F&I Think Tank

F&I Think Tank, Presented in Partnership with Ethical F&I Managers
Bayshore East
F&I Think Tank is a unique, preshow event created in partnership with Ethical F&I Managers, a 5,000-member Facebook group led by F&I and Showroom columnist “Mad” Marv Eleazer! 

Tuesday, May 3, 2016

8:00am

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9:00am

Breakfast

9:00am

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9:20am

Welcome Address
Presenter: Greg Arroyo, Auto Dealer Today and F&I and Showroom

9:20am

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9:55am

Keynote Address
Where We Are in the Evolution of F&I Best Practices

A complete run down of F&I best practices covering recruiting, training, motivating, systems & controls, management & support, products, and participation programs.
Keynote Speaker: Charlie Robinson, Resource Automotive - The Warranty Group

10:00am

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11:00am

F&I Top Guns
Top F&I producers in the nation will open their play books to reveal their secrets to success. Aside from learning about what makes them go, attendees will learn how these top-flight producers navigate common challenges and issues faced by today’s F&I manager. For F&I pros wanting to learn how to achieve and, more importantly, sustain top-flight F&I production, this is a session you can’t miss.
Moderator: Greg Arroyo, Auto Dealer Today and F&I and Showroom
Presenters: James Ballou, Dick Norris Buick GMC; Caz Cazaubo, BMW of Sarasota; Justin Gasman, McCaddon Cadillac Buick GMC

11:15am

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12:15pm

Entering the House of Happiness 
He’s the son of a former state senator who, during his younger days, shared the stage as a budding musician with fellow Minnesotans Prince and “The Hitmakers.” Greg Paul “GP” Anderson is the 2011 winner of F&I and Showroom’s F&Idol contest, and there’s no place he’d rather be than the “House of Happiness.” That’s the name he’s given to his F&I office at Park Rapids, Minn.-based Thielen Motors, where he averages three products per deal and every customer “leaves happy and completely satisfied.” Anderson is going to share how he’s changing the reputation of F&I through customer service and by giving back to the community and the local Indian reservations he serves.
Presenter: GP Anderson, Thielen Motors, Inc.

12:15pm

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1:30pm

Lunch and Keynote Address
Managing the Lender Function
One of the most daunting tasks a finance director faces is making sure every deal that should be approved is approved — and to make sure that deal is placed with the best possible lender. This session will focus on managing your lender spread, including captives. Learn how to get more marginal deals approved and how to drive, measure and benchmark profits from vehicle sales in the showroom and product sales in the business office. 
Keynote Speaker: Demitrios Lahiri, American Financial & Automotive Services, Inc. 

1:35pm

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2:30pm

Shark Tank
Four of the nation’s top F&I trainers will put their skills and industry know-how to the test during this special session. F&I pros in attendance will be able to pose their most frustrating customer objections, get advice on difficult job-related issues, and gain insights on what it takes to be a top producer. The featured trainers will also offer their opinions on compliance best practices, new F&I tools entering the market, and on what they think are the most effective closes and objection-handling techniques being employed in F&I offices today.
Moderator: Bob Harkins, American Guardian Warranty Services (AGWS)
Panelists: Luis Garcia, Avid Insurance; Gerry Gould, United Development Systems, Inc. (UDS); Rick McCormick, Reahard & Associates  

2:35pm

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3:30pm

Doing It Our Way: Women in F&I
Moderated by 2012 F&Idol winner Dina Wilson, the session will feature some of the top F&I producers in the nation that just happen to be female. Participants will share their stories of success and frustration in a male-dominate industry. They will also reveal the subtle differences in their product-moving customer approach and explain why they believe they’re the future of F&I.
Moderator: Dina Wilson, Timbrook Automotive Group
Panelists: Angela Barrett, Barrett Consulting Services Inc.; Teasha McMillion, W.T.F. LLC; Diane Uzelac, F&I Training and Development Specialist/Recruiter/Finance Manager

3:30pm

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4:00pm

Break

4:00pm

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4:55pm

Breaking Down the Walls
Incomplete or incorrect paperwork, poorly structured deals and bad F&I turnovers are the bane of F&I offices everywhere. Can these bad behaviors be corrected? What about the “us vs. them” mentality that divides most showrooms and F&I offices? Hear from an F&I pro who has figured out how to bring the two most critical departments in a dealership together to improve CSI and profitability.
Presenter: Jane Vaden Thacher, Vaden Automotive Group

5:00pm

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5:55pm

Busting Compliance Myths
Is having the base payment listed on the F&I menu a best practice or an actual requirement? What about the 300% rule? Get answers to those compliance questions and more, as the industry’s top compliance experts convene in this open forum-type setting to separate fact from fiction. They will also offer their compliance take on new closes and objection-handling techniques, as well as analyze common situations the laws governing F&I don't directly address.
Moderator: Bob Harkins, American Guardian Warranty Services (AGWS)
Panelists: Jim Ganther, Mosaic Compliance Services; Tom Hudson, Hudson Cook LLP; Steve Roennau, EFG Companies; David Robertson, Association of Finance & Insurance Professionals; Michael Tuno, ARMD Resource Group, LLC

6:00pm

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7:00pm

Think Tank
From techies to supposed consumer experts, just about everyone has a thought on what will drive cars sales and make F&I a happier place for consumers. But what do the individuals manning the box think? Be part of this open forum and hear from F&I pros on what they think will drive F&I product sales and profitability today and in the future. Attendees will be able to offer their best techniques for handling objections and closing customers, discuss new tools or process changes they successfully employ at their stores, and share the most effective training or trainers they offer at their stores.
Moderator: Bob Harkins, American Guardian Warranty Services (AGWS)
Panelists: Marv Eleazer, Langdale Ford Co.; Luis Garcia, Avid Insurance; Eric Judson, Ray Laks Honda

Last update: April 28, 2016

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Brought to you by the publishers of Auto Dealer Today and F&I and Showroom, Dealer Summit joins dealers and experts for three days of expert-level education on the industry’s most pressing topics.


Who should attend Dealer Summit?

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2016 Keynote & Featured Speakers

   

Lt. Col. Bruce Bright, U.S. Marine Corps (Ret.)
Chief Energy Officer
On Target Leading

Sponsored by

   

Greg Goebel
President and CEO
DealerStrong

       
   

Dave Robertson
Executive Director
Association of Finance & Insurance Professionals (AFIP)

       
   

Charlie Robinson
President and COO
Resource Automotive – The Warranty Group

       
   

Jim Ziegler
President and CEO
Ziegler SuperSystems 

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