LEXINGTON 2022 SCHEDULE

Bourbon Trail Experience

Welcome Reception

Breakfast

Welcome Address

• Gil Van Over, Automotive Compliance Education

Amazon-Proofing Your Dealership

Should brick-and-mortar dealers be afraid of online retailers? An industry expert makes the case that the online retailers should be afraid of traditional dealerships that adapt to their threat.

Updated Safeguards Rule

The revised Safeguards Rule dramatically expands both dealerships’ obligations and their potential liability if they don’t effectively meet them. This session explains how.

• James Ganther Esq., Mosaic Compliance Services

Networking Break

Paperless Contracting

• Kyle Wilke, CDK Global

Cutting Edge Strategies for Customer Retention & Lawsuit Prevention

Learn cutting edge strategies to retain your customers and reduce litigation costs.  This highly rated training has been presented across the country to motor vehicle dealers and manufacturers.

• Harold Oehler, Attorney, Oehler Mediation

Keynote Luncheon

BREAKOUTS

F&I: Menus: Sales Tool or Compliance Document?

• Menus have been an effective sales tool for a couple of decades. Over time, the tool has evolved to be both a sales tool and one of the most important compliance documents in a deal file. This session will focus on both sales processes and compliance documentation.

Sales: Desking Done Right

• Desking processes facilitate the vehicle sale and documents agreement. Learn how to avoid potential claims of discriminatory pricing or payment packing.
• Ron Reahard, Reahard & Associates

Compliance: Developing a CMS

A Compliance Management System is the method by which an automotive retailer manages the entire consumer compliance process. It includes the compliance program and the compliance audit function. Spend a little time with Gil Van Over to develop a game plan to implement a CMS in your dealership.

• Gil Van Over, Founder and President, gvo3 & Associates

BREAKOUTS

F&I: Documenting Federal Requirements

• Red Flags, OFAC, and Adverse Action Notices are three core Federal requirements that dealers must be able to document compliance with. Learn how to identify and properly clear potential Red Flags or OFAC hits and an efficient Adverse Action process.

Sales: Common Sense & Technology

• Identity theft is a fact of modern life, and dealerships are often caught up in the aftermath. Learn the techniques that can effectively spot identity thieves before you deliver a vehicle your dealership may wind up paying for.

Compliance: Humans do the Dumbest Things

• Data Security has never been more important for sustained success. The new Safeguards rule outlines multiple new requirements for a dealerships IT network. However, the biggest risk dealers face is still the humans they employ.
• Tyler Raquet, Mosaic Compliance Services

Networking Break

BREAKOUTS

F&I and Sales: Gathering Intel: Interview or Conversation?

Compliance: Auditing Deals

• You have trained your Managers on the compliant processes to sell the vehicle and Voluntary Protection Products. A structured approach, either manually or digitally, to auditing output is necessary to ensure they are following your policies and procedures.
• Gil Van Over, Automotive Compliance Education

A Blockchain Approach to the Digital Road to the Sale

The COVID pandemic forced a change in the sales and F&I process at many dealerships, including Germain Toyota of Naples. General Manager Brian Kramer leveraged a blockchain approach to save time, maximize F&I profit, reduce chargebacks while protecting dealership assets through compliance. Hear his case study.

• Brian Kramer, Cars.com

Breakfast

Morning Address

• Gil Van Over, Automotive Compliance Education

Networking Break

The Three Biggest Risks

As the current environment heats up, keeping your eye on the risk landscape will be key in 2022.  Join Ryan Daly as he dives into how to navigate the 3 Biggest Risks facing your dealership today.

Ryan will cover:

• The new FTC/GLBA data security enhancements needed by dealers and how to prepare
• The increase in fraudulent vehicle purchases and how to prevent it
• Fair lending and fair credit compliance gotchas with a focus on product pricing markup disparity

Ryan Daly, District Manager, KPA

Evidence That Helps

A Dealer Attorney  will discuss the evidence he uses to fight these claims and provides a roadmap to help the attendee document this evidence.