overcoming Turnover and Partnering with Stakeholders to Drive CPO Success

Speakers

Benjamin Abrahams, director — training/accounts, GP Sandy

Tom Craig, Associate Director, GP Sandy

Red Rock Ballroom B

Whether you are part of an OEM or working in a dealership, you are spending money, time and effort trying to find the next best thing to drive your CPO business. A key lies in being able to maintain CPO processes and performance through turnover at the OEM and retail level. We have found the solutions are very simple and often obvious once your hear them and will change your perception just as it has changed ours. Stop existing on an island, partner with other stakeholders at your OEM or dealership to multiply your efforts and drive performance.

9:15 a.m. – 9:45 a.m.
Is DR Promising More Than It Can Deliver?

Speakers

Pete MacInnis, CEO and Founder, eLend Solutions

Veranda B

Traditionally, dealers have been slow to adopt new technologies that may impact profitability, and reluctant to evolve their sales and finance process. There continues to be significant friction in the negotiation and finance steps of the buying journey. Digital retailing solutions are making a difference but less-than-advanced digital finance tools are hindering its potential. This session explores changing when and how shoppers are introduced to qualified payment information and dealership financing options, online and in-store. The result is a faster-moving deal-flow that sells more cars at higher profits in less time, benefitting dealers, lenders and consumers.

Takeaways:

  • Understand the limitations of your current digital retailing solutions and the unintended consequences of establishing inaccurate and misleading payment expectations.
  • Learn how starting sales and finance at the same time can have significant positive impacts on profitability and customer satisfaction.
  • Discover that you don’t have to choose between offering high levels of transparency and profitability. Learn specific tactics that enable you to maximize both.
9:45 a.m. – 10:00 a.m.
Break

Expo Hall - Summerlin Ballroom
10:00 a.m. – 10:30 a.m.
Activate Margin-Boosting Inventory Strategies

Speakers

Jason Knight, Co-Founder and Vice Chairman, LotLinx

Red Rock Ballroom A

As an industry, we rely on price reductions, usually at schedule milestones, to drive sales. We will show you why this margin killing strategy doesn’t work. This workshop will identify proactive inventory sales strategies that will increase profitability, increase turn and manage risk —  on even the most stubborn units. Learn to relieve your dealership’s margin compression by avoiding price markdowns and instead, utilize market data to identify the most profitable price point for every unit. Reconsider the promotional efforts that are driving demand, and begin making more informed and strategic inventory decisions without sacrificing well-deserved profit.

The session will benefit any decision maker within an automotive dealership that has a role in and/or benefits from marketing promotion and vehicle sales.

Takeaways:

  • Identify the specific factors contributing to a vehicle’s slow movement.
  • Monitor market and dealership metrics to assess the health of your inventory.
  • Make the most profitable promotion choices for a vehicle without resorting to markdowns.
10:00 a.m. – 10:30 a.m.
Your Customers Expect a Different Experience, So Deliver It!

Speakers

Jeff Risner, Co-founder and CEO, The Appraisal Lane

Red Rock Ballroom B

Consumers appreciate Amazon because Amazon listens and delivers. The auto industry, however, ignores the experience today’s car buyers want. We offer a challenging and confusing trade-in process. We reskin old processes instead of implementing new processes that make customers happy. We generate leads instead of creating an exceptional customer experience. Yes, adaptation is challenging when you interact with consumers every five or six years, but it has never been more important. It’s time to evolve or get left behind. Automotive customers want a transparent, connected, and consistent process. There’s a new expectation in town. It’s time to deliver.

Takeaways:

  • How to implement three simple and actionable strategies to give consumers the experience they really want.  It’s easier than you think!
  • How to leverage technology the right way to create happy, loyal, engaged customers who are the biggest advocates for your dealership – technology that’s used as a robust communications channel instead of a basic lead driver.
  • How to avoid grinding through consumer interactions to pencil a deal and how to stop letting other businesses eat your lunch by delivering the experience your customers want.
10:00 a.m. – 10:30 a.m.
AI In Auto Loan Collections Is Here

Moderator

Mike Trainor, Vice President, S&A Communications

Panelists

Nathan Anderson, Sales Director, Interactions

Sean Bennett, VP of Business Technology, Servicing Solutions

Trails

With auto lending volume at an all-time high, many lenders and servicers are turning to AI tools to streamline and enhance collections and customer service efforts. From the use of intelligent virtual assistants to handle more simple customer interactions or sophisticated conversation analytics software to gain actionable business intelligence, to custom SaaS collection software to predict when and how much delinquent accounts will pay, lenders and servicers have more tools at their disposal than ever before.

This interactive session will take a look at key considerations before you implement AI tools in collections and servicing. Additionally, examples of AI’s impact on loan portfolio performance will be shared.

Takeaways:

  • Why should artificial intelligence be used in auto loan collections and servicing?
  • What questions should you ask before you implement AI tools in collections?
  • How to arrive the right mix of technology and traditional (human) customer service
  • Real life examples of the use of AI in collections
10:00 a.m. – 10:30 a.m.
Information Overload to Recovery Road: Driving Data into Measurable and Meaningful Analysis

Speakers

Justin Zane, President, Recovery Database Network/Clearplan

Siena

In a data dump, slump? You’re not alone. Data is hard to consume, especially when the lender network is processing roughly 500k updates daily from the agent community. Inefficiencies or lack of knowledge and know-how can cause the loss of activity, vehicles, and time of recovery.

In this session, lenders and repossession agents will learn how to convert the data they submit/receive into actionable information that will help their businesses run smoother, faster, and more efficiently. Software-as-a-Service is a valuable resource available to both the agent and lender network and when the two work together they can both benefit greatly from deep, incisive analytics.

Find out best practices to transform data, increase operational efficiency and compliance management, while at the same time providing full security and transparency.

Takeaways:

  • Provide industry solutions to address pain points lenders experience with repossessions and recoveries.
  • Show examples of how data can be used to improve recovery performance, decrease repossession cycle times, and benchmark performance.
  • Simplify
10:00 a.m. – 10:30 a.m.
The Importance of the First 30

Speakers

Jasen Rice, owner, LotPop Inc.

Red Rock Ballroom C

Top dealerships that are able to make gross and volume say 60-70% of their sales come from zero- to 30-day-old cars. So, if dealers can manage that, it has a huge trickle-down effect on other things that need to be managed to accomplish this. It affects stocking the right cars, getting through service fast enough, getting photo’d and online faster, not having aged inventory and pricing better from day one.

10:30 a.m. – 11:00 a.m.
Extended Break with Exhibitors

Expo Hall - Summerlin Ballroom
11:00 a.m. – 11:15 a.m.
Conference Welcome & Intellichoice Awards
Red Rock Ballroom
11:15 a.m. – 11:45 p.m.
Top 7 ‘I’ Ways for Used Car Managers to Strengthen and Succeed in Today’s Disrupted Marketplace

Speakers

Laurie Foster, Founding Partner, Foster Strategies Group

Red Rock Ballroom

Join us as we cut through the noise and create a path on our ‘I’ Way to ensure your UCM is the best in your market!

  1. Indestructible Learner — Knowing the best tools and tactics to strengthen your department your managers and your teams through better usage of tech and data to drive your business farther, faster.
  2. Inventory Ninja — Step into a world of new paths to the right inventory at the right price, and attract new customers.
  3. Internet Expertise — Call it Online Retailing, call it digital marketing plus so much social media… today’s UCMs need a Master’s in web-based commerce and customers to truly dominate their market. We’ll get you critical highlights to help.
  4. Influential Partner — UCMs benefit from targeted coaching to create and deliver important messages more effectively to the dealer and other department
  5. Inspiring Leadership — Team building has never been more important. Today’s workforce requires some old and many new approaches. We’ll work on attracting the talent by becoming more attractive!
  6. Impact to the Dealership — Raise the bar on people, processes and performance…and profitability, and raise your impact to the store.
  7. Increase Visibility for Promotion — Why let the NCM be the next GSM or GM? Be ready; get ready for the next leap in your career.

Your career matters! This unique workshop is designed exclusively to further your impact (or your UCM) and influence at your store…and beyond. We will take immediate action in this session to set the stage for your success as a UCM leader in your department, in your store, and the automotive community at large! It’s nearly 2020. Time to focus on your future success.

11:45 a.m. – 1:45 p.m.
Used Car Awards Luncheon

1:45 p.m. – 2:15 p.m.
DIY Inventory? A Checklist for Operational Excellence

Speakers

Aaron Meyer, Regional Manager,Dealer Specialties

Red Rock Ballroom

How to manage your inventory from cradle to grave in six steps. According to a recent study, the DIY world is expected to be worth north of $13.9 billion by 2021. This phenomenon is being embraced across the U.S. because it gives people the opportunity to be creative and proudly share their creations online, all while sparing little to no expense. The inventory world is no different, but how much money can dealers really avoid spending? Whether your store is already DIYing or considering it, This covers the six “S’s” to consider in your pursuit of operational excellence when it comes to Do-It-Yourself inventory.

Takeaways:

  • Learn what you need to do to become DIY ready.
  • Learn the cost of implementing a DIY inventory strategy.
  • Learn the six fundamentals of inventory management and how you can build a scalable inventory management strategy.
2:15 p.m. – 2:30 p.m.
Break

Expo Hall - Summerlin Ballroom
2:30 p.m. – 3:00 p.m.
How to Dominate Your Used Car Market: Master Inventory Management & Used-Car Marketing to Build Your Competitive Advantage & Drive More Profits

Speakers

Eric Miltsch, Co-Founder, Director of Marketing, Dealer Teamwork

Red Rock Ballroom

This highly informative and engaging session will help dealers improve their inventory management, pricing processes, and recon processes. Attendees will also learn the key tactics and strategies that improve used-car marketing while including the best ways to stop wasted ad spend. Dealers will get actionable take-aways and valuable resources to continuously improve their dealership results. Learn about the real-world activities that helped a dealership become the #1 independent used-car store in the U.S. for three years in a row!

Takeaways:

  • Inventory pricings & selection best practices
  • How to build transparency & trust with your marketing
  • How to prevent unforced errors
  • How to remove wasted ad spend
  • How to improve front-line ready processes
  • How to get more creative sourcing vehicles
  • Ways to improve vehicle aging policy processes
  • Building more disciplined acquisition processes
  • How to use marketing automation to your advantage
3:00 p.m. – 3:15 p.m.
Break with Exhibitors

Expo Hall - Summerlin Ballroom
3:15 p.m. – 3:45 p.m.
Transform Risk into Reliable Revenue

Moderator

Jeremiah Wheeler, Executive Vice President & GM | FinTech, DRN

Panelists

Rod Arends, Vice President, Service Center Operations, Southeast Toyota Finance

Dean Berendt, Vice President-Collections for Landmark Credit Union

Anne Holtzman, Senior Vice President, Claims & Recovery, Allied Solutions

Mike Goins, SVP, Head of Recovery, TD

Waste not, want not. Lenders get real about where to focus resources for measurable improvements in servicing, collections, recovery and risk mitigation cycles.

Just when you think you have the perfect mix of strategies and workflows to manage your portfolio, the game changes. Market conditions, management directives and the complexities of regulatory issues force a harder look at risk mitigation strategies and challenge lenders to examine the real impact of overall efficiencies in servicing, delinquency and risk mitigation cycles. This session focuses on practical, firsthand insight from other lending experts on how to implement new strategies and products, reduce FTE hours, and capture income you might currently be overlooking.

Takeaways:

  • Hear first-hand stories from lending experts on what works for their businesses
  • Evaluate the strategies and data that work to increase business efficiencies
  • Identify proven best practices on how lenders can be more efficient and data driven
  • Pinpoint areas of waste dollars to improve lifecycle and portfolio management
  • Discuss industry trends as we look ahead to 2020
3:45 p.m. – 4:00 p.m.
Break
4:00 p.m. – 4:15 p.m.
Vincentric Awards

Red Rock Ballroom
4:00 p.m. – 4:30 p.m.
SuperGross

Speakers

James Boening, AlphaTeam & Ourisman Automotive, Founder / Dealer Operator

Red Rock Ballroom

Hear from James Boening: servant leader, GM, Dealer Principal, Entrepreneur, Host, Author, Speaker and Founder. Retrain your thought process on how you define gross for pre-owned cars. Set a culture in place that is completely unorthodox pertaining to pay and get linear focus on CPO.

Takeaways:

  • Retrain your thought process.
  • Focus on CPO.
  • Get all Variable Managers to work together.
4:45 p.m. – 6:45 p.m.
Reception: Tacos and Tequila

Expo Hall - Summerlin Ballroom

Taco Tuesdays. We know — you’re at an industry conference, and you might not have access to your favorite taco joint, but Used Car Week is coming through in the clutch. Join us for tacos loaded enough to fulfill any connoisseur’s  ‘taco goals’. Not to mention, we are in the Southwest! To be served with nothing else but an array of Tequila options. See you there!

7:00 a.m. – 8:30 a.m.
3rd Annual Peer-to-Peer Excellence in Risk Management Roundtable Breakfast (Creditors Only)

Join DRN and Allied Solutions again this year for an exclusive face-to-face roundtable discussion session on the topics that matter most to the lending community. A unique opportunity at Used Car Week, this creditor-only session is moderated by lenders where you control the conversation and ask the questions. Don’t miss the chance for frank discussions with your peers.

While the overarching topic is risk management excellence, this session digs into the technology and strategies that drive excellence for creditors. Take a deep dive into the challenges you face daily like alternative data use, risk scoring, behavior modeling, operational challenges. front-line collections strategies, insurance monitoring, CPI/GAP coverage and more. We’ll get the conversation started, where it goes from there is up to you.

7:30 a.m. – 8:30 a.m.
Registration

Experian

Summerlin Foyer
8:30 a.m. – 8:45 a.m.
Conference Welcome

Red Rock Ballroom

A Wednesday conference welcome, followed by the presentation for the Innovator of the Year Award, sponsored by Consolidated Asset Recovery Systems (CARS).

8:45 a.m. – 9:15 a.m.
Women in Auto Finance — Leaders Discuss the ‘Auto Path’, Challenges and Future Opportunities

Moderator

Cortney Osborne, EVP, Operations, American Recovery Service

Panelists

Kim Gershon, SVP, Head of Auto - Personal Finance, Bank of the West

Tina Love, Vice President of Claims and Recovery, Allied Solutions

Carol Moore, Vice President and General Counsel, Hyundai Capital America

Michele Rodgers, Chief Information Officer, Exeter Finance

Scarlett Smith, Vice President of Sales, FIS

Shawn Yujuico, Director of Marketing, DRN

Celia Winslow | Vice President, Legal & Regulatory Affairs at American Financial Services Association

Red Rock Ballroom

The second-ever group of Women in Auto Finance honorees, featuring leaders from well-known lenders and finance businesses like DRN, Allied Solutions, Exeter Finance, Bank of the West, will touch on their past, present and future goals for their auto careers. Find out how these individuals ‘made it’ in auto finance, and gain insight on where the industry is headed in terms of diversity, inclusivity, opportunity and more.

Takeaways:

  • How to break barriers in auto finance
  • Tips and strategies for upward mobility in your auto-finance career
  • Auto-finance industry challenges & opportunities for the next decade
9:15 a.m. – 9:30 a.m.
Break
9:30 a.m. – 10:00 a.m.
Analyzing and Forecasting Auto Credit Markets

Speakers

Michael Brisson, Lead Auto Economist, Moody's Analytics

Veranda A

Auto delinquencies and defaults in the subprime lending market rose unexpectedly in 2016, leading to a slowdown in lending. It is possible that some lenders lost market share because they pulled back to quickly and too far due to poor analytics. We will demonstrate the important metrics to follow when analyzing the auto consumer credit market and give forecasts for future borrowing and repayment under different possible macroeconomic scenarios.

9:30 a.m. – 10:00 a.m.
Demystifying AI & ML and the Impact On Your Collections Today

Speakers

Abhishek Goel, Founder and CEO, Dasceq Inc.

Veranda B

Auto lending volume is at an all-time high, and many lenders and servicers are turning to AI tools to streamline and enhance collections. AI provides efficiencies without sacrificing personalization. This leads to improved customer satisfaction and, ultimately, increased revenue. It’s clear that AI is becoming necessity in auto finance loan servicing due to the industry’s explosive growth and heightened focus on customer satisfaction. Therefore, the right mix of technology and traditional customer service is the recipe for meeting continued demand… and keeping the industry in high gear. Please bring your questions to this interactive discussion about the practical uses of AI/ML for the industry.

Takeaways:

  • How to implement AI/ML for collections
  • Key Challenges and Associated Risks to implementation
  • What is the right nix of technology and traditional (human) interactions?
  • Clarify any doubts
9:30 a.m. – 9:45 a.m.
Success through Triage & Segmentation

Moderator

Jeff Blackwell, Vice President of Operations, Select Management Resources LLC

Panelists

Michael Bor, Founder/CEO, CarLotz

Cort DeHart, President, MBSi

Joseph Hearn, President and CEO, Advanced Remarketing Services

Trails

Continuing a conversation from a well attended session last year. This conversation will be focused on mining data pools for actionable intelligence. As a panel presentation, representatives of innovative transportation, repossession and analytics organizations will present data and examples of segmented success. Examples will include the lowest value vehicles (negative equity units) that our company handles, to the higher value units represented at wholesale auction. This discussion will take a look at asset pools by segment rather than a whole, to identify transportation, valuation and remarketing opportunities.

Takeaways:

  • Repossession information is generally siloed and not shared with remarketers. Transportation decisions are sometimes made before asset evaluation and channel selection. Repo data, photos and condition reports at the time of repossession allow for critical decisions to be made regarding the disposition of the vehicle. We have millions of data points on these transactions and have tracked this conversation in our Wreckonomics series.
  • Artificial Intelligence isn’t an automatic fix; we need to be asking the right questions of our data, and we need to be grabbing and examining all the pools of data in real time. Any organization reluctant to share their data and discoveries are going to be stuck behind the collective intelligence of the crowd.
  • Real-world examples of innovative programs represented by experienced entrepreneurs and technologists.
10:00 a.m. – 10:15 a.m.
Break
10:15 a.m. – 10:45 a.m.
Revenue is the new Odometer

Speakers

Brian Allan, Senior Vice President, HyreCar Inc.

Red Rock Ballroom A

This presentation will share why vehicle dealers are in the best position to profit from the ‘on-demand’ transportation industry. Dealers already have the infrastructure and resources to serve this industry best while earning revenue from vehicle rentals, sales and service opportunities. The rideshare and goods delivery transportation industry is still in its infancy and the vast majority of dealers are not participating. The presentation will share the What, Why and How a dealer can earn incremental revenue for every profit center with no capital investment.

Takeaways:

  • How dealers can participate in the ‘on-demand’ vehicle industry with no capital investment
  • Educate dealers on the opportunities to increase revenue, manage retired loaner, and lower aged-inventory expenses.
  • Dealers will understand how they can leverage existing resources to insulate them from economic headwinds with incremental and recurring revenue with on-demand vehicle opportunities.
10:15 a.m. – 10:45 a.m.
Rocket UC & Fixed-Ops Sales with RideShare Drivers

Speakers

John Possumato,CEO, Driveitaway

Red Rock Ballroom B

Coming into a new-vehicle sales downturn, historically dealers focusing on the growth of used-car sales and fixed operations revenues survived and prospered. Today however, by actively pursuing the temporary and then-permanent sales and service needs of the gig economy and ride-share drivers, dealers today are already experiencing explosive sales and service-dollar growth ahead of the pack — and ahead of the downturn. This workshop will show you how to latch onto this rocket-for-revenues by giving you real-life examples of those dealers who are grabbing this market share today.

  • Outline the latest projected explosive growth forecast in revenue, market capitalization and new-vehicle sales and service requirements that ride sharing and Mobility-as-a-Service (MaaS) providers are expected to achieve over the next five years.
  • Identify and give examples of how dealerships, today, are recession proofing their businesses by leveraging and latching onto these gig economy ride-share drivers, multiplying used-vehicle sales and fixed operations dollars.
  • Provide an easy, step-by-step business case and plan of action for creating and being identified as an industry leading full-service provider for all shared mobility needs.
  • See how catering to the low hanging fruit of supplying temporary vehicles to ride-share drivers with a path-to-ownership not only grows used-vehicle and sales and service, but provides the knowledge base and tools for a dealer to profitably create their own used-vehicle subscription business customized to their own geographic area and clientele.
10:15 a.m. – 10:45 a.m.
In With The Old: Why CPO is the Future

Speakers

Ivan Drury, senior manager of insights, Edmunds.com

Matt Jones, Senior Manager of Insights, Edmunds.com

Red Rock Ballroom C

The used market looks dramatically different today than it did a few years ago, and between record lease returns, to the widening gap in new- and used-vehicle prices, today’s environment has never been more favorable for CPO vehicle sales. But consumers are facing a steep learning curve, so there’s a significant opportunity for dealers to better understand this shifting landscape and address customer pain points. Leveraging real transaction data and insights, this session takes a deeper dive into the figures and trends that will help inform a win-win scenario for you and your shoppers in today’s used-car market.

Takeaways:

  • A record 4.3 million lessees are returning to the market this year, thanks to record leasing in 2016. These lease returns are helping shift the change in the used car landscape.
  • The gap between new- and used-vehicle costs is increasingly widening, and this is creating a fantastic opportunity for used-car shoppers, used-car sellers, and certified pre-owned vehicles (CPO). As great as these opportunities are, used-vehicle costs are still at an all-time high, with the average transaction price of a used car surpassing $20,000 in 2019.
  • CPO represent sa growing percentage of franchise used sales, but the opportunity to offer CPO vehicles to buyers priced out of the new-vehicle market will be important to dealers as well as automakers. While consumer interest in CPO programs is mounting, consumers face a learning curve on the benefits and drawbacks of certified vehicles.

This session will address the different elements of the shifting used -ar landscape, and highlight new shoppers who are entering the used-car market. For example, people who’ve traditionally leased or bought new. Our experts will be able to share price comparison examples, direct feedback from shoppers on what they’re specifically looking for in the used market that dealers might not be aware of, and other useful data including how quickly leads are closing on used cars. Attendees will walk away from this session with a roadmap to success on how to engage and retain returning lessees and educate fellow staff and new customers on the value of CPO programs.

10:15 a.m. – 10:45 a.m.
Fair Servicing for Auto Lenders

Speakers

Kelly Blankenship, Regulatory Compliance Consultant, Ignite Consulting Partners

Trails

Dive into the newly coined fair servicing term within the auto lending industry. Through the identification of “fairness” regulations like ECOA, FDCPA, UDAP & UDAAP, FCRA. We will discuss the risks for fair treatment during post origination activities. Provide examples of complaints and social media complaints and best practices. Wrapping up we will take a look at the CFPB’s Fair Lending Report and the high level of regulatory scrutiny from federal regulators and states.

Takeaways:

  • Manage the fair servicing risk
  • Best practices for servicing fairly
  • Learn regulator and state attorneys general interpretations of fair servicing and best practices that can help avoid risk
10:15 a.m. – 10:45 a.m.
Repossession Insurance Industry Standards

Speakers

Renee Low, Training and Education Coordinator, Harding Brooks Insurance Agency

Mike Peplinski, Vice President, Harding Brooks Insurance Agency

Siena

Read a Certificate of Insurance in a new light. Learn to sort fact from fiction when it comes to the information provided on a Certificate of Insurance and why it is important for you to know the difference.

Takeaways:

  • Best Practices for certificates of insurance
  • Identify the red flags on a certificate of Insurance
  • Obtain a better understanding of the coverages shown on a Certificate of Insurance
10:15 a.m. – 10:45 a.m.
Auto Fin Con Panel

Moderator

Coming Soon

Panelists

Coming Soon

To be announced.

10:45 a.m. – 11:00 a.m.
Break
11:00 a.m. – 11:30 a.m.
How a Harvard Professor Can Help you Sell More Cars

Speakers

Mike Cavanaugh, Executive VP, MAXDigital

Clay Christensen’s Jobs to Be Done work is particularly valuable in automotive today in understanding the “jobs” your customers are hiring you for in today’s transparent market. We’ll share the core customer jobs in the car buying process that we found conducting thousands of interviews and live purchase experiments with car shoppers using this framework for innovation. We’ll also share the five specific changes you should be making to ensure your dealership is doing those jobs better than your competitors. Hint: Carvana is doing four of these.

Takeaways: 

  • Gain an understanding of the “Jobs to Be Done” framework
  • Learn the core jobs your customer is completing
  • Understand how you can adjust your approach to be hired more often, sell more cars today, and build a better relationship for tomorrow
11:00 a.m. – 11:30 a.m.
Cut Losses & Increase Confidence

Speakers

Derek Hansen, Vice President, Offsite Solutions, Manheim

Brett Woods, Vice President of Assurance for Cox Automotive Inventory Solutions

Red Rock Ballroom A

More dealers than ever are using digital tools to buy wholesale inventory, as these channels are packed with time- and money-saving efficiencies. However, some dealers are still timid about buying used vehicles without kicking the tires. The good news for these dealers is that today’s digital channels offers numerous tools and protections, from advanced imaging and disclosures to a range of purchase protection options that can help them buy vehicles more confidently. In this workshop, dealers will learn about the latest enhancements in digital wholesale channels and gain an in-depth understanding of the differences between the myriad of post-sale protection solutions.

Takeaways:

  • Identify digital advancements in the wholesale landscape that can help dealers increase their margins by making smarter buying decisions
  • Educate dealers on ways they can add a layer of protection to purchasing vehicles sight unseen
  • Empower dealers to transact with greater speed and efficiency through more
  • informed acquisition strategies
11:00 a.m. – 11:30 a.m.
Delivering a Seamless Retail Experience

Speakers

Kerri Wise, VP, Industry Education and Relations, TrueCar

Red Rock Ballroom C

To connect with today’s digital consumer, dealers must merge the online and offline experiences. This session will share consumer insights on the preferences of today’s digital consumer and identify some specific opportunities for dealers to create a seamless retail process.

Takeaways:

  • The common myths about dealer marketing messages and how to create marketing messages that address consumer pain points and key information gaps
  • How a focus on online consumer experience can build trust, improve efficiency, and grow your bottom line
  • How dealers can win more trades with the “why”
11:00 a.m. – 11:30 a.m.
Is Artificial Intelligence More Impactful for Pricing or Collections? Yes!

Speakers

Matt Stanley, VP, Decision Science, FICO

Veranda B

Many auto lenders, often helped by FICO, are deploying increasingly advanced AI engines to discover more effective pricing and collections strategies.This session will give an overview of the most promising emerging techniques as well as the benefits that can be expected by embracing AI.

Takeaways:

  • Where and how AI can be applied to improve auto lending results
  • What to expect in terms of size of the prize when AI is implemented correctly
  • How to avoid many of the common (and some of the uncommon) pitfalls when deploying emerging AI capabilities
11:00 a.m. – 11:30 a.m.
It’s Time For Authentic Language In Sales & Marketing

Speakers

Mike Trainor, Vice President, S&A Communications

Veranda A

It’s no secret that buzzwords and empty “corporate speak” have been unfortunate staples of the sales and marketing landscape for as long as we can remember.  The automotive, fintech and auto finance industries have certainly not been immune to this phenomenon, and a recent explosion of new technologies and services may be making it worse.

With countless research studies proving that individuals overwhelmingly prefer authentic, genuine and easy-to-understand language, along with numerous articles from many of the world’s most respected media outlets virtually pleading with people to avoid corporate speak at all costs, why do so many brands continue down this path?

This session will discuss how to transition your brand’s messaging from overly promotional, jargony and often unintelligible, to relevant, authentic and meaningful…all with an eye towards improving your brand’s perception and supporting your sales function.

Takeaways

  • Why is authenticity so important today?
  • Case studies of brands doing it right
  • How to get marketing and sales people to speak the same language
  • How to effectively use storytelling in sales and marketing
11:30 a.m. — 12:00 p.m.
Used Car Week Networking Break
1:45 p.m. – 2:00 p.m.
End of Used Car Week First Block
2:00 p.m. – 2:30 p.m.
Protecting Your Mobility IP

Speakers

Jason McCarter, Partner, Eversheds Sutherland

Jeremy Spier, Counsel, Eversheds Sutherland

Trails

The vehicles we drive today are among the most sophisticated technologies we operate. As new technologies and processes emerge for autonomous operation, ride-sharing, fleet management, and remarketing options, protecting your mobility intellectual property (IP) is paramount to success in the industry. This session will feature a dynamic discussion on how to identify and protect IP and trade secrets, determining what can be patented, trademarked, or copyrighted, and how to respond if your IP is coopted without consent.

Takeways:

  • The categories of protectable intellectual property
  • An understanding of common ways IP is targeted and stolen
  • Measures to mitigate that risk of IP theft and devaluation
2:00 p.m. – 2:30 p.m.
A Tale of Three Industries. Retail, Restaurants, Remarketing

Speakers

Dan Diedrich, CEO, AuctionEdge

Veranda B

Change is a constant, but big-tech and disruption can spawn new business models and create opportunity for established players. In this session, AuctionEdge execs will look at how different businesses — large, small, and across industries — are thriving in a data-driven world by leveraging brick and mortar, investing in people, and yes, technology. This session will wrap up by drawing parallels between these disparate businesses and applying similar thinking in the vehicle remarketing space.

Takeaways:

  • Don’t count out established businesses, but don’t underestimate the entrepreneur who sees a void in the market.
  • Attendees should walk away thinking about how they can study other businesses and apply successful strategies to remain relevant and thrive in a competitive market.
2:00 p.m. – 2:30 p.m.
Mobility Fleet Services Powering Sharing Economy

Speakers

Alex Fraser, AVP, Cox Automotive Mobility,

Veranda A

When we consider the number of miles traveled today, those are dominated by personally-owned vehicles versus vehicles owned by fleet companies transporting both people and goods. However, as more shared mobility options like ride-hailing, car-sharing and car subscriptions gain traction, the proportion of miles traveled will shift dramatically, resulting in significant increases in miles per vehicle. Alex Fraser, AVP of Pivet for Cox Automotive Mobility, will explore the shift from ownership to access and how service is being delivered in new ways — at the car, near the car and away from the car —  to accommodate the deployment of high-utilization commercial fleets.

Takeaways:

  • Review the current and future mobility fleet services solutions designed to keep up with the growing on-demand economy of shared vehicles being utilized for ride-hailing, car-sharing, car subscriptions and more.
  • Discuss new business models and strategies for growth, blending the latest technologies with highly efficient reconditioning services.
2:00 p.m. – 2:30 p.m.
Economist Roundtable: What Lowering Interest Rates & the Threat of Recession Means for Auto Values

Moderator

Joel Kennedy, President, NAF; Chief Operating Officer, TruDecision

Panelists

Michael Brisson, Lead Auto Economist, Moody's Analytics

Ivan Drury, senior manager of insights, Edmunds.com

Tom Kontos, Chief Economist, KAR Auction Services

Zo Rahim, Manager, Economics & Industry Insights, Cox Automotive

Red Rock Ballroom C

Summer 2018 was defined by tariff fears and rising interest rates. In a dramatic turn of events, the Fed lowered the  interest rate this past summer, in light of recession concerns. And the industry is still expecting a flow of off-lease vehicles in the lanes that will bring prices down. Find out what all this means for your sector of the auto biz with value experts from J.D. Power, Black Book, Moody’s Analytics, KAR Auction Services, and Kelley Blue Book.

Takeaways:

  • What lowering interest rates and fluctuating leading trends mean for car sales and auto values
  • An update on used supply and residual impacts to come in 2020
  • Is the auto industry prepared for an economic downturn?
2:00 p.m. – 2:30 p.m.
The Digitization of the Wholesale Auto Remarketing Process

Moderator

Joe Overby, Senior Editor, Cherokee Media Group

Panelists

Michael Bor, Founder/CEO, CarLotz

Justin Davis, Founder, CEO, BacklotCars

Osman Heggi, CEO, Winfooz

Jason McClenahan, President, EBlock

Scott Wood, Director, Wholesale Operations, Carvana

Red Rock Ballroom A

Explore the next horizon of the wholesale auto remarketing process. Where will you be selling and buying your vehicles next? Explore the potential of the next decade of wholesale technology with execs from leading companies at the edge of wholesale potential.

2:30 p.m. – 2:45 p.m.
Break
2:45 – 3:15 p.m.
Tapping into Data to Drive Efficiency in the Wholesale Marketplace

Speakers

Joe Oliveri, Vice President, Data as a Service, KAR Global

Veranda B

The automotive wholesale marketplace is broad and continues to expand into a national and global marketplace. While this expansion increases access to inventory, it can complicate finding the right inventory, frustrating buyers and slowing the sales process for sellers. In this session, Joe Oliveri, Vice President of Data as a Service at KAR, will examine how the industry is evolving, with auto remarketers tapping into complex data analytics to help match the right sellers to the right buyer for every vehicle. Joe will also forecast what’s to come in the next generation of remarketing applications fueled by big data, including harnessing computer vision for vehicle damage detection and predictive analytics for inventory management and automated fulfillment.

Takeaways:

  • Understand how data, predictive analytics, and machine learning are being leveraged in the industry today, as well as a glimpse into potential applications for the future.
  • Generate dialogue on potential implications of the next generation of data applications.
2:45 p.m. – 3:15 p.m.
Economist Roundtable: What Lowering Interest Rates & the Threat of Recession Means for Auto Values

Moderator

Joel Kennedy, President, NAF; Chief Operating Officer, TruDecision

Panelists

Michael Brisson, Lead Auto Economist, Moody's Analytics

Ivan Drury, senior manager of insights, Edmunds.com

Tom Kontos, Chief Economist, KAR Auction Services

Zo Rahim, Manager, Economics & Industry Insights, Cox Automotive

Red Rock Ballroom C

Summer 2018 was defined by tariff fears and rising interest rates. In a dramatic turn of events, the Fed lowered the  interest rate this past summer, in light of recession concerns. And the industry is still expecting a flow of off-lease vehicles in the lanes that will bring prices down. Find out what all this means for your sector of the auto biz with value experts from J.D. Power, Black Book, Moody’s Analytics,  KAR Auction Services, and Kelley Blue Book.

Takeaways:

  • What lowering interest rates and fluctuating leading trends mean for car sales and auto values
  • An update on used supply and residual impacts to come in 2020
  • Is the auto industry prepared for an economic downturn?
2:45 p.m. – 3:15 p.m.
Auctions in 2020 - Topics of Today

Moderator

Patrick Dudash, SVP Sales, XLerate Group Auctions

Panelists

Shawn Glatz, General Manager, Morton Auto Auction

Kelly McAllister Executive Director of Digital Strategy, Xlerate Group

Joe Ruch, Vice President of Operational Excellence, Xlerate Group

Cory Wisdom, Fleet/Lease Manager, Texas Lone Star Auto Auction

Red Rock Ballroom A

Discuss the changes in the auction business over the past 10 years. What is important to consider now and into the foreseeable future?

Takeaways:

  • The influence technology is having.
  • The need for more focus on compliance.
  • How safety has become an important issue.
  • The values that auctions can focus on to keep themselves healthy
2:45 p.m. – 3:15 p.m.
Getting the Best Results – Bridging the Gap from Portfolio Risk to Remarketing Risk Management

Speakers

Alain Nana-Sinkam, Vice President Strategic Initiatives, ALG

Veranda A

The consensus is that our industry will likely face some economic headwinds in the near future. What does this mean for the inventory you’re responsible for remarketing, and what are some best practices for more seamlessly getting out in front of the coming changes.

ALG VP of Strategic Initiatives Alain Nana-Sinkam will share insights about the ALG outlook for used car market in the near future. He’ll take the group through multiple scenarios that could unfold, and how different sectors of the market will be affected. Lastly, we will uncover some of the best practices that will drive optimal results and improve efficiency.

2:45 p.m. – 3:15 p.m.
Sales Scorecards: Unlock Remarketing Hero Status

Speakers

Cynthia Meyer, VP, Business Development, Auction Management Solutions

Joe Miller, Vice President of Client Experience​, AutoIMS

Trails

AutoIMS will host an interactive discussion and provide an update about the hot topic of scorecards and analytics for consignors and auctions. We’ll get hands on with industry-level data and brainstorm about improvements to existing tools and data needs now and in the future.

Takeaways:

  • A recap of IARA and AutoIMS efforts so far to standardize a baseline scorecard for remarketing performance measurement.
  • An understanding (and working demonstration) of existing tools available, and the business issues solved with those tools.
  • The opportunity to influence the next generation of development and innovation in this area
3:15 p.m. – 3:45 p.m.
Extended break with Exhibitors

Expo Hall - Summerlin Ballroom
3:45 p.m. – 4:00 p.m.
Conference Welcome

Red Rock Ballroom
4:00 p.m. – 4:15 p.m.
Used Car Week Snapshot

Speakers

Steve Kapusta, VP, specialized asset management, SmartAuction

Red Rock Ballroom

A brief 15 minutes, TED-style presentation designed to provide meaningful takeaways and key strategies for UCW 2019 attendees.

4:45 p.m. – 5:00 p.m.
National Remarketing Executive of the Year Award Ceremony

Red Rock Ballroom
  • National Remarketing Executive of the Year Award Ceremony, Sponsored by Auction Management Solutions
  • Pre-Reception Remarks: Zach Hallowell, VP, Manheim Digital
5:00 p.m. – 7:00 p.m.
Reception: Vino and Vests: InVESTing in a safer future

Expo Hall - Summerlin Ballroom

Join Used Car Week and Manheim for an event featuring give-aways and a variety of vino options! While enjoying the evening, also learn about the latest in safety in the auction lanes, digital wholesale channels and more.

7:00 p.m. – 10:00 p.m.
ACV PitStop

T-Bones Chophouse Patio

Stop by the ACV Auctions PitStop and get to know the fastest growing auction in the nation for some food, drinks and fun on the patio at the T-Bones Chophouse!

7:30 a.m. – 8:30 a.m.
Best Auto Auctions to Work for Breakfast & Registration

CARS Recon Inc.

Expo Hall - Summerlin Ballroom
7:30 a.m. – 8:30 a.m.
Auto Intel Council Meeting — Members Only
Willows
8:45 a.m. – 9:00 a.m.
Conference Welcome

Speakers

Steve Kapusta, VP, specialized asset management, SmartAuction

Ron Hope, President/CEO, CARS Recon Inc.

Laura Taylor, Incoming NAAA President/General Manager, Charleston Auto Auction

Red Rock Ballroom
9:00 a.m. – 9:30 a.m.
The Future Is Today: What’s Next for Automotive Remarketing

Speakers

Peter Kelly, President, KAR Auction Services

Since the development of the first automobile, people have had big ideas that spawned from the elaborate to the unattainable—with a generous dose of inspiration from science fiction. And as revolutionary as that first automobile more than a century ago—today’s options just might have tested the limits of our imaginations.

So, is the future now? The digital revolution is transforming the way people go about their daily lives—including how they buy, sell and use transportation. This keynote will explore how tech and data trends are converging with our industry, and what it all means for both physical and online auctions.

Session Objectives:

  • Understand the real impact of converging technological, digital and data trends on the remarketing industry, and what it will take to be successful in the future
  • Understand how new and emerging technologies may impact dealers’ and OEMs’ businesses
9:30 a.m. – 9:45 a.m.
Break
Expo Hall - Summerlin Ballroom
9:45 a.m. – 10:15 a.m.
Buyers & Sellers’ Perspective: Remarketing for Today’s Customer

Moderator

Dan Kennedy, Senior Vice President of Business Development, Jack Cooper Logistics

Panelists

Jason Alba, Remarketing Director, Ally

Tom Cornellier, Manager, Auction Operations & eBusiness, Vehicle Remarketing, North American Fleet, Lease & Remarketing Operations, Ford Motor Company

Tyler Corder, CEO/CFO, Findlay Auto

Jim Jackson, supervisor of vehicle remarketing, North America, ARI Fleet

John Manchin | National Fleet Remarketing Manager | Subaru of America

Both dealers and consignors discuss the possibilities of alternative avenues for remarketing vehicles, such as upstream, white-label and online auctions. Discuss with some of the best in the biz new strategies for remarketing at physical auctions, as well, like the virtual/digital-only lanes popping up across the industry. Explore specialized or niche sales, which can help you meet your specific inventory goals.

Takeaways:

  • The potential of alternate avenues for remarketing vehicles
  • Explore niche sales & opportunities at both today’s physical and virtual auctions
10:15 a.m. – 10:45 a.m.
Extended Break with Exhibitors
Expo Hall - Summerlin Ballroom
11:15 a.m. – 11:30 a.m.
Break
Expo Hall - Summerlin Ballroom
11:30 a.m. — 12:00 p.m.
Innovation & Independent: A Fireside Chat

Speakers

John Brasher, Executive Director, ServNet

Bob McConkey, President and CEO, McConkey Auction Group

An engaging fireside chat featuring two of the most respected names in the auto-auction industry.  A conversation focused on the changing auto remarketing landscape — and how and where independent auto auctions are innovating with creative business strategies to meet the challenges of a new day.

12:00 p.m. – 1:15 p.m.
Auto Remarketing's 40 Under 40 Luncheon

Insurance Auto Auctions

Speakers

John Kett, President & CEO, Insurance Auto Auctions (IAA)

1:30 p.m. – 2:00 p.m.
The 10th Anniversary of Women in Remarketing — Celebrating Leaders That Drive the Industry Forward

Moderator

Kathy Ruble, Executive Director for Auto Marketing and Dealer Communications, Ally

Panelists

Beth Barber Fedorchak, Partner, State Line Auto Auction

Devra Callaghan, , VP of Marketing, KAR Auction Services

Cristina Carlini, Product Owner, Remarketing, Ally

Melanie Glaze, International Fleet Remarketing Manager, UHaul

Sheila Hartwell, Director of Training and Development, ACV Auctions

Michelle Hoffman, VP, Head of Marketing, Copart Auto Auctions

Kathy Hopkins, VP of Dealer Sales, TradeRev USA

Nikki Liebler, Director of Marketing, CARS Recon Inc.

Lisa Mackie, , VP of Sales, NextGear Capital/Cox Automotive

Jackie Malik, Remarketing Supervisor, Credit Acceptance Corp.

Meggan O'Malley, Senior Director of innovation, Insurance Auto Auctions

Georgianne Poteet, Manager, Special Projects, Louisiana's First Choice Auto Auction

Vanessa Reo, Marketing Services Director, ADESA

Lois Rossi, Senior Director of Public Relations, Manheim

Alison Spangler, Senior Director of Offsite Solutions, Manheim

Mitzi VanVoorhis, VP, Marketing, McConkey Auction Group

Red Rock Ballroom

This year’s Women in Remarketing panel discussion celebrates a decade of recognizing excellence across the remarketing industry. This year marks the 10th anniversary of Women in Remarketing, a program that has evolved into a celebrated franchise of Auto Remarketing and a key pillar of the National Remarketing Conference. Are you a future remarketing leader? Come network — and get inspired — with the 2019 Women in Remarketing class.

2:15 p.m. – 2:45 p.m.
Extended break with Exhibitors
Expo Hall - Summerlin Ballroom
2:45 p.m. – 3:15 p.m.
Buyers & Sellers’ Perspective: The Evolving Remarketing Landscape

Moderator

Steve Jordan, CEO, National Independent Automobile Dealers Association (NIADA)

Panelists

Douglas Campbell, VP, Remarketing, Americas, Avis Budget

Henry Mullinax, President & General Manager, Mullinax Auto Sales, Inc; President, NIADA

Melanie Glaze, International Fleet Remarketing Manager, UHaul

Mark Nagel, Head of Remarketing, Chrysler Group

Scott Wood, Director, Wholesale Operations, Carvana

The automotive industry has begun launching subscription services. And ride-sharing services continue to change the remarketing and fleet world for both buyers and sellers. Hear experts from across the consignor and auto-retail industries discuss the latest pivots in the remarketing world.

Takeaways:

  • Explore opportunities stemming from the subscription and ride-sharing industry for remarketing.
  • What are the latest trends to keep ahead of?
3:15 p.m. – 3:30 p.m.
Break
Expo Hall - Summerlin Ballroom
3:30 p.m. – 4:00 p.m.
Fireside Chat: Exceeding the Needs of a Global Buyer Base

Moderator

Jeff Blackwell, Vice President of Operations, Select Management Resources LLC

Panelists

Justin Mahlik, SVP, Innovation and Business Development, IAA

John Mathiowetz, VP, Commercial Sales, IAA

Meggan O'Malley, Senior Director of innovation, Insurance Auto Auctions

Red Rock Ballroom

The best way to attract, retain and exceed the needs of buyers is to understand what they need to be successful. When your buyer base is healthy and your market competitive, vehicle sales and auctions simply perform better. IA has made it a priority to understand buyer preferences including what they want out of an auction experience and a vehicle purchase. This session – set in a “fireside chat” format – will delve into the importance of data and innovation, growth opportunities, and how to curate the auction experience to a buyer’s needs – no matter where they are across the globe.

Takeaways:

  • The importance of listening to and incorporating feedback from buyers
  • Why leading with data and innovation is crucial
  • Where the opportunities for growth lie
4:00 p.m. – 4:15 p.m.
Break
Expo Hall - Summerlin Ballroom
4:15 p.m. – 4:45 p.m.
Let’s Get Personal: What the Digital Revolution Actually Means for YOU

Speakers

Zach Hallowell, VP of Manheim Digital

Red Rock Ballroom

It’s no longer a question of “if”, or even “when” the wholesale industry will “go digital” it’s now a question of “how” and what it means to YOU.  With digital sales nearing 50%, the remarketing industry is using technology to bridge the in-lane and online experiences. From moving away from a “Sale Day” mentality to creating a seamless, 24/7 marketplace across physical and digital spaces, change is rampant in the auction landscape. As we drive toward this new future, some questions arise:

  • Will we be able to bring the confidence and trust of the physical auction to a digital experience?
  • What digital auction capabilities do we need to ensure vibrant bidding and price discovery?
  • How will artificial intelligence create a more personalized and efficient experience?
  • And ultimately, what does all of this mean to YOU?

The answers to these questions will be discussed, along with how these insights can help you improve your own digital remarketing strategy.

Takeaways:

  • Provide a view of the key challenges and opportunities in driving more engagement in digital remarketing
  • Discuss the critical elements required to succeed in this new digital landscape
  • Share how these elements can help you drive profitability
4:45 p.m. – 6:45 p.m.
Reception with Exhibitors: A Toast To Twenty
Expo Hall - Summerlin Ballroom

In celebration of the National Remarketing Conference’s 20th Anniversary, the team at Used Car Week has planned Toast to 20 celebration to end UCW 2019. This reception and celebration will serve to close out the 20th NRC, sponsored by SmartAuction.

What were YOU were doing 20 years ago, as Ron Smith, the founder of Auto Remarketing and its parent company, S&A Cherokee, and his lieutenant, Bill Zadeits (now president of Cherokee Media Group, presenter of Used Car Week), and team were holding the very first NRC conference at a resort on Camelback Mountain in Scottsdale, Ariz.?

8:00 a.m. – 9:00 a.m.
Networking Breakfast
Summerlin Foyer
  • Nov. 11
    Day 1
  • Nov. 12
    Day 2
  • Nov. 13
    Day 3
  • Nov. 14
    Day 4
  • Nov. 15
    Day 5

1st Block

Starts Monday, Nov. 11

These three topic-specific conferences will be held concurrently and will offer workshops, panel discussions and keynote presentations specific to each conference. Participants will also enjoy networking breaks, evening receptions (Monday & Tuesday), and are invited to attend the first annual Used Car Awards Luncheon on Tuesday.

2019-preowned2.png

Sessions in this conference will focus on analytics, data and big-picture vision, strategies and technologies that are impacting the used car market. (Beyond just certified pre-owned).

Sessions in this conference will focus on the full-spectrum of auto financing in the used-car market, from subprime to prime, and FinTech issues including Blockchain and Bitcoin.

Sessions in this conference will focus on solving pain point issues within this critical segment of the auto finance space that manages repossessions, recoveries and regulations.

2nd Block

Starts Wednesday, Nov. 13

The National Remarketing Conference — the used-car industry’s most educational conference — is celebrating its 20th anniversary this year.

The agenda curates educational sessions addressing the most pressing issues impacting the wholesale vehicle industry.

That includes topics pertinent to vehicle consignors, brick-and-mortar auto auctions, online auctions, technology/service providers and all stakeholders in the remarketing industry.

As conference chair Bill Zadeits put it, “It’s almost exponential in terms of how quickly (the remarketing industry is) changing. And so our job, I think in many ways, is to be sure that our audiences from the remarketing side, from the auto finance side, from the retail side, are getting great information from us, great content from us in whatever platform they need.

“Content that prepares them, that helps them learn more, that opens their eyes, that gives them insight into how they grow their companies, and how they prepare their companies to not just survive, but to excel, in this new environment.”

Participants will also enjoy networking breaks, evening receptions (Wednesday & Thursday), a special awards luncheon on Wednesday, and the 40 Under 40 Luncheon on Thursday.

Subscribe to our newsletter to receive announcements about the agenda and other must-know updates.