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Monday, November 12
 

10:00am

Registration
Sponsors

Monday November 12, 2018 10:00am - Thursday November 15, 2018 4:00pm
Culturekeepers West

12:30pm

Conference Welcome
Monday November 12, 2018 12:30pm - 12:45pm
Trailblazers

12:45pm

The State of Cybersecurity, A Perspective Gained from Experience
Over the past year, Equifax, a global information solutions company, has been “heads down” focused on a number of key improvements in security. The goal is to increase visibility into all corners of its business, and develop deeper and more trusting relationships with business leaders, dealers and lenders. In this presentation, Chris will share his perspective on being part of the team implementing the company’s $200M+ investment in data security and core technology enhancements.

Takeaways:
  • Key lessons learned 
  • How it strengthened its enterprise risk-management framework
  • Engaged industry experts to assist in data security enhancements


Speakers
avatar for Chris Klingenspor

Chris Klingenspor

Senior Vice President, Global Security Risk, Equifax
Chris Klingenspor is an information technology and risk professional with more than 15 years of experience with large, multinational enterprises in the financial and technology industries. As the Head of Risk for Equifax’s Global Security organization, Klingenspor is responsible... Read More →


Monday November 12, 2018 12:45pm - 1:15pm
Trailblazers

1:30pm

How VIN Enhanced Build Data Delivers Precision and Insight to the U.S. Used-Vehicle Market
The industry as a whole has an issue with a lack of transparency regarding content on vehicles. The baseline for understanding a vehicle is limited to the VIN, which doesn’t include optional equipment and in many cases does not identify the trim level. The lack of transparency results in sub-optimal processes across the entire automotive ecosystem. VIN level build information can provide clarity to the vehicle valuation process. This presentation will highlight how build data, coupled with analytics, can provide insight and clarity by presenting specific use cases to get an idea of the game changing impact this data will have on all facets of the industry.

Speakers
avatar for Jonathan  Banks

Jonathan Banks

Vice President of Vehicle Valuations & Analytics, J.D. Power
Jonathan Banks is Vice President of Vehicle Valuations & Analytics at J.D. Power. Under Mr. Banks’ leadership, his market intelligence and analytical teams deliver accurate and timely residual values & used car and truck valuations for the automotive industry, financial institutions... Read More →


Monday November 12, 2018 1:30pm - 2:00pm
Rainmakers A

1:30pm

Optimizing Insurance Claims for You and Your Clients
Insurance claims impact all areas of the automobile business, including lenders, remarketers,  and auctions. Learn how all parties can work together to optimize recoveries on vehicles. 

Speakers
avatar for Jeff Anderson

Jeff Anderson

Senior Vice President of Relationship Development & Sales, van Wagenen Financial Services
Jeff Anderson, Senior Vice President of Sales & Relationship Development, joined van Wagenen in 2010. He has an extensive background in finance, insurance, and customer service having spent time with companies including The Hartford and State Farm Insurance. His expertise is in balancing... Read More →


Monday November 12, 2018 1:30pm - 2:00pm
Mapmakers

1:30pm

The Off-Lease Effect: CPO Industry Ripe for Continued Growth
Leading and award-winning CPO dealers and OEM certified sales leaders discuss the state of CPO sales today, where the industry is headed and how the certified sales process stands out.

Takeaways:
  • Where CPO values are headed
  • A window into the next wave of certified inventory
  • Insight into the behavior of today’s CPO customer

Moderators
avatar for Joe Overby

Joe Overby

Sr. Editor, Auto Remarketing
Joe Overby is the senior editor of Auto Remarekting and Auto Remarketing Canada and co-hosts the Auto Remarketing Podcast. He joined Auto Remarketing as a staff writer in 2007 and was promoted to Auto Remarketing editor in 2012, before taking on responsibility as senior editor of... Read More →

Speakers
avatar for Don Luke

Don Luke

Owner, Bill Luke Chrysler Jeep Dodge
Don Luke began working in the family business at the age of 13, progressed up the ladder to President and CEO of the Bill Luke Autos. Over the years he continued to expand the family business. In 2006, he opened a brand-new Chrysler, Jeep and Dodge dealership in Phoenix. Don has three... Read More →
avatar for Frank Pelligreen

Frank Pelligreen

Used Car Director, Larry H Miller Toyota Peoria
avatar for Eric Shoemaker

Eric Shoemaker

Pre-owned Director, Trophy Nissan
In 2004, Eric began working at Trophy Nissan as a summer intern while attending the University of Missouri, where he found his passion for automotive industry. Following graduation, he accepted a full-time Sales Position. From there, he became the Inventory Manager in 2008, advancing... Read More →
avatar for Basem Tartir

Basem Tartir

National Program Manager – Vehicle Retention & Remarketing, Mazda North American Operations
Basem served as the Program Manager at Mazda for Certified Pre-Owned until September 2018 where the CPO team posted record sales growth in 2017 and YTD 2018. Currently, Basem is the National Vehicle Retention & Remarketing manager out of Mazda’s HQ in Irvine, CA. He has 22 years... Read More →


Monday November 12, 2018 1:30pm - 2:00pm
Kierland 1

1:30pm

Collections Eats Strategy for Breakfast and Skips Lunch
A Fireside chat between Doug Ekizian, managing director for the consumer finance group at PwC and Bill Ploog, of WCP consulting. The discussion will be led by auto-finance industry veteran, Joel Kennedy.  Expert insight will cover relevant stats on origination volume, delinquency and vehicle values. Attendees will also be privy to discussion on key trends shaping the auto finance industry, and predictions on future loan performance.

Moderators
avatar for Joel Kennedy

Joel Kennedy

Director, Spinnaker Consulting Group
Joel Kennedy is a consumer finance executive, advisor, and consultant. He founded Pelican Resource Group, a sub-prime consumer automotive finance business, and successfully managed it through to its secondary phase of private equity backing as Pelican Auto Finance. Mr. Kennedy is... Read More →

Speakers
avatar for Doug Ekizian

Doug Ekizian

Managing Director, Consumer Finance Group, PwC
Doug is a Managing Director in the Consumer Finance Group within PwC’s Banking and Capital Markets practice, and a member of PwC’s automotive finance leadership team.He has a broad range of advisory experience helping clients solve complex business issues related to business strategy... Read More →
avatar for Bill Ploog

Bill Ploog

former EVP over Loan Servicing at Ally Financial and principal at WCP Consulting, Ally Financial, WCP Consulting
Bill Ploog brings to the table 33 years of automotive finance operations changes and improvements, including 22 years in executive positions, with 12 of those years in a private equity / IPO environment. His accomplishments are rare and extraordinary, having hundreds of millions of... Read More →


Monday November 12, 2018 1:30pm - 2:00pm
Pathfinders

1:30pm

The “Popcorn” Repossession Report
This session is about what’s "popping" on the collateral recovery business. This includes trends now and predictions covering the next 2-3 years, in an industry seeing more changes than it has seen in 50 years. This session will provide insights on the changeover from the federal CFPB to State Attorney General activity; and where recovery portals will be in the near future, including the pitfalls of these portals. It will also cover the new and improved recovery agent, as well as consumer complaints, where are they really focused and how to avoid them.

Takeaways:
  • Regulatory attitudes and direction at the state level
  • Identify the best key tipping points in using the best agents available
  • Insight on the relationship between collectors and repossessors

Speakers
avatar for Dave Kennedy

Dave Kennedy

President, American Recovery Association
Dave Kennedy is the President of The American Recovery Association (ARA) and the Chief Financial Officer of First Credit Resources Inc. (FCR) which he started in 1991 as a telephone collection agency. Over the last twenty- six years FCR has grown to become one of the largest repossession... Read More →


Monday November 12, 2018 1:30pm - 2:00pm
Tribal

2:15pm

2:30pm

Auto Fin Executive Roundtable: The Next Steps for the Industry
Auto Fin Con Opening Remarks
David Underdale, Allied Solutions

Auto Fin Executive Roundtable: The Next Steps for the Industry
The auto finance industry is moving in what seem like a hundred different directions, and new technology is contributing to its evolution on a daily basis. Join some of the auto finance industry’s greatest minds to explore important changes, compliance concerns, the next wave of fintech and more.

Takeaways:
  • Today’s top compliance concerns
  • The latest on fintech
  •  What is digital lending, and where is it headed?

Moderators
avatar for Anil Goyal

Anil Goyal

Executive Vice President, Operations, Black Book
Anil oversees an industry experienced team of editors and data scientists.  He is responsible for the editorial and analytic operations at Black Book for all market segments including Canadian market values.  He has a deep background in strategy and has held a number of senior positions... Read More →

Speakers
avatar for Chuck Jones

Chuck Jones

Head of National Indirect Lending, SunTrust Bank
Charles Jones is the Head of National Indirect Lending and leads the Dealer Financial Services Line of Business. This includes responsibility for helping auto dealers in twenty-one states and the District of Colombia with their retail indirect auto lending needs. In addition, he has... Read More →
avatar for Tammy Linkfield

Tammy Linkfield

Senior Vice President, Central Region, Ally Financial
Tammy Linkfield was named Senior Regional Vice President, overseeing the Central Region for Ally’s Auto Finance team, in spring of 2018. In this role, Tammy leads regional sales and dealer lending teams, promoting Ally's automotive products and services to over 4,000 auto dealers... Read More →
avatar for Andy Mayers

Andy Mayers

Lender Solutions Strategist, Cox Automotive
In his current role, Andy spearheads enterprise product strategy for lending partners across Cox Automotive. As the lending solutions strategist, he works with various Cox business units to identify product opportunities that will deliver enhanced value for lending partners, while... Read More →
avatar for Jim Money

Jim Money

President, AFC
As president of AFC, Jim Money directs the development and implementation of the company’s overall strategy and growth objectives, as well as corporate administration. Money brings more than 25 years of experience to his role as president. He previously served the company as chief... Read More →
avatar for Andrew Stuart

Andrew Stuart

President & CEO, TD Auto Finance
Andrew Stuart has been with TD since 2014. Prior to TD he spent 22 years with the Volkswagen Group in the US and Canada.  Most recently as President and CEO of VW Credit Inc., responsible for a US$25 B portfolio of retail, lease and commercial loan assets in the US and Canada. He... Read More →


Monday November 12, 2018 2:30pm - 3:00pm
Kierland 1

2:30pm

A Win-Win: Bringing Buyers and Sellers Together with Convenient Wholesale Solutions
Buyers and sellers in the auto remarketing industry have at least one thing in common: They each want hassle-free, convenient and intuitive tools to buy and sell their used vehicles quickly and profitably. In this interactive workshop, Doug Hadden, ADESA’s executive director of dealer consulting services, will discuss innovative ways to buy and sell used vehicles in the wholesale network — including in lane, dealer-to-dealer and online.

Takeaways:
  • Understand how to leverage the wholesale tools that bring buyers and sellers together, all while helping customers buy with confidence
  • Learn strategies on what channel to use and when
  • Discover how data is used to assist buyers and seller make great decisions

Speakers
avatar for Doug Hadden

Doug Hadden

Executive Director, Dealer Consulting Services, ADESA
Doug has been a speaker or panelist at almost every major industry event including, Digital Dealer, NABD, AIADA, NIADA, numerous 20 groups and state associations.Doug started his career in the industry as a lot porter and worked his way through every dealership department, holding... Read More →


Monday November 12, 2018 2:30pm - 3:00pm
Rainmakers B

2:30pm

Credit Based Marketing Innovations
The world is going digital, and that’s no different in the finance industry. Consumers are now using mobile phones to make payments, split the bill at restaurants, and monitor their bank accounts, so why should looking for credit be any different? Now, when looking for an auto loan or other credit opportunity, consumers want to shop for the right offer online, and compare rates instantly. This session will outline how to leverage new techniques, from mobile offers to omnichannel campaigns, that deliver the experiences consumers are looking for, while bringing credit marketing into the digital age.

Speakers
avatar for William Hope

William Hope

Director, Experian Automotive
Will Hope is Director, Field Sales for Experian Automotive. Focused on the Dealer Channel, he is responsible for a leading the sales organization across the entire Experian portfolio of solutions including risk mitigation, vehicle history, business intelligence, and marketing platforms... Read More →


Monday November 12, 2018 2:30pm - 3:00pm
Rainmakers C

2:30pm

Repo Report: Industry Trends and 2018 Update
The repossession industry continues to evolve with new technologies, heightened security and compliance requirements, and innovative tools to help perform recoveries more efficiently. This Repo Con workshop will take a deep dive into these trends — looking back at some of the biggest moves over the past year, and forecasting what’s to come.

Takeaways:
  • Walk away with a better understanding of the most significant repo trends, including what’s coming down the pike
  • Insight into what it will take to be successful in the industry moving forward

Speakers
avatar for Jessie  Herdrich

Jessie Herdrich

Vice President, Compliance & Operations,, PAR North America
Jessie Herdrich is Vice President, Compliance & Operations, PAR North America. In thisrole, Herdrich is responsible for expanding PAR’s compliance department and creatingproduct and service offerings that will help elevate PAR to be the industry complianceleader—all in a time... Read More →
avatar for John Sibbitt

John Sibbitt

VP Operations, PAR North America
John Sibbitt is Vice President, Operations, PAR North America. In this role, Sibbitt leads PAR’s Recovery and Skip departments and is charged with establishing consistent and efficient business processes to help take PAR Operations to a new level of effectiveness and value for its... Read More →


Monday November 12, 2018 2:30pm - 3:00pm
Pathfinders

2:30pm

Repossession Agent Compliance: Do’s and Don’ts
Unless you’ve experienced an external audit, you might not be prepared with the proper documentation and proof of compliance when it comes to your third-party vendors. Recovery agents, in particular, bring additional risk to your institution as they’re not only a liability risk, but a reputational risk, as well. This session will provide real-life examples to help you prioritize third-party vendor compliance efforts.

Takeaways:
  • Look at how technology is changing vendor management
  • Walk-through scenarios for proper agent compliance monitoring
  • Review real-life scenarios where recovery agents have caused liability and reputational risk

Speakers
avatar for Stamatis Ferarolis

Stamatis Ferarolis

CEO, RISC
RISC President, Stamatis Ferarolis is a graduate of the University of South Florida and has led many successful ventures, all related to the automotive industry. In addition to being president of RISC, he is also the founder and president of Asset Investigations and Recovery, Inc... Read More →


Monday November 12, 2018 2:30pm - 3:00pm
Tribal

3:00pm

Extended Networking Break
Monday November 12, 2018 3:00pm - 3:30pm
Hall of State

3:15pm

3:30pm

How Vehicle Info Informs Credit Risk Measures
In this presentation, we explore how vehicle choice can help predict probability of default, even after controlling for financial terms and borrower credit score. Our analysis suggests that vehicle information, including residual price forecasts, lifts the ability of traditional scores to classify borrowers from most likely to default to least likely. We will explore questions such as: Can vehicle information help assess the creditworthiness of borrowers? What vehicle types are associated with better credit performance? How economically significant is vehicle information?

Takeaways:
  • An understanding of how economics impact the performance of the auto finance industry under baseline forecasts and alternative scenarios
  • Leave with a greater understanding about how variables, such as household income, credit scores and even vehicle choice trends impact your businesses

Speakers
avatar for Tony Hughes

Tony Hughes

Managing Director, Moody's Analytics
Tony Hughes is a managing director in the Economic & Consumer Credit group at Moody’s Analytics. He is the head of a small group of high-caliber modelers, charged with identifying new business opportunities for the company. Prior to this appointment, he led the Consumer Credit Analytics... Read More →
avatar for Alex Lowy

Alex Lowy

Regional Account Associate, Moody's Analytics
Alex Lowy is a Regional Account Associate with Moody’s Analytics, focusing on the firm’s auto loss-forecasting solutions. Alex support clients using Moody’s Analytics residual value forecasting and credit loss models as well as scenario forecasting tools. Previously, Alex worked... Read More →


Monday November 12, 2018 3:30pm - 4:00pm
Rainmakers A

3:30pm

The Whole Story — How Alternative Data Can Give Insight to Consumer Risk
Traditional credit data is a valuable asset to give a snapshot of a borrowers’ historical payment performance and behaviors. However, despite its proven importance, it only tells part of the story. Consumers are not one-dimensional, and neither are their credit profiles. As such, auto applicants should not be viewed only through traditional credit data, but also alternative data. The use of alternative credit-data sources such as phone and cable TV payment histories are gaining greater acceptance among automotive lenders in deciding whether to finance a vehicle purchase. This is because these data sources add tremendous value, especially if you are moving from the prime to nonprime segments.

Takeaways:  
  • How the use of alternative data in conjunction with traditional credit data has helped more accurately assess risk on buyers with varied profiles, including prime and deep subprime, to help reduce write offs and improve efficiencies

Speakers
avatar for Peter Oburu

Peter Oburu

VP, Data & Analytics, Auto, Equifax
For the past seven years, Peter Oburu, Ph.D., has led Equifax’s Automotive Vertical Analytics division where he designs and manages the development of advanced innovative analytical solutions for customers. He provides sales, product and analytical expertise to the sales consulting... Read More →


Monday November 12, 2018 3:30pm - 4:00pm
Mapmakers

3:30pm

Liquidating Inventory Through Appraisal Tools and Digital Channels
Dealers are looking for easier, more affordable ways to appraise and liquidate wholesale inventory. The best way to save time and money is utilizing advancements in appraisal tools and digital marketplaces. Dealers can utilize digital tools to gain confidence in how they price wholesale inventory and then seamlessly list and sell that inventory across digital marketplaces. Come to this session, and walk away with real opportunities to make inventory transactions anytime, anywhere, allowing you to maximize wholesale returns and spend more time on retailing cars.

Takeaways:
  • How to more quickly and efficiently appraise wholesale inventory
  • Taking advantage of advancements in digital marketplaces
  • Utilizing hosted physical auction events to drive engagement, minimize costs and increase returns

Speakers
avatar for Derek  Hansen

Derek Hansen

Vice President, Offsite Solutions, Manheim
Derek Hansen is vice president of Digital Inventory Solutions for Manheim. He leads all of the company’s digital efforts, including OVE.com and Simulcast, and is responsible for setting the company’s long-term plan in the ever-evolving digital space. He works closely with teams... Read More →


Monday November 12, 2018 3:30pm - 4:00pm
Rainmakers C

3:30pm

Trade-in Fraud — How to Protect Your Dealership
There is a new kind of fraud being perpetrated on auto dealerships, banks and businesses that acquire used-vehicle inventory. In response, protocols have been implemented by some automotive businesses and dealerships to prevent future instances, but many dealerships remain unaware and vulnerable to this fraud. This session explains the fraud and is a call to action for new safeguards that need to be developed.

Takeaways:
  • Awareness of a new kind of fraud being perpetrated on auto dealerships, banks and any business that acquires used vehicle inventory as of late 2017
  • Insight on new protocols that can be implemented at the dealership to prevent future instances of this new fraud
  • An outline of new safeguards that need to be developed

Speakers
avatar for Mark  Maida

Mark Maida

Founder/CEO, AutoBuy
Mark Maida is CEO and Founder of AutoBuy, a bricks and clicks automotive company offering auto retailers and auction houses a marketplace of fresh, high-quality used vehicles - and consumers a speedy, convenient, safe, and hassle-free way to sell their vehicles for the maximum market... Read More →


Monday November 12, 2018 3:30pm - 4:00pm
Rainmakers B

3:30pm

Not Just Forwarders: The Evolving Role of National Recovery Vendor Management Firms
Even though there have been dramatic changes at the Consumer Financial Protection Bureau during the past year, compliance remains a crucial part of vehicle repossession. Compliance and other standardization processes will be among the topics touched on by our panel of executives from some of the leading forwarding companies that work closely with both finance companies and repossession agencies.

Takeaways:
  • Where compliance stands after CFPB changes
  • Insight on the importance and state of standardization
  • Value-added benefits of the “forwarder” role in optimizing national loss recovery

Moderators
avatar for Jeffrey Marsh

Jeffrey Marsh

CMO, Millennium Capital & Recovery Corp.
Jeffrey Marsh is Chief Managing Officer and Executive Vice President of Millennium Capital and Recovery Corporation. Former president of the World Reserve Monetary Exchange, and a business executive with expertise in cultivating long-term customer relationships to drive value, Jeff... Read More →

Speakers
avatar for Jose  Delgado

Jose Delgado

Senior Vice President, Sales & Business Development, PAR North America
Jose Delgado is Senior Vice President, Sales and Business Development, PAR North America. In this role, Delgado drives PAR’s aggressive strategy and business plan, focusing on client relations while working on new products and services to bring enhanced value to PAR’s customers... Read More →
avatar for Terry Groves

Terry Groves

Co-Founder, Consolidated Asset Recovery Systems
Terry Groves is the co-founder and SVP of Sales for Consolidated Asset Recovery Systems.He is recognized in the industry as a thought leader and visionary. He has over 15 years in the Repossession and Remarketing industry, with prior experience in supply chain management and supplier... Read More →
avatar for Jose Mendiola

Jose Mendiola

President, ALS Resolvion
Jose Mendiola is CEO and President of American Lending Solutions Corp (ALS) an industry leader of national recovery management solutions for auto lenders some of which are the top automotive lenders in the U.S. Prior to help form ALS, Jose spent 15 years as a member of a regional... Read More →
avatar for Scott Peters

Scott Peters

President/CEO, Primeritus Financial Services, Inc.
Scott Peters is the President and Chief Executive Officer of Primeritus Financial Services (PFS) and has led PFS to record quality, revenue, earnings, and industry leadership.  Scott has also been the President and CEO of four other highly successful private-equity-owned companies... Read More →
avatar for Claudia Plascencia

Claudia Plascencia

Senior Vice President, Del Mar Recovery Solutions
Claudia Plascencia currently serves as Senior Vice President of Del Mar Recovery Solutions. Claudia manages the Business Development, Strategic Alliances, Marketing and Client and Service Satisfaction. She is a recognized leader in the industry with an established reputation for providing... Read More →


Monday November 12, 2018 3:30pm - 4:00pm
Kierland 1

4:15pm

Executive Suite: The View from the Top
Join this C-Suite panel to hear the perspective of auto leaders on some of today’s biggest trends making an impact on the used-car industry and beyond.

Moderators
avatar for Bill Zadeits

Bill Zadeits

Conference Chair, Used Car Week
Bill Zadeits is president of Cherokee Media Group (CMG) and a partner with the parent company, S&A Cherokee. CMG titles include: Auto Remarketing, Auto Fin Journal, SubPrime Auto Finance News/BHPH Report, Auto Remarketing Canada and the digital media and event properties associated... Read More →

Speakers
avatar for Becca Polak

Becca Polak

President/Chief Legal Officer & Secretary, TradeRev/KAR Auction Services
Becca Polak is chief legal officer and secretary of KAR Auction Services, Inc. and President of TradeRev. As chief legal officer, Polak oversees strategic legal and business planning, the handling of litigation as well as mergers and acquisitions. As president of TradeRev, Polak focuses... Read More →
avatar for Rick Ricart

Rick Ricart

EVP / Dealer, Ricart Automotive Group
Rick Ricart is the Vice President and Director of Sales & Marketing of Ricart Automotive Group, in Columbus, Ohio. Ricart Ford was founded in July 1953, by his grandfather, Paul Ricart Sr. It was his grandfather’s philosophy that to lead, you must work alongside the employees first... Read More →
avatar for Fredrick Stanfield

Fredrick Stanfield

Interim Senior Vice President of Assurance and Reconditioning, Cox Automotive Inventory Solutions
Fredrick Stanfield is interim senior vice president of Assurance and Reconditioning for Cox Automotive Inventory Solutions, where he leads efforts to deliver innovative end-to-end reconditioning and assurance solutions and a high level of client service. An industry veteran with two... Read More →
avatar for Mike Stanton

Mike Stanton

Senior Vice President/COO, NADA
Mike Stanton serves as NADA’s Senior Vice President and Chief Operating Officer, working across the organization on strategic and operational issues, as well as development of new business opportunities.  Mr. Stanton also oversees IT, Economics and Data Analytics and Affinity Programs.Mr... Read More →

Sponsors
avatar for Ally

Ally

Ally Financial Inc. is a leading digital financial services company offering award-winning online banking, rewarding credit and lending experiences, unmatched auto financing products and services and a growing wealth management and brokerage platform. Ally's legacy dates back to 1919... Read More →


Monday November 12, 2018 4:15pm - 5:00pm
Trailblazers

5:00pm

Opening Night Reception
Sponsors

Monday November 12, 2018 5:00pm - 7:00pm
Kierland (Expo Hall)
 
Tuesday, November 13
 

7:30am

8:30am

Mitigating Dealer Fraud and Minimizing Risk
Professionals should attend this session to protect their collateral and investment. Dunham Biles will explore how easy it is for dealers to defraud lenders, and how to mitigate the risk and solutions that eliminate certain risks. Attendees will hear real-life stories on lenders being defrauded and how the fraudulent transactions could have been prevented via short-term solutions. Dunham will propose a long-term, efficient solution that involves the coordination between all finance lenders, including floor plan lenders, consumer lenders and commercial lenders.

Takeaways:
  • Provide real-life examples of dealer fraud and finance lenders
  • The short-term solutions to mitigate the risk of a fraudulent transfer
  • A long-term and efficient solution that combines lender coordination and new technologies to prevent the dealer fraud while reducing the time from the point of sale to the dealer receiving funding

Speakers
avatar for Dunham Biles

Dunham Biles

Partner, Fox Rothschild, LLP
Dunham Biles is a Litigation Partner in the Dallas office of Fox Rothschild LLP, a full-service, AmLaw 100 law firm with 21 offices coast-to-coast. He is well-versed in many areas of business litigation and he primarily focuses on two practices: (1) enforcing the rights of secured... Read More →


Tuesday November 13, 2018 8:30am - 9:00am
Mapmakers

8:30am

Using Analytics to Grow Confidently in New Markets
Auto finance companies are struggling to expand operations outside of their traditional footprint due to variables including business model (direct vs. indirect), dealer relationships, deteriorating model performance due to lack of data coverage and regional variances in demographic and economic characteristics. This presentation will highlight the benefits of alternative data in portfolio expansion — particularly in new and unfamiliar markets. We will share case studies from the field and our perspective on best practices.

Takeaways:
  • Confidence in the underwriting decisions they make as they think about expansion
  • The latest data and modeling techniques that are being used by both sophisticated startups and large financial institutions

Speakers
avatar for Solomon Semere

Solomon Semere

Director, Market Planning, LexisNexis
Solomon Semere is a director of market planning at LexisNexis Risk Solutions. His role focuses on developing and executing the market strategy for the credit risk decisioning and marketing group, which includes the RiskView, FICO Score XD, and Profile Booster products. Prior to joining... Read More →


Tuesday November 13, 2018 8:30am - 9:00am
Rainmakers A

8:30am

CPO Industry Health Update
This session leverages J.D. Power’s CPO performance data, market trends and customer survey responses, as well as CPO awareness, pricing, and more from NADAguides.com to provide a broad-based assessment of the current state of CPO.

Takeaway:
  • An understanding of the state of CPO, including customer perception hurdles and opportunities

Speakers
avatar for Jonathan  Banks

Jonathan Banks

Vice President of Vehicle Valuations & Analytics, J.D. Power
Jonathan Banks is Vice President of Vehicle Valuations & Analytics at J.D. Power. Under Mr. Banks’ leadership, his market intelligence and analytical teams deliver accurate and timely residual values & used car and truck valuations for the automotive industry, financial institutions... Read More →
avatar for Andrew Stowe

Andrew Stowe

Senior Director, Vehicle Valuations, J.D. Power
Andrew Stowe joined J.D. Power in 2018 as Senior Director Vehicle Valuations and works with clients to identify and address opportunities to support residual values through effective used car management. He has nearly two decades of automotive experience with global luxury leaders... Read More →


Tuesday November 13, 2018 8:30am - 9:00am
Kierland 1

8:30am

Overstaffed and Delinquencies Still Too High? A Strategic Workflow Management Workshop
What happens when throwing bodies at collections and recovery challenges still ends up in too many delinquencies? It’s a question many lenders face, and Alex “Skip Guru” Price, Director of Client Services at DRN, hears the stories and sees the numbers every day as he works with lenders to improve strategic workflow management to reduce delinquencies and increase recovery rates.

In this interactive workshop, get tested advice, strategies, and techniques from Alex as he takes you through examples faced by lenders like you. Get the answers you need to address employee inefficiencies, and make sure that your team is leveraging data and analytics effectively to bring those delinquencies down.

Speakers
avatar for Alex Price

Alex Price

Director of Risk Solutions, DRN
Alex Price, better known as the “Skip Guru,” is director of risk solutions at Digital Recognition Network (DRN). Price is a nationally recognized expert on the art of skip-tracing and locating difficult to find debtors and collateral. He is the author of Skip Tracers National... Read More →


Tuesday November 13, 2018 8:30am - 9:00am
Tribal

8:30am

Success Through Triage and Segmentation
Repossession information is generally siloed and not shared with remarketers. Repo data, photos and condition reports at the time of repossession allow for critical decisions to be made regarding the disposition of the vehicle. With the average age of financed vehicles at record highs, there is a sustained and competitive market for end-of-life vehicles that is substantially eroded by not segmenting early. Artificial Intelligence isn't an automatic fix; we need to be asking the right questions of our data. Any organization reluctant to share their data and discoveries is going to be stuck behind the collective intelligence of the crowd.

Moderators
avatar for Jeff Blackwell

Jeff Blackwell

Executive Vice President, Select Remarketing Group
Jeff Blackwell is Executive Vice President of Select Remarketing Group LLC, the remarketing arm for an international network of sub-prime auto finance companies. He has over 18 years of experience in the automotive industry, specializing in finance and remarketing. Jeff leads a diverse... Read More →

Speakers
avatar for Michael Bor

Michael Bor

Founder & CEO, Car Lotz
Michael Bor is the CEO of CarLotz and has over a decade of experience in automotive retail, automotive remarketing and the financial services industry working with entrepreneurial companies going through transition. Prior to founding CarLotz, Michael co-ran the Transportation & Logistics... Read More →
avatar for Cort DeHart

Cort DeHart

President, MBSi Corp.
As the President of MBSi, Cort develops company strategy and leads the team to effectively utilize existing and new technologies that deliver efficiencies for MBSi’s clients as it relates to collections and recovery. DeHart began working in the industry in 2000, as a partner in... Read More →
avatar for Joe Hearn

Joe Hearn

President, CEO, Advanced Remarketing Services, Inc
Entrepreneur and Business Owner. Company focus is recycling end of life automobiles. We work closely with non profits and have raised over $85 million for charities through car donation programs. Talk to me about starting a company, blending social mission with business clients, technology... Read More →


Tuesday November 13, 2018 8:30am - 9:00am
Pathfinders

9:15am

Adapting to an Electronic Ecosystem: From Credit to Contract Execution, Supporting the Digital Consumer
The digital age is upon us with consumer expectations for sales processes that fit their needs and schedules at an all-time high. The customer journey is now beginning online, and the ability to provide a digital sales process is the new standard. Consumers are shopping for vehicles, calculating payments, applying for financing, reviewing documents, and fully executing finance and lease contracts from mobile devices at any location they choose. Learn more about the latest functionalities that support this consumer behavior, the efficiencies it creates for your process, and how critical compliance checkpoints are built-in along the way.

Takeaways:
  • Understand the data trends indicating the shift in consumer behavior
  • Learn how to create your unique, digital consumer experience
  • Automating compliance requirements within your digital workflow

Speakers
avatar for Jeff Belanger

Jeff Belanger

Senior Vice President, Business Development, RouteOne
Jeff Belanger is the Senior Vice President of Business Development for RouteOne, a joint venture created by Ally Financial, Ford Motor Credit, TD Auto Finance, and Toyota Financial Services. He is responsible for ensuring a best in class customer service experience for all RouteOne’s... Read More →


Tuesday November 13, 2018 9:15am - 9:45am
Rainmakers A

9:15am

Lenders and F&I Products: Guide to Improving Profitability and Compliance
Today, more than 150 million  F&I products sold by dealerships, purchased by consumers and funded by auto lenders are in-force. More than 30 million of these products are cancelled each year due to early termination of the finance agreement. Federal and state regulators have intensified their examination of auto lending practices relating to F&I products. Several public cases have shown the reputational risk faced by lenders when F&I product cancellation refunds to consumers are not handled properly. A successful approach requires that lenders, dealerships and F&I product providers work together to improve their internal processes and technology tools for the benefit of their mutual consumer customers.

Takeaways: 
  • Best practices used by lenders to increase and accelerate recoveries of F&I product cancellation refunds
  • Examples of industry-wide collaboration between lenders, F&I product providers and dealerships
  • Steps that lenders are taking to strengthen their compliance programs relative to F&I products

Speakers
avatar for Rich  Apicella

Rich Apicella

Executive Vice President, F&I Express
Rich brings more than 30 years of automotive and financial services leadership experience to the F&I Express team. As Executive Vice President and General Manager of Express Recoveries, Rich was instrumental in bringing to market an industry-first solution linking auto lenders, dealerships... Read More →


Tuesday November 13, 2018 9:15am - 9:45am
Mapmakers

9:15am

Make Money & Sell More Vehicles with New Mobility
There is plenty of “buzz” in the industry about subscription services, car sharing and ride sharing, but very few specifics on the details on these services, what programs are open for independent dealers, what volume can be expected and most importantly, what services can be implemented quickly and efficiently, with low costs for a substantial contribution to your bottom line. This workshop will present a detailed game plan for operating a new Shared Mobility service business in your dealership with new mobility partners, creating immediate revenue and profit, which also generates increased floor traffic and vehicle sales.

Takeaways:
  • The latest projected explosive growth forecast in revenue, market capitalization and new vehicle sales and service requirements for Mobility-as-a-Service providers
  • Info on various “Shared Mobility” emerging business models that dealers are currently exploring, including subscription and car sharing services
  • Identify the specific ways in which early adopter NIADA member retailers are right now profitably adapting subscription and car sharing type enterprises within their current businesses with new mobility partners, with success in both retaining current customers who are attracted to these offerings, and in acquiring new customers looking for these services
  • Define the top 5 action items automotive retailers must take to successfully integrate a highly profitable Mobility-as-a-Service or subscription model into their business plan
  • The top 3 steps dealers should take when leaving the session to prepare for this new evolution in the auto industry

Speakers
avatar for Scott Lilja

Scott Lilja

Senior Vice President, NIADA Member Services
Scott Lilja, currently Senior Vice President of NIADA Member Services and a 25 year highly accomplished leader in the automotive industry. With experience in the automotive aftermarket, retail, and wholesale distribution markets. He has worked closely with NIADA throughout his tenure... Read More →
avatar for Kunal Malhotra

Kunal Malhotra

VP Product Development and Innovation, Assurant
Kunal Malhotra leads the Shared/on-demand economy practice at Assurant. Over the past 5 years, his team has developed numerous insurance programs that support shared mobility businesses. Over this time, his team has gained significant experience in this business and continue to innovate... Read More →
avatar for John Possumato

John Possumato

Founder/CEO, DriveItAway
John F. Possumato, an attorney and former franchise automotive retailer, is in the forefront of the Mobility as a Service (Subscriptions, Car Sharing, Ride Sharing) industry. He is recognized both by Silicon Valley venture capital firms and automotive retailers as a consulting resource... Read More →


Tuesday November 13, 2018 9:15am - 9:45am
Rainmakers B

9:15am

The Top Ten DON'Ts of Used Car Inventory Management
In this session, Jasen Rice from Lotpop will go over the Top 10 Don'ts in Used car inventory management. Things like, "Don't increase the pricing of fresh inventory to try to make up for losses on aged cars". You will not only understand some of the Don'ts, but also get an understanding on how to overcome then to be a more profitable dealer. These changes in mindset have just recently helped one of the largest franchise dealerships out there have a record used-car month with $2 million less spent in inventory dollars.

Speakers
avatar for Jasen Rice

Jasen Rice

LotPop


Tuesday November 13, 2018 9:15am - 9:45am
Rainmakers C

9:15am

How AI and The 4 ACES (Autonomous, Connectivity, Electrification, and Sharing) are Transforming the Recovery Industry
Technology is transforming the recovery industry in all aspects. Meeting the stricter 3rd and 4th party vendor management oversight expectations is more challenging than ever – especially while trying to achieve higher recovery rates and reducing losses. Part 1 of this session will focus on how lenders, whether they use the direct model or national model, can successfully gain control and visibility of all the providers in their network at all levels, while standardizing the vetting, due diligence, complaint management, and scorecarding of those vendors. Part 2 discusses how today’s cutting-edge technology and the 4 ACES [Automation, Connectivity, Electrification and Sharing] will transform the recovery industry in all ways.

Takeaways:
  • Ensuring 3rd and 4th party vendor transparency while maximizing loss recovery
  • Standardizing the vetting, due diligence, complaint management and scorecarding of vendors
  • Meet demanding regulatory requirements for 3rd and 4th party vendors in loss recovery
  • How AI and the 4 ACES [Autonomous, Connectivity, Electrification, and Sharing] are transforming the recovery industry

Moderators
avatar for Jeffrey Marsh

Jeffrey Marsh

CMO, Millennium Capital & Recovery Corp.
Jeffrey Marsh is Chief Managing Officer and Executive Vice President of Millennium Capital and Recovery Corporation. Former president of the World Reserve Monetary Exchange, and a business executive with expertise in cultivating long-term customer relationships to drive value, Jeff... Read More →

Speakers
avatar for Gavin MacCarthy

Gavin MacCarthy

Founding Partner, VendorRisk
Gavin Mac Carthy is one of the founding partners of the award-winning web consultancy Skeey Interactive LLC. With nearly 20 years of web design and development experience, he has worked with companies across a variety of industries including brands like Universal Music, Discovery... Read More →
avatar for Luke Rogers

Luke Rogers

Senior Manager, McKinsey
Luke is a senior manager at McKinsey where he specializes in developing research around the future of automotive retail and emerging trends that will impact the automotive industry. He mainly serves clients in the automotive industry in developing a perspective on their future customer... Read More →
avatar for Scott Wilson

Scott Wilson

Chief Operating Officer, Millennium Capital and Recovery Corporation
Scott Wilson is Chief Operating Officer and Senior Vice President at Millennium Capital and Recovery Corporation, which is a recent recipient of the Kaizen Award from Toyota Financial Services. Scott is responsible for Millennium’s development of Millennium’s suite of proprietary... Read More →


Tuesday November 13, 2018 9:15am - 9:45am
Kierland 1

10:00am

Fintech Evolution & Innovative Trends in Digital Lending
Pervasive technology innovation is unstoppable and no longer linear. The pace of change is not only accelerating, but the destination ultimately will have a profound impact on consumer behavior and how transportation services are delivered. The desired user experience will eventually prevail, and the opportunity is ripe with a notoriously less-than-satisfying buying experience in a very large market.
The technology gap starts with behavioral change, having the right people, process, and channel expertise. Today’s digital solution isn’t a patch or legacy systems’ augmentation, and it won’t be successful unless its adopted by those responsible for the business throughout the leadership and operational levels.

Takeaways: 
  • Consumers want a better buying experience, have more choices, and want to complete more of the process online
  • Providing the user experience your customers are looking for is not just about technology
  • Overwhelming constraints of integration challenges, homogeneous systems supporting multiple specialized user experiences, and entrenched loyalties determine what the future holds for banks enabling a great user experience

Speakers
avatar for Jim  Landy

Jim Landy

Founder/CEO, SpringboardAuto
30 year history in automotive financing. Experienced in prime, subprime, leasing, indirect lending, online direct-to-consumer lending, dealer purchase and aprivate-seller purchase transactions, securitization, building teams, technology, and management systems. Founded 3 auto financing... Read More →


Tuesday November 13, 2018 10:00am - 10:30am
Kierland 1

10:00am

Driving Automotive Retail Sales and Profits Through the Service Department
Learn how to drive both fixed and variable profits together as partners instead of competitors! Service records are the second most requested history element consumers are looking for. You can drive more sales and higher grosses using service history to add value. Did you know a regular servicing customer is over 80% likely to return to the servicing dealer to buy their next vehicle? Driving customers to your service department ultimately drives them back to your sales department!

Takeaways:
  • Find out how to form a stronger partnership at your store between service and sales
  • Learn how to drive service retention and ultimately how service retention creates repeat buyers
  • How to drive up the retail value of your inventory with today’s buyer
  • Hear the best way to find the buyers in today’s sea of online traffic

Moderators
avatar for Robert Grill

Robert Grill

Senior Partner Development Manager, Carfax
I got my start in the automotive retail industry on January 1, 1986 at Case Chrysler/Plymouth in Hamburg NY. In 1993, I made the move to AutoNation where I started as a car salesman. Over the years experiences as a new and used car sales manager, F&I Manager, General Sales Manager... Read More →

Speakers
avatar for Daymond Decker

Daymond Decker

Vice President of Product Marketing, TeamVelocity
Vice President of Product Marketing for Team Velocity, Daymond Decker is an industry veteran in Sales/Fixed Operations and Marketing. With a strong 25 year background in defining, developing, designing and delivering Digital and Mobile Technologies, Daymond has extensive experience... Read More →
avatar for Chris Freiwald

Chris Freiwald

Fixed Operations Director, Right Honda
Fixed Operations Director for Right Honda, Chris Freiwald began his career in the Automotive Industry 13 years ago. He currently oversees a nationally recognized, top performing service department at one of the nation’s highest volume Honda stores. Chris has extensive knowledge... Read More →
avatar for Jim Roche

Jim Roche

Vice President of Marketing & Managed Services, Cox Automotive's Xtime
As Vice President of Marketing & Managed Services for Cox Automotive’s Xtime, Jim Roche is a subject matter expert in Fixed Operations, with over 30 years of automotive high-tech experience. Over the course of his career, Jim has visited over 2,000 dealerships, providing his expertise... Read More →


Tuesday November 13, 2018 10:00am - 10:30am
Rainmakers B

10:00am

There's no Such Thing as a CPO Shopper: Dissecting CPO Shopping Audiences and Trends
Through analyzing a number of proprietary data sources, Cars.com discovered that there is no such thing as a CPO shopper; there are four, each with very distinct outlooks and needs. In this segment, presenters will discuss their findings, including audience breakdown and supporting points, and investigate potential methods for engaging these audiences to build CPO awareness, engagement, and actions.

Speakers
avatar for Brad McKay

Brad McKay

Senior Product Manager, Cars.com
Brad McKay is a senior product marketing manager at Cars.com, where he works to bolster the CPO efforts of clients and strengthen product offerings for consumer utilization. In his eight years in digital marketing, he has managed campaigns, from concept and implementation to management... Read More →
avatar for Viraj Patel

Viraj Patel

Principle Product Manager, Cars.com
Viraj Patel is a principal product manager at Cars.com.  He developed automotive retail expertise while assuming multiple roles in operations, consulting, and product management at CDK Global for more than 12 years. There, he was responsible for multiple products in automotive retail... Read More →


Tuesday November 13, 2018 10:00am - 10:30am
Rainmakers C

10:00am

Leveraging a National Forwarder to the Lenders Benefit — 6 Ways to Enhance Recovery Scope and Compliance
Even with more tools available, sometimes finding your customers and collateral is challenging. Each day that ticks away not knowing the whereabouts of either deteriorates your recovery potential and impacts your company’s bottom line. We’ll discuss not only the latest technologies, but also proven strategies that could generate improvements quickly.
Takeaways:
  • Technological advantages
  • Working in sync with your forwarder
  • Using internal systems
  • National DRN
  • Automation and technology
  • Skip tracing

Speakers
avatar for Josh Elias

Josh Elias

President and CEO, Del Mar Recovery Solutions
Josh oversees the organization with responsibility for the overall performance and strategic direction of the company. Being in the finance industry for 21 years, specializing in skiptracing, collections, recovery, repossession, remarketing and call center management. He founded Del... Read More →
avatar for Claudia Plascencia

Claudia Plascencia

Senior Vice President, Del Mar Recovery Solutions
Claudia Plascencia currently serves as Senior Vice President of Del Mar Recovery Solutions. Claudia manages the Business Development, Strategic Alliances, Marketing and Client and Service Satisfaction. She is a recognized leader in the industry with an established reputation for providing... Read More →


Tuesday November 13, 2018 10:00am - 10:30am
Tribal

10:00am

MBSi Lender Panel
Join MBSi as we dive into critical recovery processes, challenges and successes with top auto lenders. Topics on the agenda include avoiding disparate treatment for personal property, complaint management, and best practices for vendor management.

Moderators
avatar for Cort DeHart

Cort DeHart

President, MBSi Corp.
As the President of MBSi, Cort develops company strategy and leads the team to effectively utilize existing and new technologies that deliver efficiencies for MBSi’s clients as it relates to collections and recovery. DeHart began working in the industry in 2000, as a partner in... Read More →

Speakers
avatar for Jessie  Herdrich

Jessie Herdrich

Vice President, Compliance & Operations,, PAR North America
Jessie Herdrich is Vice President, Compliance & Operations, PAR North America. In thisrole, Herdrich is responsible for expanding PAR’s compliance department and creatingproduct and service offerings that will help elevate PAR to be the industry complianceleader—all in a time... Read More →
avatar for Mark Mooney

Mark Mooney

VP of Loss Mitigation, Exeter Finance
Mark Mooney, serves as VP of Loss Mitigation at Exeter Finance. With over 22 years of experience in the Insurance industry, Mark has a wealth of knowledge related to Loss Mitigation, Collection Strategies, Skip Tracing, Repossession, Post Charge off Recovery, Bankruptcy, Insurance... Read More →
avatar for Sam Van Scoyoc

Sam Van Scoyoc

Vice President of Client Services, MBSi
With over 25 years in the Automotive Finance Industry, Sam is focused on delivering positive results, providing highly engaged support and partnering with clients to deploy software that improves their business. His experience working at financial institutions such as First America... Read More →
avatar for Karen Townsend

Karen Townsend

Loss Mitigation Program Manager, SWBC
Karen Townsend is the Director of Product Sales for SWBC and brings with her an extensive history in the auto finance industry, specifically within the repossession and remarketing arena. She has led operational teams at a senior level and has also been on the sales side of the house... Read More →
avatar for Danny Valdes

Danny Valdes

AVP Operations, Ally Financial
Danny Valdes has 15 years of collection experience nine years of vendor management experience. He is responsible for compliance and regulatory areas within the company. Valdes manages vendor relations and develops targets and strategies. He also works with repossessions and skip tracing... Read More →


Tuesday November 13, 2018 10:00am - 10:30am
Pathfinders

10:30am

11:00am

11:15am

Why Cyber Criminals are Targeting Banks, Dealerships and Auto Finance Companies
Thousands of businesses each year — a number which is growing — are victims of cybercrimes and are not equipped to protect themselves.  And cyber criminals are increasingly targeting banks, dealerships and auto finance companies. Discover the most common ways you and your business are vulnerable to cyber threats, including identity theft, fraud scams, hackers, and even terrorists.

Takeaways: 
  • Why banks, dealerships and auto fin companies are vulnerable
  • How to protect your business from cyber crime

Speakers
avatar for John  Iannarelli

John Iannarelli

Special Agent (Ret.), FBI
John Iannarelli was a FBI Special Agent and their national spokesperson, who is an expert in cyber security and terrorism. He has received the FBI’s Distinguished Service Award and an Honorary Doctorate of Computer Science.  A former police officer and attorney, John is a contributor... Read More →


Tuesday November 13, 2018 11:15am - 12:00pm
Trailblazers

12:00pm

Used Car Awards Luncheon
Sponsors

Tuesday November 13, 2018 12:00pm - 2:00pm
Herberger

12:00pm

Independent Auction Group General Session
Sponsors

Tuesday November 13, 2018 12:00pm - 4:00pm
Rainmakers

2:00pm

The Inaugural Year — Women in Auto Finance
This is the very first class of Women in Auto Finance honorees. These auto fin leaders will discuss not only the state of the auto finance industry today, but also their own paths to their current positions and goals for the future, as well as tips and tools of the trade.

Takeaways:
  • An overview of the auto finance industry from a variety of different top-level positions
  • Insight into what it takes to get to the top in auto finance
  • Tips and tools for succeeding in auto finance

Moderators
avatar for Cortney  Osborne

Cortney Osborne

Senior Vice President of Operations, American Recovery Service
Cortney Osborne is Senior Vice President of Operations, for American Recovery Service, the original nationwide repossession servicing company. Since the start of her tenure at ARS in 2004, Cortney has been actively involved in all aspects of operations from servicing, skip tracing... Read More →

Speakers
avatar for Katherine Adkins

Katherine Adkins

Group Vice President, General Counsel & Secretary, Toyota Financial Services
Katherine Adkins is Group Vice President, General Counsel, Secretary TFS US & Chief Legal Officer, TFS Global Adkins is the Chief Legal Officer for TFS Global and also oversees the Legal Department, Enterprise Compliance Department, Internal Audit Department, and Government Affairs... Read More →
avatar for Tanya Chisolm-Sanders

Tanya Chisolm-Sanders

Head of Business Operations, Chase Auto Finance
Tanya Sanders is the head of Business Operations for Chase Auto, part of JPMorgan Chase’s Consumer and Community Banking business. Chase Auto is a leading provider of auto financing with a portfolio of more than $80 billion in assets and relationships with 75% of U.S. franchised... Read More →
avatar for Patty Covington

Patty Covington

Partner, Hudson Cook LLP
Patty Covington has practiced in consumer financial services for the last 20 years. For five years prior to that, Patty practiced in the area of commercial financing, bankruptcy and mergers & acquisitions. Patty joined Hudson Cook as a partner in June 2005, coming from CarMax, where... Read More →
avatar for Shaimaa Elk

Shaimaa Elk

EVP Operations, CIO, Sagent Lending Technologies
Shaimaa Elk is responsible for operations and technology for Sagent Lending Technologies. Together with her global team, Shaimaa enables present and future operations for many of American’s largest auto and mortgage lenders and is helping them accelerate their digital transformation... Read More →
avatar for Tammy Linkfield

Tammy Linkfield

Senior Vice President, Central Region, Ally Financial
Tammy Linkfield was named Senior Regional Vice President, overseeing the Central Region for Ally’s Auto Finance team, in spring of 2018. In this role, Tammy leads regional sales and dealer lending teams, promoting Ally's automotive products and services to over 4,000 auto dealers... Read More →
avatar for Sharon Mancero

Sharon Mancero

Senior Vice President, Wells Fargo Preferred Capital
After graduating from the UMass, Isenberg School of Business, with a BS degree in Finance/Marketing, Sharon began her career in sales and marketing at a commercial equipment leasing company. A few years later she joined Wells Fargo Vendor Leasing, and held a variety of managerial... Read More →
avatar for Amy  Martin

Amy Martin

Senior Director, S&P Global Ratings
Amy Martin is a seasoned auto ABS veteran having followed the sector for S&P for 20+ years. She is a Senior Director and the Sector Lead for S&P’s New York Auto ABS Group. Amy is responsible for the application and development of auto ABS criteria, publishing auto ABS-related commentary... Read More →
avatar for Georgine Muntz

Georgine Muntz

Board of Directors Member, defi SOLUTIONS
Georgine Muntz, board member and founding investor at defi SOLUTIONS, believes that digital transformation is key to innovation. She has a passion for technologies that empower lenders by automating processes and improving the bottom line. As a key leader at defi she provided strategic... Read More →
avatar for Jennifer Reid

Jennifer Reid

Automotive Marketing and Strategy Lead – U.S. Information Solutions, Equifax
Jenn joined Equifax Automotive Services in April of 2013 from the automotive lending industry, where she spent six years focused on both the automotive manufacturer (OEM) and indirect lending business for JP Morgan Chase. She brings over 17 years of automotive experience, working... Read More →

Sponsors

Tuesday November 13, 2018 2:00pm - 2:30pm
Trailblazers

2:30pm

2:45pm

Stop Leaving Revenue on the Table: A lender’s perspective — the Data and Strategies that Will Unlock Real Risk Mitigation Results
Never before have lenders had so much data and technology to make better decisions at originations and underwriting, manage loans through collections and mitigate risk at recovery. A recent DRN lender survey shows that 50% of lenders turn to outside data sources for help with risk mitigation strategies. But could lenders still be leaving revenue on the table?

Don’t’ take our word for it; listen to your peers in this session where we explore the risk strategies they use to monitor loans for insurance coverage, prevent loans from going to recovery, and build behavior models that predict skip propensity earlier to better predict risk.

Moderators
avatar for Jeremiah Wheeler

Jeremiah Wheeler

Executive Vice President and General Manager, DRN
Jeremiah heads up the division for DRN’s FinTech business, including business development, data collection and strategy efforts driving DRN’s license plate recognition (LPR) data and analytics solutions for collections and recovery in the auto finance and financial services industry... Read More →

Speakers
avatar for Mike Goins

Mike Goins

Head of Recovery and Specialty, TD Bank, America's Most Convenient Bank
Mike Goins is the Head of Recovery for TD Bank, America’s Most Convenient Bank. In this role Mike is responsible for Loss Recovery , Loss Mitigation, Bankruptcy, Foreclosure, Repossession and Litigation Management on all retail and Small Business Portfolios. His teams are in Jacksonville... Read More →
avatar for Anne Holtzman

Anne Holtzman

SVP, Claims & Recovery, Allied Solutions LLC
In her current role with Allied Solutions, Anne Holtzman is responsible for internal product development and identifying and developing partner vendor strategies that serve to provide risk management solutions to all facets of lending institutions. She has over 25 years of experience... Read More →
avatar for Mark Mooney

Mark Mooney

VP of Loss Mitigation, Exeter Finance
Mark Mooney, serves as VP of Loss Mitigation at Exeter Finance. With over 22 years of experience in the Insurance industry, Mark has a wealth of knowledge related to Loss Mitigation, Collection Strategies, Skip Tracing, Repossession, Post Charge off Recovery, Bankruptcy, Insurance... Read More →


Tuesday November 13, 2018 2:45pm - 3:15pm
Trailblazers

3:15pm

3:30pm

rEVOLUTIONARY Leadership
Effective leadership requires an intentional focus on prioritizing activities that yield employee engagement and drive results. This highly interactive workshop will help participants identify the tasks and improve their skills in the leadership activities that maximize performance.

Takeaways:  
  • The difference between “leadership” and “management”
  • Techniques to enhance your coaching skills
  • Words, phrases and questions that are essential to providing effective feedback
  • The mindset necessary to confidently engage in crucial conversations

Speakers
avatar for David Walsh

David Walsh

Director of Training and Curriculum Development, Southeast Toyota Finance
David has provided training and consulting services throughout the automotive, auto finance and remarketing industry for three decades. Clients of his sales, collections, customer service and leadership training include: Enterprise, JP Morgan Chase, Wells Fargo, US Bank, BMW, VW and... Read More →


Tuesday November 13, 2018 3:30pm - 4:00pm
Trailblazers

4:00pm

4:00pm

Evening Reception
Tuesday November 13, 2018 4:00pm - 6:00pm
Kierland (Expo Hall)

4:15pm

OVE Summit: Digital Strategy, Best Practices and Product Enhancements
Our summit will share your success, strategy and best practices. We’ll ask the tough question: “Is your auction prepared to service your client’s digital demands?” In this session, we’ll prepare auction owners and GMs to speak with clients and prospects on digital strategies. In addition, we’ll share our 2018/19 product enhancements and how they will drive more revenue to your bottom line.

Takeaways: 
  • Preparing your digital culture
  • How to sell a digital strategy with consignors
  • Product Enhancements - MMR, AutoGrade, Indy Express, Inside Sales
  • How much revenue does OVE generate for Independent Auctions?

Speakers
avatar for Ed Berkowitz

Ed Berkowitz

VP Product Management, Cox Automotive
Ed Berkowitz is the Vice President of Product Management for the Manheim digital marketplace, including Manheim.com, OVE, Simulcast, and more. Based in Silicon Valley, Ed manages vision, strategy and execution of the digital marketplace, vehicle portfolio management solution as well... Read More →
avatar for Rich Hardin

Rich Hardin

National Sales Manager, OVE Independent Auctions
Rich began with the OVE Independent Auction team in early 2016. As National Sales Manager he has assisted locations with their processes, strategies and best practices as well as delivering new product enhancements. Locations in under his guidance have posted YOY increases for each... Read More →
avatar for Peter Lavallee

Peter Lavallee

Senior Director of Independent Auctions, OVE
Peter Lavallee has served as Senior Director of OVE Independent Auctions since 2013, he has overseen OVE’s exponential growth with the auctions dealer and commercial clients while expanding OVE’s product enhancements to meet industry demands.Lavallee began his Cox Automotive career... Read More →
avatar for Elton O'Neal

Elton O'Neal

Senior Director – Data Strategy, Cox Automotive
avatar for Jeff Thomas

Jeff Thomas

National Sales Manager, OVE Independent Auctions
Jeff joined the OVE Independent Auction team in October of 2015. Since then he has provided digital strategy, marketing, product support to partner locations, thereby enhancing OVE performance and growth. Jeff began his career with Cox Automotive in 1987 and has held various roles... Read More →

Sponsors

Tuesday November 13, 2018 4:15pm - 5:00pm
Rainmakers

6:30pm

 
Wednesday, November 14
 

7:00am

2nd Annual Peer-to-Peer Excellence in Risk Management Roundtable Breakfast (Creditors Only)
Last year, DRN brought together the industry’s best for a face-to-face roundtable. Lenders told us this was among the most valuable sessions they attended. This year, Allied Solutions joins DRN in hosting this creditor-only roundtable moderated by lenders where you control the conversation and ask the questions. Don’t miss the chance for frank discussions with your peers.

Risk management is top of mind, and this session takes you on a deep dive into topics you face daily –hurricane risk management, 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.

Speakers
avatar for Mark Bugalski

Mark Bugalski

Senior Vice President, Allied Solutions, LLC
Mark Bugalski serves as Senior Vice President at Allied Solutions based in Boca Raton, FL. With over 29 years of experience in the Financial Services industry, Mark has a wealth of knowledge related to sales management, strategic planning and business development. At Allied Solutions... Read More →
avatar for Rebecca Igo

Rebecca Igo

Regional Vice President, Allied Solutions
Becky Igo serves as Regional Vice President at Allied Solutions. With over 37 years of experience in sales for the finance company market, Becky has a wealth of knowledge related to risk mitigation and recovery, insurance programs and tracking, revenue generation, expense reduction... Read More →
avatar for Jeremiah Wheeler

Jeremiah Wheeler

Executive Vice President and General Manager, DRN
Jeremiah heads up the division for DRN’s FinTech business, including business development, data collection and strategy efforts driving DRN’s license plate recognition (LPR) data and analytics solutions for collections and recovery in the auto finance and financial services industry... Read More →

Sponsors

Wednesday November 14, 2018 7:00am - 8:30am
Rainmakers BC

7:30am

Breakfast & Registration
Wednesday November 14, 2018 7:30am - 8:30am
Culturekeepers West

7:30am

NAAA Past President's Breakfast
Wednesday November 14, 2018 7:30am - 9:00am
Deseo

8:00am

8:00am

8:00am

8:00am

8:30am

Conference Welcome
Wednesday November 14, 2018 8:30am - 8:45am
Trailblazers

8:30am

8:30am

Auction Edge Customer Summit (by Invitation RSVP only)
An exclusive opportunity for customers to see the latest product releases from Auction Edge and participate in customer experience design sessions that inform our product roadmap.

Wednesday November 14, 2018 8:30am - 11:15am
Kirkland

8:45am

Dealer Success in a Digital World: How to Win Connected Customers
While other industries have had to fundamentally remake themselves amid today’s unprecedented digital capabilities and the ever-changing demands of the modern consumer, the customer experience in the automotive industry has remained largely unchanged for decades. But with autonomous vehicles, ride-sharing, car-sharing and other innovations looming as threats to traditional car ownership, dealers must embrace new methods to help consumers shop, get qualified, and pay for their cars. With a front-row seat to the ongoing evolution in the auto space, Fair Co-founder and President Georg Bauer will discuss how the automotive customer experience will come to resemble the kinds of flexible, all-on-your-phone transactions common in other industries via vehicle subscriptions, flexible ownership solutions and other car-as-a-service options. Not only will these loan-free, nearly touchless new models solve the pain points of the traditional dealership model, they represent a truly transformative win-win for customers and dealers alike that will allow the auto industry to flourish well into the future.​

Speakers
avatar for Georg Bauer

Georg Bauer

President/Co-Founder, Fair
Georg Bauer is the Co-Founder and President of Fair, a Santa Monica-based tech company pioneering the Car as a Service (CaaS) subscription model in the mobility space. The Fair app provides consumers a fully digital experience, with the freedom and flexibility to return the car at... Read More →


Wednesday November 14, 2018 8:45am - 9:15am
Trailblazers

9:30am

Regulatory Compliance: Plan, Test, Respond
It’s no secret that an explosion in disruptive technologies has led to internet and mobile-technology being used more than ever before to provide increased convenience and rocketing speed to a myriad of financial transactions. Along with this explosion comes an increased level of compliance and operational risk, corporate responsibility, as well as government regulation and oversight for services companies attempting to keep up with the times and their customers’ ever increasing set of demands.

This session will discuss the role these technologies are having on compliance.  Specifically, it will address the need for proper compliance testing protocols and provide insight into how they should look within your organization.  Lastly, it will cover best practices for internal and external communications should an organization run afoul of a regulatory authority.

Takeaways:
  • What is the purpose of compliance testing?
  • A definition of applicability of regulations to departments and processes
  • What should be tested /risk points?
  • If you face a potentially high-profile compliance issue, how should you communicate internally and externally?

Speakers
avatar for Robert J. Caracciola

Robert J. Caracciola

Chief Compliance Officer, Servicing Solutions
Robert has been leading Compliance and Quality Assurance efforts in the Financial Services sector for over 15 years. With the abundance of Federal and State consumer finance regulations in existence today, Robert’s guidance is essential to ensuring that Servicing Solutions always... Read More →
avatar for Michael Thurman

Michael Thurman

Founder, Thurman Legal
Michael Thurman is a regulatory defense attorney who represents businesses, executives and employees in lawsuits, arbitrations and regulatory actions. He regularly defends business clients in consumer protection class actions and government regulatory actions and investigations brought... Read More →
avatar for Mike Trainor

Mike Trainor

Vice President, S&A Communications
Mike Trainor has more than 20 years of public relations and crisis communications experience. Over the course of his career, he has represented some of the world’s most recognized brands, including Virgin, Deloitte, Oracle, OppenheimerFunds, TD Ameritrade, Sallie Mae and Bank of... Read More →


Wednesday November 14, 2018 9:30am - 10:00am
Mapmakers

9:30am

The Rise and Importance of Alternative Credit Data
In the evolving world of automotive finance, alternative credit data can be a critical component of making informed decisions and managing risk. Whether you’re trying to evaluate a consumer with little to no credit history, or deciding to offer additional options to an improving subprime applicant, alternative credit data fills the gaps that might exist in a traditional credit report for a comprehensive view of consumers.

Takeaways: 
  • The beginning – how and why did alternative (credit) data become necessary?
  • Alternative data vs. alternative credit data
  • Alternative credit data and the applicability across the entire consumer credit lifecycle

Speakers
avatar for David Elmore

David Elmore

Clarity Automotive Solutions Consultant, Experian Automotive
David Elmore has worked for more than 15 years in the financial services industry, specifically with Experian and Clarity Services (which was acquired by Experian in October 2017). David has dedicated his career to becoming a subject matter expert in the use and application of credit... Read More →


Wednesday November 14, 2018 9:30am - 10:00am
Rainmakers A

9:30am

Harness the Big Data Revolution Amongst New Regulations
New privacy regulations have changed how dealers can use Facebook and third-party data, and while you may think the opportunity is gone, its really only grown. These changes require identification, strategy and creative to target, attract and retain clients. Big data may be a buzz word, but it is a tool; a tool that must be leveraged. With changes in regulations, data integrations and the evolution of marketing platforms, it is more important now than ever to understand the Who, What, When, Where and How, of marketing with big data — and the data your dealership already has.

In Samantha’s presentation, she will show you exactly how to reach in-market buyers and drive action — all through utilizing a roadmap to a sale providing insight and strategies on ways to leverage data.

Takeaways:

  • Optimize your Facebook strategy to engage in conversations, and convert shoppers into clients
  • An understanding of how data integrations have changed – the current state of social
  • The who, what, when, where and how of utilizing third party data for more targeted ad spend
  • Ad types that convert the highest specifically for used vehicles
  • How to build and target Facebook campaigns – Focus in new ad types that drive conversations, not just leads
  • What creative converts

Speakers
avatar for Samantha   Zawilinski

Samantha Zawilinski

Vice President of Account Services, Potratz
As the Vice President of Account Services at North America’s most advanced automotive advertising agency, Potratz, Samantha sees the hard data results from a wide range of advanced strategies and tactics. Lots of people know the strategies that work in some situations don’t work... Read More →


Wednesday November 14, 2018 9:30am - 10:00am
Kierland 1

9:30am

Connecting your Customer through GPS: The Wave of the Future is Here
Listen in as industry experts who manufacture and utilize GPS-based lending products and models are helping consumers who normally would not be able to finance a car. This session will dive into the transparency, compliance and regulatory nuances of GPS lending and repossession.

Moderators
avatar for Brian Deeley

Brian Deeley

Director of Product Management, Spireon
Brian Deeley is a driving force behind the company’s vehicle finance product strategy and leads teams responsible for product definition, customer requirements and solution delivery. Brian has over 20 years of experience in technology, bringing ground-breaking hardware and software... Read More →

Speakers
avatar for Brooks Stewart

Brooks Stewart

Managing Director, Bridgecrest
Brooks Stewart has over 20 years of auto experience and finance experience. Stewart has spent time working in the rental industry, auction industry, purchasing and remarketing. Most recently he has been in charge of all loss mitigation at Bridgecrest Acceptance Corp.
avatar for Doug Turner

Doug Turner

Director of Service Operations, J.D. Byrider
Doug Turner joined J. D. Byrider in 1999 with responsibility for the daily operations of the Company Store Service Departments.  In his current position, as Director of Service Operations, Doug’s responsibilities include managing the Company Store Service Department Operations... Read More →


Wednesday November 14, 2018 9:30am - 10:00am
Tribal

9:30am

Crossing the Chasm in the Repossession Industry
Terry Groves, Co-founder of Consolidated Asset Recovery Systems, will be discussing during Used Car week, how Forwarding Companies and Repossession agencies can bridge the divide in a transitioning market, working symbiotically to meet increasing regulation and evolving service level agreements. Terry will also explore how these changes are impacting the servicing of repossession accounts which will highlight how services have been priced, and how they will be priced and delivered in the future providing insight into how forwarders and repo agencies will meet these new challenges while remaining profitable. The discussion will conclude on the topic of understanding how to best manage this change which will determine how companies will survive and thrive going forward as we transition from a market of specialists to a commoditized market.

Speakers
avatar for Terry Groves

Terry Groves

Co-Founder, Consolidated Asset Recovery Systems
Terry Groves is the co-founder and SVP of Sales for Consolidated Asset Recovery Systems.He is recognized in the industry as a thought leader and visionary. He has over 15 years in the Repossession and Remarketing industry, with prior experience in supply chain management and supplier... Read More →


Wednesday November 14, 2018 9:30am - 10:00am
Pathfinders

9:30am

10:15am

Auto Fintech - Aligning Objectives & Solutions
As the auto finance fintech landscape continues to evolve, the current goals and strategies of captives, banks and auto finance companies will be explored, along with the multiple fintech platforms and emerging vehicle finance and purchase models. The question becomes: Are the objectives and solutions in alignment?

Speakers
avatar for Marguerite Watanabe

Marguerite Watanabe

President, Connections Insights
President of Connections Insights, has worked in the auto and automotive finance industry for almost 30 years allowing her to truly understand its strengths, weaknesses and, most importantly, opportunities. Marguerite has devoted much of her energy and efforts in sharing her expertise... Read More →


Wednesday November 14, 2018 10:15am - 10:45am
Kierland 1

10:15am

Let’s Talk About Taking Back Your Gross Profit
Too often, dealers rely on price drops as their primary method of generating shopper interest and sales. But just like the proverbial tree falling in the woods, if no customers are seeing the vehicle in the first place, a change in price is unlikely to make an impact. This session will explain why harvesting, tracking and analyzing data from a dealer’s website leads to better vehicle visibility, sales rates and retention of gross margin. Attendees will learn how to leverage their existing data — and marketing budget — to reduce or even eliminate the need to lower pre-owned vehicle pricing.

Takeaways: 
  • Why proper merchandising is the most powerful tool to tackle used inventory challenges
  • How to find and use existing dealership data to implement strategies that increase efficiency, sales and gross profit per unit — all without touching the listing price

Speakers
avatar for Jason  Knight

Jason Knight

Co-founder and Vice chairman, LotLinx
Jason Knight is a Co-Founder and the Vice Chairman of LotLinx. A Detroit native, Jason’s first job in automotive was safety restraint design and testing, using crash-test dummies. He brings decades of executive management experience in automotive, digital, CPG, manufacturing and... Read More →


Wednesday November 14, 2018 10:15am - 10:45am
Rainmakers C

10:15am

Wholesale Evolution — The Transition from Brick and Mortar to Digital
The automotive industry looks much different than it once did. As margins compress and dealers’ resources are at premium, technology is impacting the way dealerships operate and source vehicles. Every day, dealers are looking to increase efficiency without compromising trust, transparency and efficient “real-time” capability. In this engaging workshop, Mike Waterman, senior vice president of sales at ACV Auctions, will show how digital wholesale is providing some of the highest return on investments, creating positive change in the industry, and providing new avenues for dealers to grow their organizations.

Takeaways:
  • How dealers can leverage wholesale channels effectively to save time, money and resources 
  • How to increase market opportunities without increasing cost or exposure to mistakes or arbitrations 
  • Best practices to increase your bottom line using wholesale efficiency tracking

Speakers
avatar for Mike  Waterman

Mike Waterman

Senior Vice President of Sales, ACV Auctions
A 20-plus year veteran of the auto industry, Michael Waterman brings deep experience in market development, hiring top sales talent and working with dealerships to enhance their wholesale process. Prior to his arrival at ACV Auctions, the leading dealer-to-dealer online wholesale... Read More →


Wednesday November 14, 2018 10:15am - 10:45am
Rainmakers B

10:15am

How Predictive Analytics can Improve Recovery Success Rates and Efficiency
Predictive modeling is the process of using data to make predictions about future outcomes. New models are being introduced into the auto finance industry to help identify recovery difficulty and recovery success rates. The LocateScore model leverages patterns found in historical recovery data to identify risks and opportunities for improved operational efficiency.

Speakers
avatar for Steve Schroeder

Steve Schroeder

Chief Strategy Officer, RepoRoute Software
Steven E. Schroeder is the owner of RepoRoute Software LLC and LocateScore. Mr. Schroeder is an active investor and strategic adviser for the MasterQueue software. Mr. Schroeder is the co-founder and former Chief Executive Officer of CoreLogic (Ticker: CLGX) from 1998 to 2007 where... Read More →


Wednesday November 14, 2018 10:15am - 10:45am
Pathfinders

10:15am

Proper use of Electronic devices in the Post Repossession Minefield
I want you to picture a sprawling field with bright green, freshly cut grass, that’s beautifully manicured. You’re standing at one end of the field and your goal of running a compliant sales finance company, looking to repossess a vehicle, is at the opposite end. What you may not know is that between you and your goal, buried just beneath the surface, are a multitude of mines that have been placed there by Congress, federal and state regulators — the mines of federal and state laws and regulations. Our shared goal is to plot a course through that Post Repossession Law Minefield and get to the other side safely. We are going to help you to navigate that minefield.

Speakers
avatar for Eric Johnson

Eric Johnson

Partner, Hudson Cook, LLP
Hudson Cook, LLP, February 2013 to presentPractice focuses on all areas of consumer financial services law, including auto finance, privacy, data security and information management, electronic commerce, marketing, as well as matters involving the Federal Trade Commission and the... Read More →
avatar for Corinne Kirkendall

Corinne Kirkendall

Vice President of Compliance and Regulatory Affairs, PassTime
Corinne Kirkendall completed her undergraduate studies at University of Wyoming in 2003 with a degree in Political Science, International Studies and Public Relations. Upon completing her degree, Corinne moved to Washington, DC to Co-Chair the College Republican National Committee... Read More →


Wednesday November 14, 2018 10:15am - 10:45am
Tribal

11:00am

Best Practices for Mitigating Losses on Collateral
One in eight motorists are uninsured in the U.S. (13 percent). Uninsured rates among subprime portfolios rate approximately 35-40 percent; among prime, 15-20 percent. These are significant numbers. Many lenders to not currently have a cost-effective solution for ensuring collateral protection. Additionally, many lenders are not maximizing claims recoveries or accurately forecasting data losses. There is a trend toward data-driven solutions that provide increased analytics and enable improved borrower outreach strategies. This session will provide tangible strategies for ensuring collateral protection and loss mitigation.

Takeaways:
• Practices and strategies for collateral protection
• 5 steps to take now to reduce collateral losses

Speakers
avatar for Denis  Brosnan

Denis Brosnan

President, CEO, DIMONT
Denis Brosnan was named president and chief executive officer of DIMONT in July 2015. He brings more than 15 years of executive leadership experience in technology and technology-enabled services firms for the financial services industry. Prior to joining DIMONT, Brosnan served as... Read More →


Wednesday November 14, 2018 11:00am - 11:30am
Rainmakers A

11:00am

Early Stage Detection of Customers at-Risk and Appropriate Customer Treatments to Mitigate Default
All auto lenders face the twin challenges posed by their highest risk customers: How do you identify them, and how do you prevent them from becoming delinquent or defaulting on their loans?  Unfortunately, most lenders only identify them once they become delinquent.  However, advances in analytics now provide ways to identify those most likely to become delinquent before it happens and recommend appropriate treatment strategies.  By applying the right treatments, auto lenders can avoid costly collection efforts and deepen their relationships with the customers they want to keep.  In this session, our presenters will discuss:
  • How to use your data to manage your customer relationships – from pre-delinquency through delinquency
  • The key elements of building a system that applies the most appropriate individual customer treatments based on your data and analytics
  • How the auto industry is going digital to meet customer expectations while improving their business
  • Identifying and effectively utilizing customer contact preferences
  • Ways to dynamically adjust treatments based on customer behavior with the ability to scale and sequence multi-channel contact strategies, escalating treatments as account risk increases and de-escalating treatments as the accounts cure
  • How to accomplish the challenge of contacting the right customer with the right message at the right time. 

Speakers
avatar for Therese Henry

Therese Henry

Principal Consultant, FICO
Therese Marie Henry serves as a Principal Consultant for FICO’s Customer Management Solutions, providing portfolio management support to financial services clients worldwide focused on auto finance, credit card, mortgage, and personal loans. Prior to her current role, she worked... Read More →
avatar for A.J. Travagline

A.J. Travagline

Principal Consultant, FICO
A.J. Travagline works with organizations to build and deploy omni-channel communications strategies that enable them to significantly improve customer experience while complying with an ever-changing regulatory environment.  Using analytics and customer preferences, these strategies... Read More →


Wednesday November 14, 2018 11:00am - 11:30am
Mapmakers

11:00am

Conversational Commerce: Cut Through the Noise
If you want to provide a better consumer experience, you need to cut through the noise in the used car shopping, buying and after-sales cycles. This session explores how you can do this through conversational commerce—enabling consumers to converse with you on their own schedule, via familiar messaging apps and using natural language to take action. Many large brands are already taking advantage of conversational commerce, and you can, too. Come learn how to take advantage of the latest messaging channels to increase reach and improve your customer experience with one seamless process.

Speakers
avatar for Kelly Hollis Brown

Kelly Hollis Brown

Vice President of OEM Sales, Contact At Once!
As Vice President of OEM Sales at Contact At Once!, a LivePerson company, Kelly is responsible for sales of the CAO! platform, the automotive industry’s leading messaging platform for conversational commerce, to all divisions of automakers - from the brands to Certified Pre-Owned... Read More →


Wednesday November 14, 2018 11:00am - 11:30am
Rainmakers B

11:00am

Today's Car Buyers – What the Data Says and How You Need to Adapt
In the rapidly-changing auto industry, staying on top of data and trends is essential. At CarGurus, data informs every part of our business, and the data tells us that for today's car buyers, the customer journey isn't just changing: It's fragmented across multiple devices, sites, and time.

Join us to learn:
  • What car shoppers expect and what they actually find during their research
  • How car dealers should adapt to the changing buyer
  • The dealer characteristics that are most important to buyers

Speakers
avatar for Marty Blue

Marty Blue

Senior Vice President of Business Development, CarGurus
Martha (Marty) Blue directs business development for CarGurus. She is responsible for partnerships with OEMs, dealer groups, inventory hosts, third party publishers and data providers. During her seven years at CarGurus, she has been instrumental in building the company’s direct... Read More →
avatar for Frank Weishaupt

Frank Weishaupt

Senior Vice President Sales and Operations, CarGurus
Prior to joining CarGurus, Weishaupt was Chief Revenue Officer at Millennial Media, where he ran global revenue for the mobile advertising platform. Millennial Media acquired Jumptap, another mobile advertising platform, where Weishaupt was COO. Prior to Millennial Media, Weishaupt... Read More →


Wednesday November 14, 2018 11:00am - 11:30am
Rainmakers C

11:00am

AutoIntel Update: Big Data and Artificial Intelligence Pays Dividends in Repossession
The Automotive Intelligence Summit (AIS) 2018 opened the door and connected leading minds who are deeply involved in auto finance debt collection and risk mitigation strategy. Please join one of the speakers from AIS, John Lewis, founder and CEO of masterQueue, as he and three of the more innovative decision makers in auto finance discuss the opportunity to create efficiencies through the use of data and technology in the collection process, and specifically in regard to how it relates to repossession. Joining John will be experts from USAA, Southeast Toyota Finance and BBVA.

Speakers
avatar for Rod Arends

Rod Arends

VP, Service Center Operations, Southeast Toyota Finance
Rod Arends is vice president of Southeast Toyota Finance's Service Center Operations. He has over 30 years of experience in managing both captive and independent vehicle finance portfolios, and excels in deploying leading-edge servicing technologies and strategies to improve operational... Read More →
avatar for John Lewis

John Lewis

President & CEO, Intellaegis
John Lewis is the founder and CEO of  Intellaegis. Their SaaS platform for debt collection, masterQueue®, is a collection, compliance, skip tracing and recovery management platform that uses AI and workflow automation to improve high-risk debt collection efforts by some of the largest... Read More →
avatar for Zach Potestio

Zach Potestio

VP Repossession and Remarketing, BBVA
Zach Potestio is vice president of Repossession & Remarketing for BBVA and has over 10 years of auto collection experience. He oversees the team responsible for execution of repossession assignment and liquidation of collateral; ensuring the process is performed in an efficient manner... Read More →
avatar for Troy Withers

Troy Withers

Executive Director, USAA
Troy Withers is an Executive Director in Member Debt Solutions for USAA Bank with 20 years working in financial institutions. Troy oversees teams responsible for managing the collection operations to determine reason for payment delinquency, assisting members experiencing a financial... Read More →


Wednesday November 14, 2018 11:00am - 11:30am
Kierland 1

11:30am

END OF FIRST BLOCK
Wednesday November 14, 2018 11:30am - 11:30am
Kierland 1

11:30am

NAAA Opening Luncheon
FREDERICK, Md.  - Alan Mulally, who was Ford Motor Co.’s president and chief executive officer from 2006 to 2014, will be a keynote speaker at the National Auto Auction Association’s annual convention in November. 

Mulally’s keynote presentation will be during NAAA’s opening luncheon Nov. 14, and it will be followed by a moderated Q&A session that also includes:
  • Cox Automotive president Sandy Schwartz
  • KAR Auction Services chairman and CEO Jim Hallett
  • BSC America chairman and CEO Ray Nichols
“We’re honored and thrilled to have someone of Alan Mulally’s leadership caliber and business acumen in the industry deliver our keynote address,” NAAA chief executive Frank Hackett said in a news release.

“The Ford Motor Company has been a loyal member of our association and has graciously sponsored a vehicle for NAAA presidents to use as official transportation during their annual term,” Hackett said.

When it was announced in May 2014 that Mulally would be retiring from his role leading Ford that July, the automaker had achieved 19 consecutive quarters of profits.

He is largely credited for being the key cog to the automaker’s turnaround.

“Alan deservedly will be long remembered for engineering one of the most successful business turnarounds in history,” Ford’s executive chairman Bill Ford said in a statement when Mulally’s retirement was announced in 2014.

“Under Alan’s leadership, Ford not only survived the global economic crisis, it emerged as one of the world’s strongest auto companies. We always will be grateful to Alan for his leadership, compelling vision and for fostering a culture of working together that will serve our company for decades to come.”

Speakers
avatar for Jim  Hallett

Jim Hallett

Chairman, CEO, KAR Auction Services
avatar for Alan  Mulally

Alan Mulally

Former CEO/President, Ford Motor Co.
avatar for Ray  Nichols

Ray Nichols

Chairman, CEO, BSC America
avatar for Sandy  Schwartz

Sandy Schwartz

President, Cox Automotive


Wednesday November 14, 2018 11:30am - 2:00pm
Herberger

2:00pm

masterQueue User Conference
Join some of the most innovative masterQueue clients that are leading the technology and artificial intelligence charge to make debt collection easier and more compliant.  MasterQueue will be releasing the latest version of their CallQueue, which gives organizations the most effective way to skip trace.


Speakers
avatar for Sean Downey

Sean Downey

Lead Developer, MasterQueue
After earning his Computer Science Degree from Azusa Pacific University, Sean became a part of the masterQueue team in 2010. Since joining the development staff, he has been promoted to Senior Developer and is responsible for all masterQueue development items and projects. Sean has... Read More →
avatar for Bryan Geist

Bryan Geist

Lead Training and Support Coordinator, MasterQueue
After earning his degree from Yale University in Anthropology, Bryan continued to follow his passion for teaching as a watersports instructor (SUP and Jetskiing) and rowing coach where he lead the Capital Crew team for 8 years.  Once the program had achieved a top ten national ranking... Read More →
avatar for John Lewis

John Lewis

President & CEO, Intellaegis
John Lewis is the founder and CEO of  Intellaegis. Their SaaS platform for debt collection, masterQueue®, is a collection, compliance, skip tracing and recovery management platform that uses AI and workflow automation to improve high-risk debt collection efforts by some of the largest... Read More →


Wednesday November 14, 2018 2:00pm - 4:00pm
Greenway A

2:15pm

Client Experience Pop-Up Magazine
A recurring theme at Used Car Week — whether the speakers are remarketing executives, key players in the auction industry, or panelists focused on disruption — is the importance of client centricity to business success. In this session, AutoIMS’ VP of Client Experience leads a deeper discussion to explore new ideas and timeless reminders about how all corners of our industry can succeed through an unwavering dedication to service. Learn from several compelling case studies, and participate in a ‘choose your own adventure’ story along the way.

Takeaways:
  • Why client focus and investment in support is so important, and why it’s easy to forget in our business
  • Help remarketers think about their clients in the lanes differently, and help auction leaders think of new ways to serve remarketers

Speakers
avatar for Joe Miller

Joe Miller

Vice President, Client Experience, AutoIMS
Joe Miller is VP of Client Experience for AutoIMS, the remarketing industry’s standard provider of inventory management technology and related services. In his role, Miller ensures the highest level of client support and advocacy, managing front line interaction for thousands of... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Mapmakers

2:15pm

Economists Roundtable: Unpacking the Trends of Today
Interest rates are on the way up. Off-lease vehicles are flooding the market. Wholesale prices are dropping. Gas prices are rising. What does it all mean for your business? Let today’s top economists in auto finance unpack current trends, and their potential impact on the future auto industry.

Takeaways:
  • What rising interest rates mean for the used-car market
  • Will over-supply of off-lease vehicles disrupt the market?
  • A larger energy perspective on oil and gas prices, and more

Moderators
avatar for Joe Overby

Joe Overby

Sr. Editor, Auto Remarketing
Joe Overby is the senior editor of Auto Remarekting and Auto Remarketing Canada and co-hosts the Auto Remarketing Podcast. He joined Auto Remarketing as a staff writer in 2007 and was promoted to Auto Remarketing editor in 2012, before taking on responsibility as senior editor of... Read More →

Speakers
avatar for Tony Hughes

Tony Hughes

Managing Director, Moody's Analytics
Tony Hughes is a managing director in the Economic & Consumer Credit group at Moody’s Analytics. He is the head of a small group of high-caliber modelers, charged with identifying new business opportunities for the company. Prior to this appointment, he led the Consumer Credit Analytics... Read More →
avatar for Tom  Kontos

Tom Kontos

Chief Economist, KAR Auction Services
Tom Kontos is chief economist for KAR Auction Services Inc. He makes frequent presentations to clients and at automotive industry conferences, and is often quoted in the trade and national press. Tom is author of Pulse, a report on economic conditions and the new and used vehicle... Read More →
avatar for Jonathan  Smoke

Jonathan Smoke

Chief Economist, Cox Automotive
Jonathan Smoke is chief economist for Cox Automotive.Smoke leads Cox Automotive’s economic industry insights office. This office is tasked with leveraging data to expand Cox Automotive’s deep expertise in all aspects of the automotive industry. His focus is to connect the data... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Kierland 1A

2:15pm

How to Wholesale and Retail Imperfect Used Vehicles
Nearly 40 percent of vehicles sold at auction have a negative vehicle history event.
Find out how consignors and auctions can work together sell these vehicles and help buyers retail them to consumers. 

Moderators
avatar for Dave Sutton

Dave Sutton

National Director, Data Acquisition, Carfax
Certified Automotive Remarketer since 2009. Co-Chair of the IARA’s Certification Committee. Leader of CARFAX’s strategic partnership efforts with Auctions, OEM’s and Remarketers for since 2010.Previously with Volkswagen Credit, responsible for auction logistics, sales and technical... Read More →

Speakers
avatar for Gina Barro

Gina Barro

National Remarketing Manager, Toyota Financial Services
     Gina Barro is National Remarketing Manager at Toyota Financial Services (TFS) based in Plano, TX.  Her previous position was National Insurance Product Manager, where she oversaw the P&L for the Prepaid Maintenance, Tire & Wheel and Key Replacement protection products. In... Read More →
avatar for Robert Grill

Robert Grill

Senior Partner Development Manager, Carfax
I got my start in the automotive retail industry on January 1, 1986 at Case Chrysler/Plymouth in Hamburg NY. In 1993, I made the move to AutoNation where I started as a car salesman. Over the years experiences as a new and used car sales manager, F&I Manager, General Sales Manager... Read More →
avatar for Frank Lynch

Frank Lynch

Managing Partner & CEO, TrueFrame 360
Frank’s passion for automobiles started early. He has been in the automotive industry for over 25 years, transitioning from Luxury Dealership management to taking the helm at TrueFrame for the past 4 years as Managing Partner and CEO. Under his leadership and guidance, the company... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Pathfinders

2:15pm

Loss Mitigation for Auctions and Floor Planners
NSFs, unpaid floats, and SOTs can sink your bottom line. Let’s talk about legal best practices, before and after sale, to mitigate those risks. We’ll cover essential bill of sale terms, guaranties, UCCs, credit reports, audit rights, as well as repossession, collection suits, bankruptcy issues, and the sale of bad debt, in a flexible Q&A format. It’ll save you money.

Speakers
avatar for Kay Hull

Kay Hull

Senior Manager, Risk and Recovery, Cox Automotive
Kay Hull is a Senior Risk and Recovery Manager at Cox Automotive where she leads and develops a team of analysts that identifies and mitigates high-risk scenarios for the Manheim Auction business. Kay has worked in Operations and Finance roles for over 11 years and manages millions... Read More →
avatar for Jason McCarter

Jason McCarter

Partner, Eversheds Sutherland
As a highly skilled business litigator, Jason McCarter represents major automotive, technology and other enterprises in complex business disputes and regulatory investigations. A member of Eversheds Sutherland (US)’s Litigation Practice Group, Jason is often called upon to counsel... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Greenway B

2:15pm

Managing Auctions in 2018
Join leaders from XLerate Group, including corporate execs, and top auction GM’s, to discuss the challenges and opportunities facing auto auctions today. Gain insight on the changes that compliance, e-business and leasing bubbles are having on smaller auctions. Speakers will explore questions such as, how do small auctions compete today? And why are they becoming harder to run? Learn how to mitigate these challenges, and set up for success in today’s auto auction environment.

Moderators
avatar for Pat Dudash

Pat Dudash

Senior Vice President, Sales, XLerate Group
Pat Dudash joined XLerate Group Auctions in November, 2014 as SVP of Sales with 25 years of experience in the automotive retail/wholesale, remarketing services and fleet procurement and disposal.  He is an accomplished sales and marketing professional who has built high performance... Read More →

Speakers
avatar for Jon Karasek

Jon Karasek

Assistant General Manager, Auctions In Motion
Jon Karasek is one of the 4 key founding members of AIM, the“Original Four.” He was an integral part of the development of the Auctions in Motion brand and remains instrumental in the brand’s continued growth and success.Jon held key positions at AIM for 12 years, from ground... Read More →
avatar for Dale Martin

Dale Martin

General Manager, Lone Star Auto Auction
General Manager of Lone Star Auto Auction in Lubbock, Texas for the last 15 years
avatar for Luke Pidgeon

Luke Pidgeon

General Manager, El Paso Independent Auto Auction
A General Contractor for the early part of his career Luke Pidgeon entered the auction business in 2012. While having no experience in the auction business he was no stranger to it growing up during his mother Lori’s 28-year career in the business. The 2012 start of his auction... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Tribal

2:15pm

Wholesale & Residual Update: Riding the Off-Lease Wave + Where Values Stand
Many are watching wholesale and residual values closely, as yet another wave of off-lease vehicles gets ready to hit the market. Supply is loose, and many fear that used-car values may be in for a downturn. But there are factors contributing to residual strength, as well. Explore the whole story with today’s auto value experts.

Takeaways:
  • What the off-lease wave means for values
  • A wholesale and residual annual outlook
  • The latest on value trends that impact your business

Moderators
avatar for Nick Zulovich

Nick Zulovich

Sr. Editor, SubPrime Auto Finance News, Auto Fin Journal
Nick Zulovich is senior editor of Cherokee Media Group’s Auto Fin Journal, SubPrime Auto Finance News and BHPH Report. Along with overseeing auto finance coverage, Nick is also co-host of the Auto Remarketing Podcast as well as moderator of educational webinars Cherokee Media Group... Read More →

Speakers
avatar for Larry Dixon

Larry Dixon

Senior Director of Business Development, J.D. Power
With two decades of experience in the automotive industry, Laurence Dixon is a well-respected expert on vehicle valuations and residual values. He leads a team which delivers data-driven insights and identifies risks and opportunities related to the used vehicle market for the automotive... Read More →
avatar for Anil Goyal

Anil Goyal

Executive Vice President, Operations, Black Book
Anil oversees an industry experienced team of editors and data scientists.  He is responsible for the editorial and analytic operations at Black Book for all market segments including Canadian market values.  He has a deep background in strategy and has held a number of senior positions... Read More →
avatar for Joseph Halovanic

Joseph Halovanic

Vice President, RVI Group
Joe is Vice President of Sales for the Passenger Vehicle Group, with responsibility for development and execution of sales initiatives for RVI Analytics as well as support of the insurance business. Joe brings a wealth of relevant experience in passenger auto and residual risk management... Read More →
avatar for Morgan  Hansen

Morgan Hansen

Senior Director, Data Science, ALG
Morgan Hansen is Senior Director of Data Science for ALG and is one of the principal architects of the ALG forecasting model. As part of the ALG leadership team, Morgan is responsible for the predictive models used to understand the current and future automotive markets. He combines... Read More →
avatar for Eric Ibara

Eric Ibara

Director, Residual Value Consulting, Kelley Blue Book
Eric Ibara is the director of residual value consulting for Kelley Blue Book. He brings nearly 25 years of automotive industry experience to this role, which includes overseeing the company’s residual value forecasts. Additionally, Ibara regularly meets with vehicle manufacturers... Read More →


Wednesday November 14, 2018 2:15pm - 2:45pm
Kierland 1B

3:00pm

Delivering an Unstoppable Client Experience
It's no secret that creating a great client experience can drive greater profits and client loyalty, but why do so many who try fail? It’s typically not about a lack of commitment, but rather understanding the importance of listening to your clients, addressing their pain points, understanding the resources needed and adopting a disciplined process that everyone on your team can follow. Doug and Tony will cover the focus areas needed to build a differentiated client experience, including; how to activate the highest return opportunities; putting your client’s voice at the center; preparing your teams for execution; measuring client satisfaction and putting the right processes in place to maintain momentum.

Takeways:
  • Learn how to identify client pain points in their current experience and how to address them
  • Learn the key differences between delivering customer service and creating a great client experience
  • Learn how to engage employees in the changes you’ll need to make to deliver a better client experience

Speakers
avatar for Tony Drummond

Tony Drummond

Vice President of Client Experience, Cox Automotive
Tony Drummond is a customer-obsessed storyteller and inspirational leader who knows how to win by placing the customer at the heart of everything you do.  Serving as Vice President Client Experience at Cox Automotive since 2014, Tony previously served as Associate Partner in IBM's... Read More →
avatar for Doug Keim

Doug Keim

Senior Vice President of Client Experience, Manheim
Doug Keim is senior vice president of Client Experience for Manheim, a Cox Automotive company. He is responsible for driving Manheim’s efforts to reimagine and revolutionize customer service and position the company for future growth. Keim develops and executes initiatives designed... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Tribal

3:00pm

Economists Roundtable: Unpacking the Trends of Today (REPEAT)
Interest rates are on the way up. Off-lease vehicles are flooding the market. Wholesale prices are dropping. Gas prices are rising. What does it all mean for your business? Let today’s top economists in auto finance unpack current trends, and their potential impact on the future auto industry.

Takeaways:
  • What rising interest rates mean for the used-car market
  • Will over-supply of off-lease vehicles disrupt the market?
  • A larger energy perspective on oil and gas prices, and more

Moderators
avatar for Joe Overby

Joe Overby

Sr. Editor, Auto Remarketing
Joe Overby is the senior editor of Auto Remarekting and Auto Remarketing Canada and co-hosts the Auto Remarketing Podcast. He joined Auto Remarketing as a staff writer in 2007 and was promoted to Auto Remarketing editor in 2012, before taking on responsibility as senior editor of... Read More →

Speakers
avatar for Tony Hughes

Tony Hughes

Managing Director, Moody's Analytics
Tony Hughes is a managing director in the Economic & Consumer Credit group at Moody’s Analytics. He is the head of a small group of high-caliber modelers, charged with identifying new business opportunities for the company. Prior to this appointment, he led the Consumer Credit Analytics... Read More →
avatar for Tom  Kontos

Tom Kontos

Chief Economist, KAR Auction Services
Tom Kontos is chief economist for KAR Auction Services Inc. He makes frequent presentations to clients and at automotive industry conferences, and is often quoted in the trade and national press. Tom is author of Pulse, a report on economic conditions and the new and used vehicle... Read More →
avatar for Jonathan  Smoke

Jonathan Smoke

Chief Economist, Cox Automotive
Jonathan Smoke is chief economist for Cox Automotive.Smoke leads Cox Automotive’s economic industry insights office. This office is tasked with leveraging data to expand Cox Automotive’s deep expertise in all aspects of the automotive industry. His focus is to connect the data... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Kierland 1A

3:00pm

Industry Evolution: Independents Chart Future
In the age of disruption and a climate of industry evolution, our session asks; “Are auctions facing a series of killer storms, as some might suggest, or will they reinvent?” In this session, we will ask the hard questions and present key findings from a 2018 independent auction in-depth study, including interviews and blind polling of 240 independent auction owners and leaders.

Takeaways:
  • The major threats to the independent auctions
  • The key concerns of their consignors
  • The opportunity auctions provide consignors to fuel the growth of remarketing through stormy seas
  • The independent plans underway

Speakers
avatar for Dan  Diedrich

Dan Diedrich

President and CEO, Auction Edge Inc.
Dan Diedrich is the CEO of Auction Edge, the leading technology provider to Independent Auto Auctions. Beginning his auction career in 1998, Dan has worked in many roles from sales to operations at auctions. As a co-founder of AutoLookout, a technology provider acquired by Auction... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Pathfinders

3:00pm

Loss Mitigation for Auctions and Floor Planners (REPEAT)
NSFs, unpaid floats, and SOTs can sink your bottom line. Let’s talk about legal best practices, before and after sale, to mitigate those risks. We’ll cover essential bill of sale terms, guaranties, UCCs, credit reports, audit rights, as well as repossession, collection suits, bankruptcy issues, and the sale of bad debt, in a flexible Q&A format. It’ll save you money.

Speakers
avatar for Kay Hull

Kay Hull

Senior Manager, Risk and Recovery, Cox Automotive
Kay Hull is a Senior Risk and Recovery Manager at Cox Automotive where she leads and develops a team of analysts that identifies and mitigates high-risk scenarios for the Manheim Auction business. Kay has worked in Operations and Finance roles for over 11 years and manages millions... Read More →
avatar for Jason McCarter

Jason McCarter

Partner, Eversheds Sutherland
As a highly skilled business litigator, Jason McCarter represents major automotive, technology and other enterprises in complex business disputes and regulatory investigations. A member of Eversheds Sutherland (US)’s Litigation Practice Group, Jason is often called upon to counsel... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Greenway B

3:00pm

The Talent Shortage: Attracting the Next Generation of Auction Employees
It’s a time of challenging talent dynamics in the industry. More than ever before, there are fewer people completing the vocational training needed to gain technical skills for operating important jobs on auction lots. Adding to the list of talent adversities is the growing pursuit of attracting generation Z and millennials into the auto remarketing workforce. In this session, industry leaders will address these topics and more with a robust dialogue on approaches for aligning company culture and recruitment strategies to attract and retain the next generation of auction employees.

Takeaways:
  • Understand the changing cultural demographics of the industry and how they impact the auto remarketing workforce
  • Walk away with tips for aligning company culture and workplace strategies to better attract and retain the next generation of auction employees

Speakers
avatar for Will Farmer

Will Farmer

Executive Director of Dealer Sales, TradeRev
Will Farmer is Executive Director of Dealer Sales for TradeRev. In this role, he is responsible for leading and growing the sales team and driving the expansion of TradeRev’s presence throughout the U.S., while managing and cultivating partnerships with national dealership groups... Read More →
avatar for Amanda  Looney

Amanda Looney

Manager of Talent Acquisition, IAA
Amanda Looney is Manager of Talent Acquisition for IAA. Amanda aligns IAA recruitment efforts with current trends and develops strategy based on data. She works closely with valued partners to connect with and leverage talent networks within the industry such as SkillsUSA and the... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Mapmakers

3:00pm

Wholesale & Residual Update: Riding the Off-Leave Wave + Where Values Stand (REPEAT)
Many are watching wholesale and residual values closely, as yet another wave of off-lease vehicles gets ready to hit the market. Supply is loose, and many fear that used-car values may be in for a downturn. But there are factors contributing to residual strength, as well. Explore the whole story with today’s auto value experts.

Takeaways:
  • What the off-lease wave means for values
  • A wholesale and residual annual outlook
  • The latest on value trends that impact your business

Moderators
avatar for Nick Zulovich

Nick Zulovich

Sr. Editor, SubPrime Auto Finance News, Auto Fin Journal
Nick Zulovich is senior editor of Cherokee Media Group’s Auto Fin Journal, SubPrime Auto Finance News and BHPH Report. Along with overseeing auto finance coverage, Nick is also co-host of the Auto Remarketing Podcast as well as moderator of educational webinars Cherokee Media Group... Read More →

Speakers
avatar for Jonathan  Banks

Jonathan Banks

Vice President of Vehicle Valuations & Analytics, J.D. Power
Jonathan Banks is Vice President of Vehicle Valuations & Analytics at J.D. Power. Under Mr. Banks’ leadership, his market intelligence and analytical teams deliver accurate and timely residual values & used car and truck valuations for the automotive industry, financial institutions... Read More →
avatar for Anil Goyal

Anil Goyal

Executive Vice President, Operations, Black Book
Anil oversees an industry experienced team of editors and data scientists.  He is responsible for the editorial and analytic operations at Black Book for all market segments including Canadian market values.  He has a deep background in strategy and has held a number of senior positions... Read More →
avatar for Joseph Halovanic

Joseph Halovanic

Vice President, RVI Group
Joe is Vice President of Sales for the Passenger Vehicle Group, with responsibility for development and execution of sales initiatives for RVI Analytics as well as support of the insurance business. Joe brings a wealth of relevant experience in passenger auto and residual risk management... Read More →
avatar for Morgan  Hansen

Morgan Hansen

Senior Director, Data Science, ALG
Morgan Hansen is Senior Director of Data Science for ALG and is one of the principal architects of the ALG forecasting model. As part of the ALG leadership team, Morgan is responsible for the predictive models used to understand the current and future automotive markets. He combines... Read More →
avatar for Eric Ibara

Eric Ibara

Director, Residual Value Consulting, Kelley Blue Book
Eric Ibara is the director of residual value consulting for Kelley Blue Book. He brings nearly 25 years of automotive industry experience to this role, which includes overseeing the company’s residual value forecasts. Additionally, Ibara regularly meets with vehicle manufacturers... Read More →


Wednesday November 14, 2018 3:00pm - 3:30pm
Kierland 1B

3:00pm

3:30pm

Extended Networking Break with Exhibitors, Sponsored by Ally
Sponsors
avatar for Ally

Ally

Ally Financial Inc. is a leading digital financial services company offering award-winning online banking, rewarding credit and lending experiences, unmatched auto financing products and services and a growing wealth management and brokerage platform. Ally's legacy dates back to 1919... Read More →


Wednesday November 14, 2018 3:30pm - 4:00pm
Kierland (Expo Hall)

4:00pm

Consignors’ Perspective: The State of the Used Car Industry, Sponsored by ServNet Auction Group
Conference Welcome

General Session — Consignors’ Perspective: The State of the Used Car Industry
Interest rates are rising. What impact will it have on auto finance and used-car sales? Off-lease volume is on the way up. How will this trend affect wholesale prices? New technology and offerings abound. Where is the industry headed? Find out the answers to these questions and many more as this panel considers the industry’s top concerns.

Takeaways:
  • The impact of interest rate hikes
  • The state of wholesale values
  • New technology in the lanes and on your screens

Evening reception opening remarks from Julie Picard of Manheim 

Moderators
avatar for Bill Zadeits

Bill Zadeits

Conference Chair, Used Car Week
Bill Zadeits is president of Cherokee Media Group (CMG) and a partner with the parent company, S&A Cherokee. CMG titles include: Auto Remarketing, Auto Fin Journal, SubPrime Auto Finance News/BHPH Report, Auto Remarketing Canada and the digital media and event properties associated... Read More →

Speakers
avatar for Jason Alba

Jason Alba

Executive Director of Remarketing, Ally
Jason Alba was appointed Executive Director of Remarketing for Ally in November 2016. In this position, he is responsible for the logistics and sales of Ally off-lease and repossessed vehicles, as well as third-party remarketing services. Previously, Jason led operations for Ally’s... Read More →
avatar for Chris Clarke

Chris Clarke

Manager, North American Remarketing, ARI Fleet
With more than 25 years’ experience in remarketing and the auto industry, Chris Clarke joined ARI in 2015.  He currently has oversight of Operational Remarketing throughout North America, including management of market sales, heavy truck and equipment sales, direct sales, ARI BuyDirect... Read More →
avatar for John Manchin

John Manchin

National Fleet Remarketing Manager, Suburu
John Manchin holds the position of National Fleet Remarketing Manager for Subaru of America, Inc. and is responsible for the asset liquidation and remarketing activities for all Subaru vehicle groups in the secondary market. John began his career at Subaru in December 2001 as remarketing... Read More →
avatar for Julie Picard

Julie Picard

National West Regional Vice President, Manheim
Julie Picard is the National West Regional Vice President for Manheim, where she develops and implements strategies for 14 auctions designed to drive growth, market share and profitability. Based in Mesa, Arizona, Picard focuses on building strong relationships and creating a culture... Read More →
avatar for Brooks Stewart

Brooks Stewart

Managing Director, Bridgecrest
Brooks Stewart has over 20 years of auto experience and finance experience. Stewart has spent time working in the rental industry, auction industry, purchasing and remarketing. Most recently he has been in charge of all loss mitigation at Bridgecrest Acceptance Corp.

Sponsors

Wednesday November 14, 2018 4:00pm - 5:00pm
Trailblazers

5:00pm

 
Thursday, November 15
 

8:00am

8:00am

8:00am

8:00am

8:00am

Auto Intel Council Board Meeting (Members Only)
Thursday November 15, 2018 8:00am - 9:00am
Cushing A

8:00am

9:00am

Ally Conference Welcome
Speakers
avatar for Steve Kapusta

Steve Kapusta

Vice President, Specialized Asset Management, Ally/Smart Auction
Steve Kapusta is the Vice President of Specialized Asset Management and is the primary executive responsible for all aspects of Ally remarketing and loss mitigation which includes the SmartAuction platform. He was originally involved with vehicle pricing when SmartAuction launched... Read More →


Thursday November 15, 2018 9:00am - 9:15am
Trailblazers

9:15am

Cybersecurity For Your Business
Why rob a bank when a criminal can steal far more money from the ease and safety of sitting behind a computer screen! Thousands of people and businesses, which is growing each year, are victims of cybercrimes and are not equipped to protect themselves.  By using examples of actual FBI cases, not shared with the public, the presenter will share the most common ways you and your business are vulnerable to cyber threats including identity theft, fraud scams, hackers, and even terrorists. Although this topic is extremely serious, the presenter brings a light heartedness to it with his presentation style. This presentation references Iannarelli’s book, "Information Governance and Security: Protecting And Managing Your Company’s Proprietary Information". 

Takeaways: 
  • How to avoid becoming a victim
  • What to do if a cybercriminal does attack. 

Speakers
avatar for John  Iannarelli

John Iannarelli

Special Agent (Ret.), FBI
John Iannarelli was a FBI Special Agent and their national spokesperson, who is an expert in cyber security and terrorism. He has received the FBI’s Distinguished Service Award and an Honorary Doctorate of Computer Science.  A former police officer and attorney, John is a contributor... Read More →

Sponsors

Thursday November 15, 2018 9:15am - 10:15am
Trailblazers

10:30am

Innovators: The Next Generation of Used Cars, Sponsored by AutoVin
The auto industry is evolving at a very rapid pace. It can often be hard to keep up. Think cryptocurrency, ecommerce, online auctions and more. Hear from the execs at the edge of progress in the wholesale and auto remarketing industry.

Takeaways:
  • An update on the online wholesale environment
  • Cryptocurrency’s role in used cars
  • How AI and deep learning can change the auction process

Moderators
avatar for Joe Overby

Joe Overby

Sr. Editor, Auto Remarketing
Joe Overby is the senior editor of Auto Remarekting and Auto Remarketing Canada and co-hosts the Auto Remarketing Podcast. He joined Auto Remarketing as a staff writer in 2007 and was promoted to Auto Remarketing editor in 2012, before taking on responsibility as senior editor of... Read More →
avatar for Nick Zulovich

Nick Zulovich

Sr. Editor, SubPrime Auto Finance News, Auto Fin Journal
Nick Zulovich is senior editor of Cherokee Media Group’s Auto Fin Journal, SubPrime Auto Finance News and BHPH Report. Along with overseeing auto finance coverage, Nick is also co-host of the Auto Remarketing Podcast as well as moderator of educational webinars Cherokee Media Group... Read More →

Speakers
avatar for George  Chamoun

George Chamoun

CEO, ACV Auctions
George Chamoun became CEO of ACV Auctions on September 16, 2016. As an early angel investor in ACV, George was drawn by the company’s long-term potential. George brings a successful track record of accomplishment as an entrepreneur and senior executive. He co-founded Synacor (Nasdaq... Read More →
avatar for Kayne Grau

Kayne Grau

President, Data as a Service, KAR Auction Services
Kayne Grau is president of Data as a Service for KAR Auction Services, Inc. In this role, Grau is responsible for providing strategic direction and leadership oversight to KAR’s portfolio of DRIVIN, Autoniq, instaVIN, Data Science, and Pricing Optimization. He focuses on innovation... Read More →
avatar for Bob McConkey

Bob McConkey

President and CEO, McConkey Auction Group
avatar for Brooks Stewart

Brooks Stewart

Managing Director, Bridgecrest
Brooks Stewart has over 20 years of auto experience and finance experience. Stewart has spent time working in the rental industry, auction industry, purchasing and remarketing. Most recently he has been in charge of all loss mitigation at Bridgecrest Acceptance Corp.
avatar for Jim  Williams

Jim Williams

SVP Cox Auto Logistics, Cox Automotive
Jim Williams is senior vice president of Logistics for Cox Automotive Inventory Solutions. Based in Gilbert, Arizona, he oversees Manheim’s Ready Logistics and Central Dispatch brands. He has a stellar and proven track record of leading operations and teams through game-changing... Read More →

Sponsors

Thursday November 15, 2018 10:30am - 11:00am
Trailblazers

11:00am

11:30am

The National Panel: A Full-Picture View of the Auto Industry
You nominated them. You voted them in. Now you get to hear from them. Leaders from the National Auction Association (NAAA), The National Independent Automobile Dealers Association (NIADA), the International Automotive Remarketers Alliance (IARA) and National Auto Finance Association (NAF) gather to provide a full-picture view of the used-car industry in the years to come.

Takeaway:
  • Insight from the leaders of NIADA, NAAA, IARA and NAF, forming a comprehensive picture of the auto industry for attendees

Moderators
avatar for Warren  Clauss

Warren Clauss

President, NAAA/ADESA Buffalo
Warren Clauss, president of NAAA, has nearly three decades of experience in the auto remarketing industry, including serving in executive leadership positions with NAAA for more than a decade.After more than 26 years leading ADESA Buffalo, Mr. Clauss recently accepted a new assignment... Read More →
avatar for Steve Jordan

Steve Jordan

CEO, NIADA
Steve was appointed as CEO of the NIADA on July 1, 2013 after serving as its COO for two years. As CEO, Steve is responsible for the day-to-day operations of NIADA and serves as the president of the NIADA Services Board and the NIADA Foundation Board of Trustees.  Steve is responsible... Read More →

Speakers
avatar for Chad Bailey

Chad Bailey

President, Akron Auto Auction
As the President of Akron Auto Auction since 2011, Chad is a third-generation owner-operator to the family business which just recently celebrated their 45th anniversary.  He recently obtained his Ohio auctioneer apprentice license fulfilling a dream to be able to call bids at his... Read More →
avatar for Andy Gabler

Andy Gabler

President, Lakeside Auto Group
Andy Gabler, president of the National Independent Automobile Dealers Association, began selling cars after an injury interrupted his career as a mechanic. He soon discovered he was a natural, making his first sale – a car that had been sitting on the lot for two years – two hours... Read More →
avatar for Tony Long

Tony Long

Executive Director, IARA
Known as "The Voice of the Consignor," IARA is a non-profit trade association that is enjoying record growth and attendance in its 16th year of serving the automotive remarketing industry. Join today at www.IARA.biz .
avatar for Sharon Mancero

Sharon Mancero

Senior Vice President, Wells Fargo Preferred Capital
After graduating from the UMass, Isenberg School of Business, with a BS degree in Finance/Marketing, Sharon began her career in sales and marketing at a commercial equipment leasing company. A few years later she joined Wells Fargo Vendor Leasing, and held a variety of managerial... Read More →


Thursday November 15, 2018 11:30am - 12:00pm
Trailblazers

12:00pm

Auto Remarketing's 40 Under 40 Awards Luncheon
Auto Remarketing looks forward to honoring its fourth class of Remarketing & Used Car Industry’s 40 Under 40 honorees  (See the full list of honoreesat an awards luncheon during the NRC + NAAA portion of Used Car Week. The 2018 Remarketing & Used Car Industry's 40 Under 40 award is sponsored by Ally and Equifax.

The luncheon will also include the Cox Automotive Community Impact Award presented by Manheim. More information about the award can be found here

Thursday November 15, 2018 12:00pm - 1:30pm
Herberger

1:30pm

1:45pm

Women in Remarketing: Insight on a Journey, sponsored by Ally Financial
Hear from the 2018 class of Women in Remarketing. Women leaders in the automotive industry share insight on their journey and experience at the top of their respective niches of the used-car market.

Takeaways:
  • What it takes to succeed in remarketing
  • How to engage the next generation of remarketers
  • Networking tips; making connections that matter

Moderators
avatar for Kathy Ruble

Kathy Ruble

Executive Director for Auto Marketing and Dealer Communications, Ally Financial
As Executive Director for Auto Marketing and Dealer Communications, Kathy Ruble leads all automotive product marketing as well as dealer communications. Kathy began her auto career with Ally 32 years ago and has held a variety of roles in finance operations, sales, marketing, and... Read More →

Speakers
avatar for Julee Dunn

Julee Dunn

Remarketing Associate II, Special Assets Management, First Tech Federal Credit Union
My finance career began in high school as a file clerk for a sub-prime lending institute. During college I toured the Toyota factory in Japan-which made me an avid Toyota owner! After graduation I gained the majority of my work experience at VW Credit. In 2014, my career with First... Read More →
avatar for Tracy Noonan Fred

Tracy Noonan Fred

Vice President/General Manager, Xtime
Tracy Noonan Fred is Vice President and General Manager of Xtime, an automotive service management and customer experience platform that builds loyalty and retention, which is part of the Cox Automotive family of brands. Tracy’s 25-years of auto retail experience and data-driven... Read More →
avatar for Nicole  Graham-Ponce

Nicole Graham-Ponce

General Manager, Manheim Dallas-Fort Worth
Nicole Graham-Ponce is the General Manager at Manheim Dallas-Fort Worth. She is a passionate, driven leader and an advocate for clients’ success. Nicole’s extensive background in the automotive industry has provided her with a wide range of roles, both in sales and operations... Read More →
avatar for Tricia  Green

Tricia Green

Manager, Training & Sales Performance, TradeRev
Tricia Green is the Training and Performance Manager for TradeRev. She has 15+ years of experience successfully driving growth and motivating people to find the best version of themselves. She thrives in building solution-based relationships that offer eye- opening value. Her passion... Read More →
avatar for Anne Holtzman

Anne Holtzman

SVP, Claims & Recovery, Allied Solutions LLC
In her current role with Allied Solutions, Anne Holtzman is responsible for internal product development and identifying and developing partner vendor strategies that serve to provide risk management solutions to all facets of lending institutions. She has over 25 years of experience... Read More →
avatar for Jennifer  Leocardi

Jennifer Leocardi

VP, President of National Sales, McConkey Auction Group
Jennifer Leocardi utilizes her sales and marketing education andexperience as the McConkey Auction Group’s Vice President of National Sales. After obtaining a business degree, she spent four years withManheim, then transitioned to P&S Auto Auction (now KCI Kansas City)in 1997.Leocardi... Read More →
avatar for Candice Lester

Candice Lester

Manager, Remarketing Solutions, GM Financial
Candice Lester brings more than 13 years of strategic marketing and communications to her current role as Remarketing Solution’s Marketing and Communications Manager at GM Financial. Candice joined GM Financial in 2014 to focus on marketing strategy and sale campaigns for auctions... Read More →
avatar for Kelly Miller

Kelly Miller

Director, Program Management, RMS Automotive
Kelly Miller is a Director of Program Management at RMS Automotive who works with OEMs and fleet companies to manage and optimize their vehicle portfolio.Kelly has a strong technology and business background that allows her to understand and thrive in geek speak while still keeping... Read More →
avatar for Sandy  Moon

Sandy Moon

AVP Client Experience, NextGear Capital
Sandy Moon has spent the last 13 years building successful teams and delivering results throughout the automotive industry. Her career began as a stay-at-home mom, working one night a week at a local auto auction where she learned the business. This quickly grew into a full-time career... Read More →
avatar for Becky Puckett

Becky Puckett

Sr. Manager, Online Sales, Hyundai Capital
Becky Puckett is the Senior Manager of Remarketing Online Sales for Hyundai Capital America (HCA). In this role, Becky is responsible for the creation and the oversight of online sales and strategic initiatives that have resulted in year over year growth in unique buyers and increased... Read More →
avatar for Tammy  Swofford

Tammy Swofford

National Sales and Marketing Director, America's Auction Auction
Tammy Swofford is the National Sales and Marketing Director of America’s Auto Auction. Swofford began her career in the auction and remarketing industry in 2005 when she accepted a part-time position with Manheim DFW selling post-sale inspections.  Shortly thereafter she was hired... Read More →
avatar for Melissa Trautman

Melissa Trautman

VP, Integration, ACERTUS
I started my career in computer sales for a value-added-reseller when that market was making 30 percent margins.  It was a great time to be in the VAR business, but unfortunately recession and market crashes changed things nearly overnight.  I realized I needed something more stable... Read More →
avatar for Tina Viens

Tina Viens

Director, Provider Products, IAA
Tina Viens is Senior Director of Client Solutions for IAA. In this role, Tina supports IAA’s Total Loss Solutions suite of products, geared towards improving customer satisfaction and effectively managing costs during the total loss claims process. Tina has 30+ years of experience... Read More →
avatar for Clair Wallace

Clair Wallace

Industry Marketer, Equifax Automotive Vertical
Clair Wallace has been working in automotive sales and marketing for almost 15 years. She got her feet wet in the automotive world when she joined Autotrader.com in 2006 where she managed marketing initiatives and developed sales collateral for both dealers and OEMs and managed the... Read More →
avatar for Penny Wanna

Penny Wanna

VP — administration, TPC Management Co., President — Auction Academy, VP admin, ServNet auctions, Auction Academy/ServNet
Penny is Vice President of Administration at TPC Management Company with a wide range of responsibilities. Penny also serves as President for Auction Academy and VP-Admin for ServNet Auctions. Prior to TPC, she spent ten years with Comcast in Minneapolis, MN as a Sr. Reports Analyst... Read More →
avatar for Sandy Whicker

Sandy Whicker

Director of Marketing, ADESA
Sandy Whicker oversees all U.S. auction and dealer marketing programs for ADESA. In this leadership role, she collaborates with sales, training, customer service, operations and business segment leaders to identify key growth initiatives and ensure that the company is at the leading... Read More →
avatar for Stacey White

Stacey White

SVP Enterprise Optimization, KAR Auction Services
Stacey White is Senior Vice President of Enterprise Optimization for KAR Auction Services. In her current role, she oversees all transportation for the KAR enterprise, as well as the company’s procurement and sourcing strategies. Additionally, Stacey leads a team charged with the... Read More →

Sponsors
avatar for Ally

Ally

Ally Financial Inc. is a leading digital financial services company offering award-winning online banking, rewarding credit and lending experiences, unmatched auto financing products and services and a growing wealth management and brokerage platform. Ally's legacy dates back to 1919... Read More →


Thursday November 15, 2018 1:45pm - 2:15pm
Trailblazers

2:15pm

2:45pm

3:00pm

3:30pm

NAAA All Member Meeting
Thursday November 15, 2018 3:30pm - 4:00pm
Kierland 1C

3:30pm

Auction Leadership Discussion: Wholesale, Changes, the Future & More, Sponsored by AutoTec
Independent auctions, and the biggest group auction names in the industry, gather to discuss the state of wholesale in the U.S. and beyond. Don’t miss this leadership discussion on wholesale values, trends, volume and the future of the auction industry.

Takeaways:
  • An update from a leadership perspective on the future of the auction industry
  • Auction leaders’ takes on wholesale values, volume and trends

Moderators
avatar for Chuck Redden

Chuck Redden

President, AutoTec
Chuck Redden is the chief executive officer of AutoTec and its affiliate companies: Auction Insurance Agency, AutoCheck Auctions, VIN CrossCheck, and AuctionACCESS. AutoTec's companies provide risk management, insurance, credentialing, vehicle history, and claims administration services... Read More →

Speakers
avatar for Eric Autenrieth

Eric Autenrieth

Managing Partner, ServNet
avatar for John Hammer

John Hammer

President, ADESA
John Hammer is President of ADESA.In this role, Hammer oversees all ADESA operations, including the company’s 75 auctionlocations across the U.S., Canada and Mexico. He focuses on integrating new technologyinto ADESA’s online and physical auction marketplaces, expanding the company’s... Read More →
avatar for Larry Hero

Larry Hero

Vice President, America's Auto Auction
avatar for Cam Hitchcock

Cam Hitchcock

CEO, XLerate Group
Cam Hitchcock is the CEO of the XLerate Group (f/k/a/ American Auto Auction Group). Cam partnered with Huron Capital Partners and XLerate management to purchase the company in May 2014 from Baird Capital Partners. He has over 25 years of operational, financial and investment banking... Read More →
avatar for Grace Huang

Grace Huang

President of Inventory Solutions, Cox Automotive
Grace Huang is senior vice president of Inventory Services for Manheim. She leads an integrated vehicle services strategy to better serve customers and position Manheim, a Cox Automotive company, for future growth. Groups that report to Huang include: vehicle solutions, auction operations... Read More →
avatar for Steve Kapusta

Steve Kapusta

Vice President, Specialized Asset Management, Ally/Smart Auction
Steve Kapusta is the Vice President of Specialized Asset Management and is the primary executive responsible for all aspects of Ally remarketing and loss mitigation which includes the SmartAuction platform. He was originally involved with vehicle pricing when SmartAuction launched... Read More →


Thursday November 15, 2018 3:30pm - 4:00pm
Trailblazers

4:00pm

6:00pm

Black Book Reception
Sponsors

Thursday November 15, 2018 6:00pm - 7:00pm
Northern Sky Terrace

7:00pm

9:00pm

 
Friday, November 16
 

8:00am

 


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