AUGUST 2011 $10.00 EDITOR: TOP TRAINERS WILL OFFER BEST EDUCATIONAL SLATE YET AT INDUSTRY SUMMIT 2011 A BOBIT PUBLICATION FI-MAGAZINE.COM BREAK THE CYCLE AUTO FINANCE INSIDER’S STERN WARNING CAPTAIN CREDIT SOCIAL MEDIA MEETS SPECIAL FINANCE KEN MEADE IS MICHIGAN’S FIRST ASKPATTY.COM- CERTIFIED DEALER THE LADIES MAN ‘ TRIAD EXECS START FRESH WITH CARFINANCE HOT CARS THAT SELL THEMSELVES
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Transcript
AUGUST 2011 $10.00
EDITOR: TOP TRAINERS WILL OFFER BEST EDUCATIONAL SLATE YET AT INDUSTRY SUMMIT 2011
A BOBIT PUBLICATION FI-MAGAZINE.COM
BREAK THE CYCLEAUTO FINANCE INSIDER’S STERN WARNING
CAPTAIN CREDIT SOCIAL MEDIA MEETS SPECIAL FINANCE
KEN MEADE IS MICHIGAN’S FIRST
ASKPATTY.COM-CERTIFIED DEALER
THELADIES
MAN‘
TRIAD EXECS START FRESH WITH CARFINANCE
HOT CARS THAT SELL THEMSELVES
FI0811cover.indd 991FI0811cover.indd 991 8/2/11 11:52:50 AM8/2/11 11:52:50 AM
16 She’s BuyingIt’s been a year since Meade Lexus earned AskPatty.com’s “Seal of Approval,” and the dealer group’s CSI is now approaching 100 percent.
Special Finance
20 Character DevelopmentChris ‘Captain Credit’ Cochran struck gold for Haddad Dealerships with a social media promotion that grew into a standalone special fi nance department.
Special Finance
24 Ending the Cycle Things are looking up for the below-prime segment, but our analyst warns that there still may be trouble ahead for the fi nance companies and dealers who serve that segment.
Executive Q&A
30 A New BreedCarFinance Capital is new to the auto fi nance world, but the people behind the nonprime/subprime fi nance source are not. The editor gets the skinny.
Dealer Executive
34 Buy-Sell Mistakes to AvoidBefore you think about selling or expanding your operation, check out this buy-sell primer for avoiding four possible landmines on the road to a sale.
6 Letters
8 Editorial
10 Developments
14 Industry Trends
36 Sales Driver
38 On the Point
40 Legal
42 Bottomliners
51 Ad Index
52 Mad Marv
Departments
Features
F&I and Showroom (ISSN 2154-1728) (USPS 018-706) (CDN IPM# 40013413) is published monthly, by Bobit Business Media, 3520 Challenger Street, Torrance, California 90503-1640. Periodicals Postage Paid at Torrance, California 90503-9998 and additional mailing offi ces. POSTMASTER: Send address changes to F&I and Showroom, P.O. Box 1068 Skokie, IL 60076-8068. Please allow six to eight weeks for address changes to take effect. Subscription Prices: United States $20 per year; Canada $35 per year; Foreign: $35 per year. Single copy price: $10; Fact Book: $30. Please allow six to eight weeks to receive your fi rst issue. Bobit Business Media reserves the right to refuse nonqualifi ed subscriptions. Please address editorial and advertising correspondence to the executive offi ces at 3520 Challenger Street, Torrance, California 90503-1640. The contents of this publication June not be reproduced either in whole or in part without the consent of Bobit Business Media. All statements made, although based on information believed to be reliable and accurate, cannot be guaranteed and no fault or liability can be accepted for error or omission.
24
30
34
20
Contents Endorsed as the offi cial publication
of the Association of Finance & Insurance Professionals
COVER PHOTO BY ANTHONY NOWACK
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Questionable FutureTO THE EDITOR: Great editorial (“Rime
of the Ancient Dealer”) in July, Greg.
The industry is changing and we as
dealers must be proactive instead of
reactive. Yes, we’ll face adversity in
the coming year, but I also think we’ll
be presented with equal or greater op-
portunities.
Heidi WilliamsGeneral Sales Manager
Underriner HondaBillings, Mont.
TO THE EDITOR: I thought your July
editorial was right on. I’ve had many
arguments with family and friends
who question the profi ts dealers earn.
What they fail to grasp is the overhead
and property taxes associated with
the prime commercial land on which
dealerships are located. They also fail
to consider what dealerships spend on
utilities, washing 300 cars a day, run-
ning 78 commercial phone lines, and
buying 93 computers at a time. How-
ever, while Dale Pollak may be on to
something, I do believe his vision of
the future is at least 10 to 15 years
away.
Jim DirksAccount Manager
Dealer Direct Services
TO THE EDITOR: Regarding your July
editorial, Pollak certainly has an in-
triguing vision of the future. However,
folks like him won’t be happy until
there’s a Ford vending machine down
the street. What rubs my fur backward
is that business models like his want to
remove the human element. As “Mad”
Marv Eleazer mentioned in the past,
human beings will never change so
much that they’ll hand their emotions
over to technology.
Tom WilsonF&I Director
McDonald Auto GroupCastle Rock, Colo.
Going MobileTO THE EDITOR: Do you know of any iP-
hone apps for F&I Managers, maybe
one that offers a payoff listing of all
the major banks?
Chad MitchellFinance Manager
Studebaker Buick Pontiac GMC, Inc.Richmond, Ind.
Chad, I haven’t heard of anything for an iPhone, but I have heard of business applications for the iPad that they do offer lease-return func-tions and the ability to showcase F&I products.
Mercedes-Benz Financial Services introduced a lease-return iPad tool last year and unveiled in February a software tool that turns the iPad into an interactive F&I product brochure. BMW Financial Services, Warrantech and Innovative Aftermarket Systems also have introduced similar solutions. — Gregory Arroyo
When Opportunity KnocksTO MAD MARV: I’ve been reading F&I and Showroom recently because I
may get a job offer to work as an F&I
manager at a dealership that sells
up to 500 units a month. It currently
employs 10 F&I managers. I have no
prior experience in this fi eld, so I’m
not sure if I should take the position.
The position is commission only. Cur-
rent staffers make between $75,000
and more than $100,000, on average.
What do you think?
Saheb via e-mail
Congratulations on the opportunity, Saheb! With 10 managers in a 500-car store, there is plenty of opportunity for you to excel. Obviously, my advice is to accept the job if offered. Once trained, you will easily exceed your current annual earnings and, depend-ing on your ability and desire to suc-ceed, can become a top performer making a lot more. The dealership obviously sees talent in you or they wouldn’t be considering you. Yes, its commission, but the down months should exceed where you’re currently budgeted, so I would jump in with all four feet. — “Mad” Marv Eleazer
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Vehicle Service Contracts I GAP Coverage I Credit Insurance
Lifetime Engine Warranty I Limited Warranty I Dealer Participation Programs
F&I Training I Advanced F&I Technology
FI0811letters.indd 7FI0811letters.indd 7 8/2/11 10:00:58 AM8/2/11 10:00:58 AM
Improve Your OddsIn September, the best sales and F&I trainers in the business will converge in Las Vegas for the magazine’s annual conference. Not being there is a gamble you can’t afford to take. By Gregory Arroyo
Letter From the Editor
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A Georgia dealer showed its
support in July for a cus-
tomer segment that will be
at the center of discussions when the
Federal Trade Commission’s “Lis-
tening Tour” arrives in San Antonio
this month.
Teaming up with Ally Financial,
Carl Black Buick GMC — part of
the four-store Car Black Automo-
tive Group — handed out on July
23 $10,000 worth of backpacks and
school supplies to children of mili-
tary personnel at its Roswell, Ga., lo-
cation. “We recognize the toll taken
on families of our ac-
tive duty and National
Guard personnel, and
it’s nice to show our
appreciation for their
sacrifi ces by getting in-
volved in this valuable
community event,” said
Mike Bowsher, dealer principal at
Carl Black.
The industry’s past dealings with
military personnel will be under the
spotlight at the St. Mary’s University
School of Law on Aug. 2, the fi rst
day of the FTC’s two-day round-
table event. Offi cials with the FTC
will host consumer advocates, mili-
tary leaders, dealers and auto fi nance
representatives to discuss consumer
protection issues related to auto sales
and fi nancing.
As a result of the Dodd-Frank
Act, the federal law that created the
Consumer Financial Protection Bu-
reau (CFPB), the FTC will assume
expedited rulemaking authority with
respect to auto dealers. The FTC
launched its Listening Tour to help
it determined where it should focus
its resources when it assumes its new
powers on July 21.
Dealers came under fi re last year
for their treatment of military per-
sonnel and their families during
Congressional proceedings to deter-
mine whether auto retailers should be
exempt from the CFPB’s oversight.
Many of the issues raised during
those discussions will be at the center
of this month’s roundtable.
Industry Preps for Round Two of FTC Roundtables
Developments
10 F&I and Showroom August 2011
On July 23, Carl Black Buick GMC donated $10,000 worth of backpacks and school supplies to children of military families at its Roswell, Ga., location.
PHOTO BY NGOOD
ALG: Used-Vehicle Pricing Bubble Not Just a TheoryTHE MAGAZINE WENT ONE-ON-one in July with ALG’s Eric Lyman to fi nd out if a used-vehicle bubble described in a competing publica-tion is for real. According to the company’s director of residual value solutions, the bubble does exist. When it will burst is anyone’s guess. Here are some excerpts from that July 12 interview:
F&I: So, is this bubble for real?Lyman: Well, as we saw during the downturn, demand for both new and used vehicles really took a hit, with
new-car demand feeling it the most. Coming out of the recession, used demand began to recover faster than new, which is what’s contributed to the existence of this used-car bubble. And as we see that demand shift start to return back to pre-recession levels, we would expect that new-car demand will increase and used demand will soften a bit.
F&I: When do you see this bubble bursting?Lyman: It’s diffi cult to say. But what we’ve done is taken out some value [in our tracking of market values] in anticipation that there will be a correction. By doing this, we won’t have to make a sweeping adjustment to our forecast when the bubble does burst.
F&I: What should dealers be doing now?Lyman: Things vary by region and by brand, but the one thing I can say is that supply will continue to be an issue, which will continue to support higher values. Ultimately, the dealers are going to have to stock their used-car inventory. So, these high wholesale values are a cost of doing business in the cur-rent environment.
To read the full interview, go to fi -magazine.com/bubble-economics.
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The Warranty Group Inc., an underwriter, administrator and marketer of service plans and related
programs, has named Craig Robinson executive vice president for Latin America. Robinson joined the company in 2000 as a business development executive and had previously served as vice president of auto and non-auto third-party administration.
BMW Group named Ludwig Willisch as president of BMW North America. He will take over for retiring
Jim O’Donnell. Willisch most recently oversaw BMW Group’s European sales region and has been working with the company since 1996. He also served as president of BMW M GmbH. Willisch offi cially assumes his new position on Oct. 1, 2011.
Tracey Matura was named general manager of Mercedes-Benz USA’s new U.S.-based sales and
marketing team for the company’s smart products. A 16-year employ-ee with the automaker, she will be responsible for the brand’s distribution, sales and marketing activities. She will report to Michael Slagter, vice president of sales.
Mazda Offers PPM ProgramMAZDA NORTH AMERICAN
Operations (MNAO) launched Mazda Total Advantage (MTA), the company’s fi rst prepaid maintenance program for new, used and certi-fi ed pre-owned Mazda vehicles. The program is only available for 2007 and newer models and is available in one-to-fi ve-year increments on Schedule I and Schedule II maintenance plans. Customers also have the option to fi nance MTA into their vehicle pur-chase through Mazda Capital Services.
GM Offers Auto Insurance in Oregon, WashingtonCAR BUYERS IN OREGON
and Washington who purchase a 2010-2012 Chevrolet, Buick, GMC or Cadillac vehicle before Sept. 6 will receive a free one-year insurance policy from MetLife Auto & Home. The policy, which
includes both liability and physical damage cover-age, covers the vehicle and anyone who drives it with the owner’s permis-sion for the full year, according to General Motors.
Prestige Gets $150 Million Funding FacilityPRESTIGE FINANCIAL
Services Inc. has estab-lished a $150 million funding facility with Wells Fargo Securities, which will fund the Salt Lake City-based auto fi nance company’s con-sumer lending activities. The facility has a renew-
able one-year term and will assist Prestige in growing its loan port-folio and completing periodic asset-backed securitizations, according to the company.
Eos Group Supplying VSCs to Tuttle-ClickTHE 16-STORE TUTTLE-CLICK
Automotive Group will now offer Eos Group Inc.’s service contracts at its stores in Southern Cali-fornia and Arizona. The magazine’s 2007 F&I Deal-er of the Year announced in July its deal with Eos, which targets vehicle owners who didn’t opt
for a service contract at the time of purchase.
GWC, Southern Auto Finance Announce PartnershipGWC WARRANTY CORP.
and Southern Auto Finance Co. have forged a strategic alliance to offer GWC service contracts and GAP through SAFC dealers. The partner-ship, according to GWC offi cials, will aid in the F&I product providers expansion into 12 ad-ditional states in the next 12 months.
PEN AddsMaximTrakOPEN DEALER EXCHANGE’S
Provider Exchange Net-work (PEN) announced that MaximTrak’s F&I menu and reporting system is now integrated into the company’s e-contracting platform. The integration now allows MaximTrak to offer its dealer network electronic rating capabilities, forms and contract origination.
Developments
12 F&I and Showroom August 2011
GARRET LACOUR, CO-
founder and former CEO of IAS, launched RoadVantage, an aftermarket company that offers dealer-ships traditional after-market programs with 90 days of free consum-
er warranty offerings. RoadVantage’s product
offerings include key replacement, tire-and-wheel protection, GAP, wind-
shield, interior/exterior protection and a multi-shield offering.
IAS Co-Founder Launches New Company
Moves and Hires
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14 F&I and Showroom August 2011
If any of these six vehicles are on your lot, their features, depreciation values, availability and incentives should sell themselves.
C ar shoppers are being told to
wait until after the summer to
get the best deal on a new ve-
hicle, but the NADAguides’ “Second
Quarter Car Buyers Market Report”
identifi es six vehicles that offer cus-
tomers the best bang for their buck.
The slowly recovering economy,
fl uctuating gas prices and uncertain
vehicle availability have put a new
emphasis on sustained value. In the
second quarter, these six vehicles
offered low depreciation and sev-
eral other features high on buyers’
wish lists:
■ 2011 Acura TL: Selected for its
19 percent fi rst-year depreciation rate,
Acura’s Total Luxury Care roadside
assistance and more.
■ 2011 Dodge Challenger R/T: Selected for its 8 percent fi rst-year
depreciation rate, fi nancing incen-
tives, $1,000 bonus cash and more.
■ 2011 GMC Terrain SLE-2: Se-
lected for its 16 percent fi rst-year de-
preciation rate, low customer fi nanc-
ing and its 46 days-supply.
■ 2011 Hyundai Azera Limited: Selected for its 21 percent fi rst-year
depreciation rate, Hyundai’s Trade-
In Value Guarantee and more.
■ 2011 Toyota Tacoma Double Cab V-6: Selected for its 10 percent
fi rst-year depreciation rate, Toyota
Care roadside assistance and more.
■ 2011 Toyota Venza I-4 AWD: Selected for its 12 percent fi rst-year
Days-supply of inventory as of the end of May 2011 with the exception of the Dodge Challenger (inventory as of June 15, 2011). Financial incentives stated are based on California data.
FI0811trends.indd 14FI0811trends.indd 14 8/2/11 10:04:05 AM8/2/11 10:04:05 AM
The AskPatty WayReardon’s comment is one of the many
truths DeVere has passed along to the
more than 500 businesses AskPatty.
com has certifi ed since its founding
in 2006. Another truth DeVere’s pro-
gram preaches is that women tend
to communicate through body lan-
guage, which can be problematic for
men. The problem, she says, is that
men tend to avoid direct eye contact
for extended periods of time.
“Women interpret that to mean that
the man is not trustworthy because he’s
shifting his eyes,” she says. “There are
a lot of different, subtle skills
we teach that help people
become more effective
communicators.”
AskPatty.com takes
several different ap-
proaches to bridging the
gap between the “way
business has always been
done” and the way female custom-
ers would prefer it to be done. The
auto research site accomplishes that
through online interactive video
training and topic-specifi c Webinars.
Clients also receive advertising sup-
port and a co-branded microsite.
Dealers who sign up for the certifi -
cation program are given 60 days to
complete the initial training. In that
time, clients are assigned a support
team, including a regular account
manager, a social media specialist
and a marketing consultant. DeVere
says dealerships will begin employ-
ing the lessons learned within the
third month of training.
AskPatty.com isn’t just about cer-
tifi cation, either. It also doubles as
It’s been a year since Meade Lexus earned AskPatty.com’s “Seal of Approval,” and the dealer group’s CSI is
now approaching 100 percent. By Jennifer Washington
16 F&I and Showroom August 2011
Dealer Profile
shifting his ey
a lot o
we
be
c
s
p
gap
busin
done” and th
e Southfi eld
the
—
g
e
s-
has
ercent Cus-
PHOTOS BY ANTHONY NOWACK
FI0811profile.indd 16FI0811profile.indd 16 8/2/11 10:11:32 AM8/2/11 10:11:32 AM
an online resource for women, pro-
viding a range of advice — from
selecting a mechanic and collision
center to auto and tire dealers. The
site also offers a dealer rater, forums
where site visitors can seek out ad-
vice, a “Get a Quote” section, a di-
rect link to a AAA-approved auto
repair center and more.
“The training is about creating a
culture that makes women feel com-
fortable,” she says. “It’s also about
creating marketing and advertising
that women respond to.”
DeVere says businesses who sign
up aren’t necessarily looking for
quick profi ts, but rather a new way
to appeal to their female customers.
That means eliminating several as-
sumptions that have lingered in the
industry, such as assuming female
customers aren’t knowledgeable
about the vehicles they want or how
to maintain them.
Another misconception DeVere
and her team works to correct is
that every female customer is mar-
ried and that they need to consult
with their husband before making a
fi nal decision.
Demonstrating what she’s learned,
Meade’s Reardon says a simple ques-
tion works a lot better than assum-
ing. “You’re going to get answers
back,” she says.
Men Buy, Women ShopMeade Lexus completed the certifi -
cation program on Aug. 2, 2010. And
when it renewed its partnership with
AskPatty.com on June 16, it remained
the only dealership in Michigan to
garner the AskPatty “Seal of Ap-
proval.” Meade says that separating
his two stores from the competition
is a nice bonus, but getting certifi ed
was more about meeting the compa-
ny’s objectives of always improving
on customer service.
“We are constantly on the look-
out for new methods of improving
our services to our customers,” says
Meade, whose customer base is made
up of individuals with credit scores in
the mid-700s. “So, when we became
aware of this program, we immedi-
ately thought this was one of those
ways to improve.”
One of the things to come out of
the training was the realization that
the dealership’s hottest selling vehi-
cle, the Lexus RX 350 crossover, was
a favorite among its female custom-
ers. Sales staffers also learned that
women typically take 17 weeks to
make a buying decision, a realization
that stunned even Meade’s female
associates. And female customers
shopping the Internet take even lon-
ger, says Kate Houlihan, Lakeside’s
sales manager.
Through AskPatty.com, the deal-
ership’s sales staffers learned that fe-
male customers can take twice as long
to make a buying decision if they’re
shopping on the Internet. Houlihan,
however, thinks she has fi gured out a
way to shorten her female customers’
decision-making process.
“Provide the information that
they’re asking for and do it in a time-
ly basis,” she says.
But not all the lessons learned
through AskPatty.com’s training
were related to women. For instance,
Kristina Reid and Dan Kilian, mem-
bers of the dealer group’s marketing
team, realized they weren’t taking
advantage of everything the Internet
had to offer.
“We had a very minimal Internet
presence at the time — a few men-
tions on some third-party sites and
some links that appeared on our own
Websites,” Reid says. “By taking ad-
vantage of tools such as social net-
working, social bookmarking, video
and photo sharing, user reviews, and
more, we have signifi cantly enhanced
our online growth and marketing
reach. The results have been great.”
Certifi cation also has been a big
help to the group’s male staff mem-
bers. Keith Baer, Lakeside’s business
manager, recalls an incident in which
a female customer requested a female
August 2011 F&I and Showroom 17
Above, Keith Baer, Meade Lexus of Lakeside’s business manager, and Kate Houlihan, Lakeside’s sales manager, were surprised to fi nd that women take about 17 weeks to make a buying decision. At left, Dan Kilian and Kristina Reid, members of Meade Lexus’ marketing team, have improved the dealer’s online presence since completing the training.
FI0811profile.indd 17FI0811profile.indd 17 8/2/11 10:11:36 AM8/2/11 10:11:36 AM
salesperson. The male salesperson
who had approached her was not only
able to tell her the dealership was
certifi ed by AskPatty.com, but that it
also co-hosted a site with the Thou-
sand Oaks, Calif.-based company.
“The customer didn’t have a prob-
lem with that and the salesman was
able to sell her a car using the Ask-
Patty training,” says Baer.
For Baer, who has spent his entire
13-year industry career at Meade
Lexus, the training only served to
confi rm what he always knew about
working with a customer in the F&I
offi ce — that customers appreciate a
low-pressure approach when it comes
to the F&I presentation.
Meade Lexus has more than held
its own the last two years and contin-
ues to see modest increases in sales
and F&I income despite stiff com-
petition from Cadillac and Lincoln
stores in the area. The service depart-
ment would also like to continue to
see increases, which is why Reardon
embraced the training she and her
staff received from AskPatty.com.
“Women dread the whole service
experience,” Reardon says. “To sell
the benefi ts of why you need to main-
tain the car [to women], it’s not nec-
essarily about price. It’s about ‘Why
do I need this?’”
Staying on TargetArranging the training schedule
wasn’t easy, but Meade and his man-
agement team committed themselves
to making sure all customer-facing
staffers were trained by DeVere’s
team. Because Baer’s and Houlihan’s
F&I and sales teams all have comput-
ers at their desks, their departments
were able to take the training whenever
they weren’t working with a customer.
“They would take one or two mod-
ules, and, if a customer came in, they
would just take a break,” Baer says.
“Most people completed the modules
in a day or two.”
Between the two dealerships, about
85 employees completed the training
in about a month’s time. To get the
entire service department trained,
computer stations were set up to al-
low staffers to review lessons at a
designated time. “We blocked their
schedule and made it a priority,”
Reardon says. “Most people fi nished
within about three hours.”
Like most dealerships, successful
implementation of any new process
or strategy must start from the top. It’s
clear that’s how things run at Meade
Lexus, especially since Meade’s of-
fi ce sits in the center of the showroom
at his Southfi eld location. His offi ce’s
location also provides a sense of just
how involved he is in everything that
goes on in the dealership.
“There is an understanding that
when the company succeeds, the
individuals succeed,” Meade says.
“There is a lot of teamwork going
on and I think our employees feel a
sense of camaraderie as a result.”
AskPatty.com is not for dealerships
that need it, says DeVere. Rather, the
program works best for dealers who
understand how important women
are to their bottom lines and market
share growth, which, she adds, was
the case with Meade Lexus.
“Women are a big category. We’re
talking about a large demographic
breakdown of age groupings and
economics,” she says. “You can’t just
market to ‘women.’ You have to mar-
ket to the segment of women in your
local market appropriately.”
18 F&I and Showroom August 2011
Dealer Profile
Top 10 Ways to Lose a Female Car Buyer 1 Don’t listen.
2 Assume that all women are soccer moms.
3 Assume that the man is actually buying the car.
4 Talk down to them.
5 Assume that women are not knowledgeable about vehicles or maintenance.
6 “Profi le” women that are single or come in alone.
7 Assume that all women are married.
8 Ask them to check with their husbands fi rst.
9 Don’t have a clean play area for children.
10 Assume you know what they’re looking for.
Michaela Reardon, service man-ager, says the training her depart-ment received from AskPatty.com
has defi nitely made a difference in how staffers approach women. In
a good month, her department will see about 500 cars rolling through
the lanes, or about 23 cars per day.
FI0811profile.indd 18FI0811profile.indd 18 8/2/11 10:11:40 AM8/2/11 10:11:40 AM
THANK YOU
1,000,000 contracts sold. The best administration team, agents and dealers in the business. Find out how we do it at www.aulcorp.com or call 800.826.3207.
promotion that grew into a standalone special fi nance department.
By Tariq Kamal
20 F&I and Showroom August 2011
With only six years
in the business,
you might sus-
pect that Chris
Cochran’s rapid
ascent from sales associate to fi nance
director for all three stores in the
Pittsfi eld, Mass.-based Haddad Deal-
erships family was a matter of good
luck, a bad economy or both. Cochran
won’t deny that timing played a part,
but most of his success is the result of
hard work and one very good idea.
It almost didn’t happen. A Pitts-
fi eld native, Cochran fi rst sold cars
for owner George Haddad before
starting college in 2000. After gradu-
ating, he left New England to study
chiropractic medicine at a school in
Iowa. Unfortunately, funds ran out
before he could complete his degree,
and he soon found himself back in
his hometown.
Cochran decided to get back into
the car business. He fi rst worked at
a local used-car lot, then put in a
call to Haddad when he heard they
were hiring. He was hired as an F&I
manager at Haddad Toyota in Au-
gust 2006 before being promoted to
general sales manager at the Subaru
store. And when the opportunity
came to direct F&I for all three deal-
erships from the Toyota franchise,
Cochran didn’t hesitate.
“I wanted to be in the fi nance de-
partment,” he says. “F&I is fast-paced.
It requires cognitive thinking.”
Trial By FireCochran moved into the F&I offi ce in
the summer of 2007, just months be-
fore the credit crisis would derail the
industry. A year earlier, Haddad was
booking used units at 150 percent loan
to value. By 2008, they were lucky to
still be in business. Cochran says the
key to survival was the dealer group’s
three principal lenders: Toyota Motor
Credit, Hyundai Motor Finance and a
local credit union.
“They saw us through,” Cochran
says. “But even working in the fi -
nance offi ce, my income was capped
on others’ motivations.”
He felt that Haddad was missing
out by not marketing to the subprime
segment. As the economic picture
worsened, he decided to take matters
into his own hands. With no market-
ing budget to work with, Cochran
turned to Facebook.
He created a page around a cartoon
Character
FI0811sf_profile.indd 20FI0811sf_profile.indd 20 8/2/11 10:15:11 AM8/2/11 10:15:11 AM
The “Captain Credit” Facebook page has garnered 349 friends since Haddad Dealerships’ fi nance director, Chris Cochran, launched it in 2008. The initial success of the platform was enough to convince management to create a separate ad budget and, in the coming months, a separate lot for subprime sales.
superhero he named “Captain Cred-
it.” His primary superpower? Get-
ting subprime customers approved
for loans. “It was quick,” Cochran
says. “Suddenly, we were selling four
or fi ve cars a month because of Cap-
tain Credit.”
Building On SuccessWith his no-cost social media cam-
paign bringing in new customers,
Cochran was able to convince man-
agement to give him a marketing
budget. He spent the money on bill-
boards and bus, radio and newspaper
ads, and, fi nally, a full vinyl wrap
on his Toyota Tundra. Before long,
Captain Credit was moving 15 units
per month at an average of $2,100
per deal, including up to $900 on the
back end.
Cochran didn’t take his hit cam-
paign for granted. He immersed
himself in the world of special fi -
nance, reaching out to lenders such
as AmeriCredit Corp., Exeter Fi-
nance Corp., Auto-Use and Santand-
er. He also sought out new ideas on-
line, which is how he found trainer,
consultant and F&I and Showroom contributor Rob Hagen.
“Up to that point, it was trial and
error,” Cochran says. “Then I started
e-mailing Rob, just asking questions
and picking his brain.”
Hagen remembers the exchanges
well. “Dealers need a way other than
price to market themselves against
their competition,” he says. “Chris
markets Haddad’s reputation and
their position in the community.”
Hagen and David Johnson, co-
founders of Next Generation Dealer
Services, were among the fi rst train-
ers to push social media as a dealer
marketing tool. He believes the format
will prove to be especially effective
among credit-challenged car buyers.
“Historically, those customers have
visited the dealership for more infor-
mation,” Hagen says. “By spending
time with people, you kept them from
visiting other dealerships. Now, they
can connect with dealers like Chris
August 2011 F&I and Showroom 21
The “Captain Credit” Facebook page h d 349 f i d i H dd d D l hi ’
DevelopmentIt’s not advertising.
We’re not tracking leads. The point is to have a presence, to be there
when your friends and their friends need a car.
FI0811sf_profile.indd 21FI0811sf_profile.indd 21 8/2/11 10:15:13 AM8/2/11 10:15:13 AM
FI0411ally_uwc.indd 1 3/31/11 11:11:10 AM
Auto Finance Market Trends: 2009 vs. 2010 (New- and Used-Vehicle Sales)
on Facebook. They can ask ques-
tions about credit repair, payments,
vehicles, etc. They view him as an
authority and want to do business
with him.”
Cochran took the advice to heart.
“It’s not advertising,” he says. “We’re
not tracking leads. The point is to
have a presence, to be there when your
friends and their friends need a car.”
With 349 friends as of press time,
word will likely continue to spread
quickly.
Moving Up the RanksCaptain Credit now represents 10 per-
cent of Haddad Dealerships’ revenue.
That’s a respectable fi gure for many
special fi nance departments, but not
good enough for Cochran. His goal is
to get to 30 percent.
The fi rst step will be moving from
his offi ce inside Haddad Toyota to
an adjacent lot, the former home of a
GMC dealer. “We’ll move in as soon
as we get the license,” Cochran says.
“We won’t call it ‘Captain Credit,’
because we don’t want to discour-
age walk-in traffi c, but it will be ‘The
Home of Captain Credit.’”
Cochran envisions a lot fi lled with
rows of special fi nance units. And
like a fi rst-year college football coach
drawing up plays for his predecessor’s
recruits, Cochran is moving whatever
metal the dealerships have on hand.
That includes high-mileage trade-
ins and off-lease units that Haddad
would have sent directly to wholesale
in years past. Ultimately, he wants
complete control of the inventory.
“What I really want at the new lot
is a service tech dedicated to Captain
Credit,” Cochran says. “Recondition-
ing, repair, whatever it takes to stock
the lot.”
At September’s 2011 Industry Sum-mit, Chris Cochran will join “Mad” Marv Eleazer’s panel of top F&I professionals, and Next Generation Dealer Services’ David Johnson will be on hand to lead a social media workshop. Visit www.IndustrySummit.com for details.
22 F&I and Showroom August 2011
Cochran is fl anked by F&I manager Ken Kaczenski (left) and sales manager Doug Hakkinen on the Haddad Toyota lot. An adjacent lot, the former home of a GMC franchise, was recently leased by Haddad Dealerships to serve as a standalone used-car lot for Captain Credit customers.
Indicator 2009 2010 Change
Average total number of accounts at year end 74,383 80,567 +8.3%
Average outstanding principal balances at year end $835,677,909 $896,909,319 +7.3%
Average origination FICO (dollar weighted) 538 537 ‐0.2%
Average amount fi nanced $12,209 $13,223 +8.3%
Average term (mos.) 50 53 +6.0%
Average loan-to-value ratio 117% 111% ‐5.1%
Average contract rate (dollar weighted) 21.80% 21.46% ‐1.6%
Annualized 90-day dollar delinquency 1.13% 0.75% ‐33.6%
Annualized net charge‐off rate (dollars) 8.87% 6.77% ‐23.7%
Average annualized repossession rate (units) 13.37% 11.52% ‐13.8%
FOR THEIR LATEST INDUSTRY REPORT, THE NATIONAL Automotive Finance (NAF) Association and Benchmark Consulting International polled 26 national fi nance companies to fi nd out which direction the market was headed at the end of last year. Analysts found marked
improvement in the number of accounts, amount fi nanced, terms, delinquencies, charge-off and repos-session rates and more. The average loan-to-value ratio, however, continued to decline, slipping by more than 5 percent from the prior year.
FI0811sf_profile.indd 22FI0811sf_profile.indd 22 8/2/11 10:15:16 AM8/2/11 10:15:16 AM
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Fear of a ReplayThings are moving in the right direc-
tion. My concern is that, as in most
cycles, the industry and investors will
soon throw caution to the wind.
Here’s how things are playing out
based on my analysis of the current
cycle: Investors see an opportunity to
earn higher yields on their funding
of the nonprime segment, and, led
by respected institutions, begin to
invest more and more funds. That’s
when the “herd” syndrome sets in
among investors, which eventually
leads to an oversupply of capital in
the market.
Then, particularly for publicly
funded or private equity-funded
companies, the pressure to put a lot
of business on the books and gain
market share intensifi es. And, as you
know, the more fi nance companies
there are, the more competitive the
purchasing programs become at the
dealer level. That’s exactly what hap-
pened in 2006 and 2008, when dealer
advances and term lengths spun out
of control.
Basically, companies were offer-
ing higher prices for fi nance paper
that was dropping in credit quality.
Dealers were able to shop fi nance
contracts around and receive multi-
ple bids from the fi nance community,
and loan-to-value (LTV) ratios of 140
percent or higher and terms of up to
84 months on higher priced vehicles
became commonplace.
About the only thing that didn’t get
out of control was dealer participa-
tion, which was, more or less, held in
line by the regulatory climate. Oth-
erwise, that too would have spun out
of control.
Those were some highly profi table
years for knowledgeable dealers, but
they ended up hurting fi nance com-
panies. Ultimately, those fast times
would hurt dealers as well. Looking
at the 2009-2010 period, LTVs were
more likely to be less than 100 per-
cent, while average loan terms were
greatly reduced. Underwriting guide-
lines also were tightened on items
such as debt-to-income and payment-
to-income ratios.
Many franchised and independent
dealers found that they could no lon-
ger access fi nancing for the below-
prime customer, while the fi nance
sources they once relied on were
forced to curtail production due to
the loss of the secondary market for
ABS securitizations.
The equity investment community
also retreated from anything with
the term “subprime.” Was the auto
fi nance community to blame? No.
It was the out-of-control subprime
mortgage industry, which tarnished
everything associated with that term.
Holding the LineUnderwriting standards are currently
holding up well, which will result in
acceptable loss statistics on the pa-
per fi nance companies are currently
originating. However, pressure is
building to amass larger portfolios of
loans, generate higher profi ts for in-
vestors and increase market share.
Manufacturers also are desperately
trying to increase their production
and are offering favorable terms to
qualifying customers through their
captive fi nance companies. Enticed
by attractive rebates, cash-back offers
28 F&I and Showroom August 2011
The capital markets are running again. Driving the auto segment,
says Amy Martin, a senior director at Standard & Poor’s, is prime
and subprime auto.
Underwriting standards are currently holding up well. However, pressure is build-ing to amass larger port-folios of loans, generate
higher profi ts for investors and increase market share.
FI0811sf_bass.indd 28FI0811sf_bass.indd 28 8/2/11 10:21:04 AM8/2/11 10:21:04 AM
and low-cost fi nancing, customers set
on purchasing a used vehicle are be-
ing driven to the new-vehicle lot.
So, you can expect fi nance compa-
nies — particularly those serving the
nonprime and subprime segments —
to slowly loosen underwriting stan-
dards in the quest for more business.
This will be accompanied by higher
LTVs and longer terms. What will in-
evitably follow, perhaps within a year
or so, is a rise in defaults, reposses-
sions and portfolio losses.
Once that begins to happen, the in-
vestment community will once again
begin pulling back. This will mani-
fest itself in ABS securitizations with
higher interest rates and greater cred-
it enhancement, increasing the cost
of fi nancing for auto fi nance com-
panies. Providers of warehouse lines
of credit also will become more cau-
tious, raise their rates and underwrite
more carefully. Equity investors also
will fl ee the subprime auto fi nance
arena again, signaling the move into
the negative part of the cycle.
What can prevent this from hap-
pening? First, auto fi nance compa-
nies must maintain their discipline by
holding quality standards on credit
requirements, LTV percentages and
terms of fi nance. If some competitor
decides to “buy” the market, let them
fi re up the rockets and burn out by
themselves. That’s the discipline that
is required by the companies who are
in business for the long haul.
There are some wise CEOs in this
industry that understand the causes
of cycles like the one we experienced
and will choose not to participate.
Their companies may not reach the
heights of the high fl yers, but they
will stay in business during the low
parts of the cycle.
Am I advocating a 1950s-like, fi -
nancially conservative atmosphere
with sleeve garters and green eye-
shades? No, but this is a season to
responsibly enjoy the good times and
do the things that keep those good
times rolling as long as possible.
Will holding the line on credit
pricing harm dealers? Not in the long
run. The emphasis at the dealership
should be on obtaining a fair price
for the vehicle and securing a suf-
fi cient down payment from the cus-
tomer to enable subprime companies
to reasonably and prudently purchase
fi nance contracts.
If all of that happens, losses will
remain in an acceptable range, the in-
vestment community will continue to
show interest in the subprime arena,
and the entire system — from car buy-
ers to the securitization bondholders
— will be better off. This will allow
interest in the investment community
to be sustained. So, the solution is
fairly simple. And although it is al-
most impossible to defeat economic
cycles, we should try our best to do
just that.
Jim Bass is CEO of Auto Acceptance Corp., treasurer of the NAF As-sociation and a licensed CPA. He is a frequent speaker at industry events and a leading voice for the subprime, nonprime and BHPH segments. E-mail him at jim.bass@special-fi nance.com.
August 2011 F&I and Showroom 29
Jack Tracey, the NAF Association’s executive director, says the credit crisis proved to investors how well the auto fi nance industry operates.
FI0811sf_bass.indd 29FI0811sf_bass.indd 29 8/2/11 10:21:06 AM8/2/11 10:21:06 AM
New BreedI
n 1989, he founded Triad Finan-
cial. And after a two-year stint
at another independent fi nance
source, Jim Landy is at it again.
This time, he’s opened up a new
fi nance company in Irvine, Calif.,
called CarFinance Capital. It repre-
sents a new breed of fi nance sources
that are rising from the ashes of the
Great Recession.
F&I: I keep hearing that nonprime remains a problem for dealers. Why is that?
Landy: The market is de-
frosting a bit, but the problem
with nonprime is you need
scale, which means you need a lot of
capital. That’s not the case with deep
subprime. You don’t need scale and
you can get to cash-fl ow neutral a lot
sooner. So, that tends to thin out po-
tential partners for the nonprime seg-
ment. We’re starting to see a couple
of banks drop down into that space a
bit, but a dealer needs a few sources
to be effective and banks tend to be
inconsistent in the category.
F&I: So, where is CarFinance operating?Landy: We operate where most of the
commercial banks stop and the deep-
er subprime guys begin — in the high
600s to the mid-500s. That represents
a third of the market, so it’s a lot of
the current traffi c at dealerships.
F&I: So, how did it all happen? Landy: We started in early 2009. And
by “we,” I mean myself and Dennis
Morris, our chief operating offi cer.
We knew there was a need,
so we put our heads together
and, by early 2010, leased
an offi ce and started putting
in full days. At that point,
we were building our infra-
structure and reaching out to
folks we had worked with in
the past. But at that point, the
capital markets were still closed.
In late 2010, a good friend of mine
introduced us to Perella Weinberg
Partners, a privately owned asset
management and corporate advisory
fi rm. We got along really well and had
a similar take on the market. It took a
few months to put everything togeth-
er, then we hit the streets in May.
F&I: In California, correct?Landy: That’s right. Then we opened
in Texas the month after. Right now
we have seven reps in California
and fi ve in Texas. We’re focused on
executing our strategy in those two
CarFinance Capital is new to the auto fi nance world,
but the people behind the nonprime/subprime fi nance source are not.
FI0811qa_landy.indd 32FI0811qa_landy.indd 32 8/2/11 10:28:22 AM8/2/11 10:28:22 AM
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NCFC, Retro programs, GAP, Pre-Paid Maintenance, Credit Insurance, and Tire & Wheel. To find out how easy it is to switch to us, contact Tony Orozco at 713-580-3023 or [email protected].
Agent and dealer inquiries welcome.
Our name doesn’t really stand for that. But, it’s what you can expect.
GSFSGroup® is a registered trademark of Gulf States Financial Services, Inc.
G SF S
had a good idea of how the asset was
going to perform, but we really didn’t
have a fi rm idea. We learned a little
bit during the 2001 downturn and
we learned even more between 2007
and 2009. So, now we have two down
cycles of data with which to work.
F&I: What’s your origination target this year, and what’s your current dealer count?
Landy: I would say $100 million this
year and about $450 million the fol-
lowing year. As for dealers, we have
350 today and we hope to double or
triple that by the end of the year.
F&I: How would you characterize your buying strategy?
Landy: We want to be predictable.
We want the dealer to have all the
confi dence in the world that the cus-
tomer profi le we fi nanced last week
will be fi nanced the following week.
We’re also focused on funding speed,
being fl exible and customer service.
We know that some dealers are just
coming back into the nonprime mar-
ket, which isn’t an exact science. So,
our reps help educate dealership per-
sonnel on the nuances of qualifying
these customers.
And because I know your readers
are focused on F&I as a profi t center,
I want to let them know that we’ve
carved out a ‘back-end’ advance —
depending on the tier — of up to
$2,000 solely for service contracts
and GAP for the F&I offi ce.
F&I: What is your mileage limit?Landy: Our limit is 80,000 miles.
But we’ll be very fl exible for dealers
who consistently send us custom-
ers. So, if you have an eight-year-old
vehicle that has 90,000 miles, we’ll
help you. But it’s a two-way street.
August 2011 F&I and Showroom 33
We want to be predictable. We want the dealer to have
all the confi dence in the world that the customer profi le we fi nanced last
week will be fi nanced the following week.
FI0811qa_landy.indd 33FI0811qa_landy.indd 33 8/2/11 10:28:23 AM8/2/11 10:28:23 AM
FI0811buysell.indd 34FI0811buysell.indd 34 8/2/11 10:29:59 AM8/2/11 10:29:59 AM
s to AvoidBefore you think about selling or expanding your operation, check out this buy-sell primer for avoiding four possible landmines on the road to a sale. By Lon Leneve
FI0411wisefi.indd 1 3/25/11 8:30:54 AM
Mistake No. 3: MispricingMispricing assets, the store and real
estate can stretch out the time it takes
to sell a dealership. It could also
mean lower-than-expected offers,
especially since the fi rst couple of
people that look at the store are usu-
ally the buyers.
It’s important to get your fi nancial
house in order before you go through
a buy-sell situation, because most
buyers are extremely thorough in
this market.
Mistake No. 4:Prepaid and Lifetime ProblemsPrepaid programs can be a major
landmine on the road to a deal, es-
pecially if they are not backed by an
insurance product.
One dealer I know gave away free
oil changes for life. He hoped that
the more customers used his service
department, the more money the
dealership would make. Instead, he
lost money every month. So, again,
understand the programs, quantify
them and put together everything that
supports those expenses. You must
understand what the actual costs are
— and try to limit them — before
asking a buyer to take them on.
Once you’ve got your team, your
fi nances and your programs in order,
the hard part should be over. You’ll
be better prepared to sell, and you
can take comfort in knowing you
have put your best foot forward with
any prospective buyer.
Lon Leneve is the president and CEO of Compli, a provider of compliance management software. He can be reached at [email protected].
All of the issues discussed in this article are addressed in the “How to Prepare for a Buy-Sell” Webinar. To watch for free, select “On Demand Webinars” under the “Events” tab at www.Compli.com.
August 2011 F&I and Showroom 35
FI0811buysell.indd 35FI0811buysell.indd 35 8/2/11 10:30:00 AM8/2/11 10:30:00 AM
The magazine’s new columnist says the battle between ‘new school’ and ‘old school’ needs to stop. The reality, he says, is that both schools of thought are necessary in today’s retail environment. By Jim Ziegler
To Charge or Not to ChargeCan you charge a customer’s down payment to a credit card? The magazine’s legal wiz says the answer has more to do with economics than the law of the land. By Michael A. Benoit
When traditional loan financing doesn’t cover the F&I products your customer wants, your deal isn’t at a loss. Save-A-Deal provides alternative funding solutions for F&I products not covered by vehicle financing to ensure customers can afford the aftermarket programs they need. Realize F&I profits and save your deal today with quick, 72 hour funding with no dealer cancellations.
Get your customer the financing they need. Call 877-404-6823 or visit www.saveadeal.com for more information.
division of izmocars, says it has developed a way to deliver color-correct, trim level-specifi c vehicle im-ages to any online platform. Car shop-pers can use the software to view an exact image of the vehicle they have confi gured on a third-party or dealer Website. The company
also unveiled a new solution de-signed to deliver high-resolution vehicle animations that work with
Apple’s iPhone or iPad, allowing mobile shoppers to utilize those devices’ 360-degree
“spin” views, touch-able “hot spots” and colorization features. For more information, visit www.izmostudio.com.
Izmocars Blazes New Online Trails
CNA Unveils New VSC ProgramCNA NATIONAL’S NEW “Z SERIES”
vehicle service contract program in-cludes fi rst-day rental car benefi ts, options for “sign and drive” road-side assistance, an expanded defi ni-tion of commercial-use coverage, and coverage for new and used vehicles with up to 150,000 miles on the odometer. The program also includes seal and gasket coverage, expanded coverage for certifi ed used vehicles and an extended powertrain warranty, according to the company. For more informa-tion, visit www.cnanational.com.
CAR-Research XRMUpdates Service Manager CRM ModuleCAR-RESEARCH XRM HAS RELEASED
an updated version of its Service Drive Control Manager. The new module is integrated with the com-pany’s CRM and provides a variety of features, including real-time tracking of repair orders, work-in-process reporting and various system alerts. Staffers also can easily access a customer’s complete service and purchase history. For more information, visit www.car-research.com.
Return of the Four-Square Worksheet EDMUNDS.COM’S SIMPLIFIED PRICING
is an online calculator that resem-bles the old four-square worksheet. The program uses a market fi nance rate to determine monthly payment, total interest and expected total price based on the new vehicle, trade-in and down payment. De-signed for consum-ers, the calculator also could serve as a tool and credibility builder for front-end staffers. Try it out at www.edmunds.com/calculators/simplifi ed-pricing.html.
Ford Launches Mobile Device Shopping ToolFORD MOTOR CO. AND FORDDIRECT,
a joint venture between Ford and its franchised dealers, have launched iPad- and smartphone- compatible apps of the Ford and Lincoln “Build & Price” online shop-ping tool. The app was designed to allow shoppers to virtually build a car, calculate a price estimate and locate a dealership. For more information, visit www.ford.com.
Product Feature
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FI0811bottom.indd 42FI0811bottom.indd 42 8/2/11 11:14:20 AM8/2/11 11:14:20 AM
Monday, September 26, 2011 8:00AM – 4:00PMControl Your Sales Destiny
Celebrated trainer and F&I and Showroom columnist Cory Mosley is bringing his new seminar series to this year’s Industry Summit.
The daylong event will tackle a range of sales-related topics, from showroom, Internet and phone sales to social media and time management. Dealers will leave with a game plan for attacking many of the challenges facing dealerships in the digital age.Includes lunch. Additional charge of $299 for full-conference passholders.
10:00AM – 4:00PMAFIP Certifi cation Program
The AFIP Certifi cation Program is a college-level continuing education program for in-dealership F&I professionals as well as
lender and vendor support personnel. Attendees will get the regulatory and legal knowledge they need to excel and a strong foundation for industry-specifi c ethical practices. Basic and Senior certifi cation is available for franchised and independent dealers as well as motorcycle, RV and marine. Additional charge of $460 per level for full-conference passholders.
3:00PM – 3:30PM Networking Break Sponsored by
12:30PM – 4:30PMBuy Here, Pay Here for Franchised Dealers
Peritus Portfolio Services’ Rod Heasley and special guest Kenneth Shilson, founder of the NABD, tackle the subject of adding BHPH to a new-car dealership. Topics will include capitalization, inventory, deal structuring, collections and GPS and starter
interrupt devices, as well as advanced portfolio management strategies, including the sale of receivables. Additional charge of $49 for full-conference passholders.
Monday, September 26, 2011 5:00PM – 6:15PM No Shortcuts: Building a Sustainable Auto Franchise
Capital One Auto Finance’s Kevin Borgmann will share his analysis of industry trends and his vision for a successful franchise
in the new economy.
Tuesday, September 27, 20119:10AM – 10:10AM After the Storm: Rebuilding the Automotive Industry
John Gray of Experian Automotive will discuss how some dealers and lenders were able to prevail through the downturn
and make the most of the recovery.
Tuesday, September 27, 20112:00PM – 3:00PM The Future of Dealer-Assisted Financing
NADA’s 2011 chairman, Stephen Wade, will outline the association’s efforts on behalf of dealers and provide an up-to-date
report on the state of the industry.
Executive Leadership Program
Keynote Speakers
Register now at IndustrySummit.com or c
Without question, the most valuable event for F&I managers and directors, general managers — and some very smart dealer
principals I know — has become the F&I Conference in Las Vegas. The staff and sponsors have produced, without question,
the best single information venue in the industry. — George Angus, Team One Research and Training
Three of the most powerful conferences in automotive fi nance — the F&I Conference and Expo, Special Finance Conference and
Vehicle Service Contract Administrators Conference — will converge in September for the fi rst-ever Industry Summit!
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training, new contacts and a renewed energy for success!
r call 800-576-8788 today! Turn the page for the full F&I Conference and Expo agenda!
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Monday, September 264:30PM – 5:30PMThe State of Today’s Special Finance Industry, and the Numbers Behind ItSpeaker: Greg Goebel, Auto Dealer Monthly
6:15PM – 7:45PM Welcome Reception
Tuesday, September 278:00AM – 9:00AM Industry Summit Exhibit Hall OpenBreakfast served
9:00AM – 9:45AMWho’s Your Customer … Really? Does Your Inventory Match Your Customer Base? How to Find Out.Speaker: Greg Goebel, Auto Dealer Monthly
10:00AM – 10:45AMGM Financial Presentation
10:00AM – 11:15AMDealer Panel: Special Finance Marketing That Works! Moderator: Greg Goebel, Auto Dealer Monthly
11:30AM – 12:05PMChase Auto Finance Presentation
11:30AM – 12:15PMThe New Rules of Automotive MarketingSpeakers: Travis Miller and Jimmy Vee, Rich Dealers
12:30PM – 2:00PM Industry Summit Exhibit Hall OpenLunch served
1:45PM – 2:30PMCapital One Auto Finance Presentation
1:45PM – 3:00PMSpecial Finance Legal and Compliance ReviewSpeaker: Thomas B. Hudson, Esq., Hudson and Cook
3:15PM – 4:30PMDealer Panel: It’s All About the People: Staffi ng, Hiring, Paying and Training Your Department Moderator: Greg Goebel, Auto Dealer Monthly
3:15PM – 4:00PMCredit Improvement Solutions to Increase Sales Today and TomorrowSpeaker: Jim Longacre, ReCreditpair
4:45PM – 5:30PMLooking For Finance Companies? Interactive Discussion on Which Finance Companies are Hot and Who’s Not in the SF World.Speaker: Greg Goebel, Auto Dealer Monthly
5:30PM – 7:30PMReception in the Industry Summit Exhibit Hall
Wednesday, September 288:00AM – 9:00AM Industry Summit Exhibit Hall OpenBreakfast served
8:45AM – 10:15AMDealer Panel: Talking Them In: Keys to Making a BDC Work Moderator: Greg Goebel, Auto Dealer Monthly
9:00AM – 9:45AMYour Dealership’s Solution for Being Compliant and Profi table at the Same TimeSpeaker: John Palmer, Promax Unlimited
10:30AM – 11:15AMUsing Technology to Help Source Inventory for Your Special Finance DepartmentSpeaker: Greg Goebel, Auto Dealer Monthly
11:30AM – 12:15PM10 Low-Cost, Very Successful and Proven Tools to Generate More Leads, Traffi c and SalesSpeaker: John Palmer, Promax Unlimited
12:30PM – 2:00PM Industry Summit Exhibit Hall OpenLunch served
2:00PM – 2:45PMMaximizing F&I Gross Profi t With Proper Deal StructureSpeaker: Greg Goebel, Auto Dealer Monthly
4:00PM – 5:30PM Reception in Industry Summit Exhibit Hall
Special Finance Conference Agenda
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Wow!Special Finance Joins F&I Conference for the First Time!
F&I Conference aMonday, September 26, 20115:00PM – 6:15PM F&I Industry Awards andEvening Keynote Address:No Shortcuts: Building a Sustainable Auto FranchiseIn this presentation, Kevin Borgmann will share his perspective on the industry, analyze important future market and consumer trends that will shape the industry going forward and discuss the principles for building a sustainable franchise that will stand the test of time.Keynote Speaker: Kevin Borgmann, Capital One Auto Finance
6:15PM – 7:45PM Welcome ReceptionSponsored by
Tuesday, September 27, 2011 8:00AM – 9:00AM Industry Summit Exhibit Hall OpenBreakfast sponsored by
9:00AM – 9:10AM Welcome to Industry SummitPresenter: Gregory Arroyo, F&I and Showroom
9:10AM – 10:10AM Opening Keynote Address: After the Storm: Rebuilding the Automotive IndustryKeynote Speaker: John Gray, Experian AutomotiveSponsored by
10:15AM – 11:15AM Panel Session: The Idea Exchange: Trainers’ Best Practices for Sales and F&IJoin Kevin Jacobs and his panel of experts as they share their philosophies for success on the front end. Topics will include facilitating a sense of team spirit between sales and fi nance and how the new economy, Internet sales, Gen Y and the broadening role of general agents have changed their approach to this crucial facet of automotive retail. Moderator: Kevin Jacobs, Alaco EnterprisesPanelists: Bart Carpenter, GSFSGroup; Tony Dupaquier, American Financial & Automotive Services; Luis Garcia, Safe-Guard Products LLC; Heather Haynes, JM&A; Ronald J. Reahard, Reahard & Associates, Inc.
11:15AM – 11:30AM Networking Break Sponsored by
11:30AM – 12:30PM Workshop: 10 Habits of Highly Successful F&I ManagersAfter more than 15 years spent training many of the nation’s top-producing F&I managers and general agents, Gerry Gould is ready to deliver his compilation of the 10 practices that separate the best from the rest. From the basics of customer discourse to advanced techniques for selling products in the fi nance offi ce, the service drive and beyond, this workshop is a must-attend session for F&I managers who are driven to be the best in their fi eld.Presenter: Gerry Gould, United Development Systems
11:30AM – 12:30PMWorkshop: A Dealer’s Guide to Digital ComplianceThe Consumer Financial Protection Bureau assumed regulatory authority on July 21, with a slate of new regulations to follow. Dealers, F&I managers and general agents are invited to join attorney and compliance expert Jim Ganther to deconstruct the new rules and learn how technology providers are mobilizing to ensure that the processes followed in the fi nance offi ce continue to protect dealers and customers.Presenter: James Ganther, Mosaic Compliance Services
12:30PM – 2:00PM Industry Summit Exhibit Hall OpenLunch sponsored by
2:00PM – 2:50PM Afternoon Keynote Address: The Future of Dealer-Assisted FinancingUtah Dealer and NADA Chairman Stephen Wade was active in the recent struggle to restore and stabilize credit in the auto industry. Now he and NADA are working to ensure that regulators understand the value of dealer-assisted fi nancing. He will outline the association’s efforts and provide an up-to-date report on the state of the retail auto industry.Keynote Speaker: Stephen Wade, NADA
2:55PM – 4:05PMPanel Session: Executive PanelThe automotive fi nance industry is at a crossroads. Join F&I and Showroom’s Gregory Arroyo as he leads a no-holds-barred debate on the state of the industry. Topics to be covered include a loosening credit market, changing
car-buying habits and the trend toward direct-to-consumer product sales. Don’t miss this informative session featuring some of the industry’s top minds.Moderator: Gregory Arroyo, F&I and ShowroomPanelists: Stephen Amos, GSFSGroup; Jim Atkinson, AUL Administrators; Bob Corbin, IAS; Dave Duncan, Safe-Guard Products LLC; Kelly Price, National Automotive Experts; Charlie Robinson, The Warranty Group
3:05PM – 4:05PMWorkshop: Out With the Old: New-School Sales Training IdeasF&I and Showroom’s sales columnist is a tireless advocate of “new-school” training methods designed to meet the needs of today’s dealers and car buyers. Forward-thinking F&I professionals will leave this session armed with new strategies for profi table Internet sales as well as effective new word-tracks and a deep appreciation for the psychology of auto fi nance.Presenter: Cory L. Mosley, Mosley Training, LLC
3:05PM – 4:05PMWorkshop: Extraordinary F&I: Leaving Average BehindThe Law of Entropy tells us that any system will inevitably break down over time. This principle is hard at work in the fi nance offi ce, where F&I professionals’ energy levels and logical reasoning are worn away by the daily grind. Leading trainer Rick McCormick will share his secrets to personal motivation as well as practical steps to keep your energy levels high and your skills in check on every deal.Presenter: Rick McCormick, Automotive Financial Services
4:05PM – 4:30PM Networking Break Sponsored by
4:30PM – 5:30PMWorkshop: Best Practices for F&I Managers and General AgentsProductive F&I managers rarely do their work in a vacuum. Consistent performance in the fi nance offi ce requires strong partnerships with management, sales and service departments, fi nance sources and general agents. George Angus will lay out a plan for devising mutually benefi cial pay plans and a network of support to drive profi ts.Presenter: George Angus, Team One Research and Training
r call 800-576-8788 today! Turn the page for hotel and registration
information!
4:30PM – 5:30PMPanel Session: Captive Lenders RoundtableThe F&I Conference remains among the leading forums at which top lending executives meet to engage the dealers they serve. Join Marguerite Watanabe and her panel of auto fi nance heavyweights as they share their take on 2011 and look forward to the year ahead. Moderator: Marguerite Watanabe, Connections Insights
4:30PM – 5:30PMPanel Session: Mobilizing the Dealer ExperienceThe iPhone and other smartphone devices have revolutionized how marketers connect with consumers. Now, the insurance arms of several captives and aftermarket product providers are eyeing the iPad and the dormant tablet category it awoke to revolutionize the dealership experience. But does the mobile movement represent a lasting change, or just hype? Join Gregory Arroyo and his panel as they convene to fi nd the answer. Moderator: Gregory Arroyo, F&I and Showroom
5:30PM – 7:30PMReception in Industry Summit Exhibit HallSponsored by
Wednesday, September 28, 20118:00AM – 9:00AM Industry Summit Exhibit Hall OpenBreakfast sponsored by
9:00AM – 10:10AM Panel Session: F&I Managers RoundtableJoin F&I and Showroom’s own “Mad” Marv Eleazer as he convenes an all-star roster of some of the nation’s most successful F&I managers. They’ll be there to trade strategies for hanging paper, driving profi ts and maintaining high CSI scores in the new economy. Dealers, lending executives and general agents are invited to attend what promises to be one of the conference’s most popular and hard-hitting sessions.Moderator: Marv Eleazer, Langdale FordPanelists: Angelia Butts, Jenkins & Wynne; Chris Cochran, Haddad Motor Group; Joe Papa, Brown’s Ford of Johnstown; Kelly Wadlinger, Faulkner Nissan Inc.; Tom Wilson, McDonald Auto Group
10:15AM – 11:15AM Workshop: Creating Interest When the Customer Says ‘No’Objection handling is an indispensable skill for F&I managers, but how many “No” answers is too many? Veteran trainer Ron Reahard will share his strategy for pitching products and responding properly to questions, objections and rejections without frustrating customers.Presenter: Ronald J. Reahard, Reahard & Associates Inc.
10:15AM – 11:15AMWorkshop: How Did We Do? Update on the Dodd-Frank ActAs F&I and Showroom’s legal columnist and a leading dealer advocate, Michael Benoit has tracked the Dodd-Frank Act — and the resulting formation of the Consumer Financial Protection Bureau — since its inception. Dealers, F&I managers and general agents are invited to join Benoit for a concise but comprehensive review of the legislation and its near- and long-term effects on automotive retail and fi nance.Presenter: Michael A. Benoit, Hudson Cook LLP
11:15AM – 11:30AM Networking Break Sponsored by
11:30AM – 12:30PMWorkshop: Game Changers: 3 Can’t-Miss ClosesAmong leading trainer Luis Garcia’s keys to F&I success is ending every product presentation with an effective “close.” Dealers and agents will learn the secret to creating lifelong customers by securing their investment with the right fi nancing and products ranging from service contracts to key replacement.Presenter: Luis Garcia, Safe-Guard Products LLC
11:30AM – 12:30PMWorkshop: Marketing in the Digital AgeThe “gold rush” might be over, but online vehicle listing sites remain a key sales tool for most dealers. Leading trainer and industry forecaster Jim Ziegler will lay out a plan for where, when and how to take your inventory online — and determine whether the time and money you invest is paying off.Presenter: Jim Ziegler, Ziegler SuperSystems Inc.
12:30PM – 2:00PM Industry Summit Exhibit Hall OpenLunch sponsored by
2:00PM – 3:00PM Workshop: Lights, Camera, Action! Training With Video TechnologyMatt Nowicki wants dealers to invest in a single, inexpensive piece of technology that can serve as a training, compliance and employee-retention tool: a video camera. Learn how recording transactions in the fi nance offi ce can protect dealers from frivolous lawsuits and reward F&I managers who have worked hard to master the art of selling.Presenter: Matt Nowicki, IAS
2:00PM – 3:00PMWorkshop: Profi ts and Pitfalls: Joining the Social Media RevolutionIt’s not too late to establish a social media presence for your store, and this two-part workshop was designed to help F&I, sales and Internet managers get up to speed. In Part One, attendees will learn how to establish and maintain accounts on Facebook, Twitter and more, as well as dealer review sites. Part Two will focus on avoiding the legal traps inherent to viral marketing.Co-Presenters: David Johnson, Next Generation Dealer Services and Brian Casey, Locke Lord Bissell & Liddell LLP
3:05PM – 4:00PMWorkshop: Fixing the Desk at Your DealershipIn today’s market, there is simply no excuse for a disconnect between promises made to customers in the showroom and the reality they’ll face in the F&I offi ce. Veteran trainer John Vecchioni closes out the F&I Conference schedule with an unfl inching look at an issue that continues to divide dealerships. Attendees from both sides are invited to join the discussion, but be forewarned: There’s plenty of blame to go around.Presenter: John Vecchioni, United Car Care
4:00PM – 5:30PM Reception in Industry Summit Exhibit Hall Sponsored by
Full-Conference Pass (Dealer/Agent)Includes access to all F&I Conference,
Special Finance Conference and VSCAC educational sessions,
exhibit hall, meals and receptions
$695 $795
Industry Pass (Manufacturer/Supplier) Includes access to all F&I Conference,
Special Finance Conference and VSCAC educational sessions,
exhibit hall, meals and receptions
$745 $845
Spouse Pass Includes access to all meals and receptions $250 $350
Groups of fi ve or more from the same company are eligible for a discount! Call 800-576-8788 for details.
Welcome to the Las Vegas Hilton!3000 Paradise Road, Las Vegas, NV 89109Call 800-732-7117 by Sept. 2 to register at the special conference rate of $125/night!
Hotel Block Raffl e — Win Great Prizes!Don’t forget to book in the Industry Summit room block to be eligible for the Hotel Block Raffl e Drawings which will be announced during the conference! Only Industry Summit attendees registered and staying in the offi cial conference block at the Las Vegas Hilton are eligible to win.
F&I Dealer of the Year Awards!Sponsored by The most prestigious F&I accolade in the industry will be awarded when the program opens. Make sure you are present to witness your colleague receive this honor!
F&Idol Video Contest Awards Sponsored by Don’t miss the presentation of our contestants’ objection-handling training videos, judged by a panel of experts, and the announcement of the winners!
Welcome Reception Sponsored by Welcome to Las Vegas! Monday evening is your fi rst chance to catch up with friends you haven’t seen since last year!
Tuesday Reception Sponsored by Kick the night off right and join us for cocktails and hors d’oeuvres — and the chance to mingle with the F&I Dealer of the Year and F&Idol winners!
Lobby Lounge Sponsored by You can meet with friends or colleagues, sit down with your laptop or just take a moment to relax at CNA National’s Lobby Lounge. Open during show hours.
Internet Café Sponsored by You can catch up on work, check e-mail or print your boarding pass at Safe-Guard’s Internet Café. Open during show hours.
Martini LoungeSponsored by There’s no better place to enjoy a martini than Las Vegas. Let EFG provide you with a classic cocktail at their famous Martini Lounge!
Closing ReceptionSponsored by EAC provides you with an opportunity to fi nish up business at this reception. Tie up loose ends before you head out on the town or back home!
September 26-28, 2011 Las Vegas Hilton
www.IndustrySummit.com800-576-8788
Register by Aug. 26 to Save $100 on Your Full-Conference Pass!Produced by Bobit Business Media
Marv Eleazer is the fi nance manager at Langdale Ford in Valdosta, Ga. E-mail him at [email protected]
Don’t miss your chance to see “Mad” Marv in person as he leads a panel of top F&I professionals at the Industry Summit in September! Visit www.IndustrySummit.com for details.
Call On ‘Line 5’
Mad Marv
After hearing what one fi nance executive said about fi nancing back-end products, the magazine’s front-line columnist decides to delve into the root of the dreaded ‘Line 5’ call. By Marv Eleazer
FI0811madmarv.indd 52FI0811madmarv.indd 52 8/2/11 10:54:02 AM8/2/11 10:54:02 AM