SUNDAY, February 13, 2022

4:00 pm – 6:00 pm

Welcome Reception: Badge Pickup & Happy Hour

Conference Courtyard

6:30 pm – 10:00 pm

Super Bowl Party

“The Pub” on Bay Street at International Plaza

*Steps from the hotel entrance

MONDAY, February 14, 2022

7:30 am – 8:30 am

Breakfast

8:30 am – 8:45 am

Welcome Address

  • Gil Van Over, Automotive Compliance Education

8:45 am – 9:30 am

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.

  • Mike Tamas, Assurant

9:30 am – 10:15 am

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

10:15 am – 10:30 am

Networking Break

10:30 am – 11:15 am

Paperless Contracting

  • Kyle Wilke, CDK Global

11:15 am – 12:00 pm

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, Oehler Mediation

12:00 pm – 1:00 pm

Keynote Luncheon

  • Joe St. John, StoneEagle

1:00 pm – 1:45 pm

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.
  • Natalie Conley, RouteOne

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.
  • John Leaver, CARS Protection Plus

Compliance: Developing a CMS

  • James Ganther Esq., Mosaic Compliance Services

1:45 pm – 2:30 pm

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.
  • Carey Thacker, RouteOne

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.
  • Bob Lettis, 700Credit

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

2:30 pm – 3:00 pm

Networking Break

3:00 pm – 3:45 pm

BREAKOUTS

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

  • John Dobrick, The McDavid Group

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

3:45 pm – 4:30 pm

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, Germain Toyota of Naples

4:30 pm – 4:45 pm

Networking Break

4:45 pm – 5:30 pm

Compliance Jeopardy

Three random attendees will compete for a nice prize in this interactive game focused on dealership compliance.

5:30 pm – 7:30 pm

Opening Reception

Tuesday, February 15, 2022

7:30 am – 8:30 am

Breakfast

8:30 am – 8:45 am

Morning Address

  • Gil Van Over, Automotive Compliance Education

8:45 am – 9:30 am

BREAKOUTS

F&I and Sales: Compliant Credit Applications

  • Darrel Schulte, Credit Bureau Connection

Compliance: Fair Credit & Fair Pricing

  • With a new Administration comes a renewed emphasis on documenting fairness in the F&I box. This session will show you how, and potentially speed up the F&I process as well.
  • James Ganther, Mosaic Compliance Services

9:30 am – 10:15 am

BREAKOUTS

F&I and Sales: Compliance Interview Role Play

  • John Dobrick, The McDavid Group

Compliance: Network Security

  • The greatest area of expanded obligations under the revised Safeguards Rule is in the realm of network security. Learn what multi-factor authentication, encryption, and penetration testing mean and how they’ll impact your dealership.
  • Tony Martinez, MGT Consulting Group

10:15 am – 10:30 am

Networking Break

10:30 am – 11:15 am

Pre-Loads & Product Sales

Pre-loading products can be an effective way to increase profits, but done wrong they can lead to liability. Learn how to maximize the upside of this technique while minimizing the risk.

  • Chris Hwang, Ignition Dealer Services

11:15 am – 12:00 pm

Overcoming Objections: 4 Steps to Addressing Customer Concerns

Resistance to financial services offerings is often pre-programmed in your customers’ minds. To effectively influence your customers’ actions, they must go through a period of self-discovery before deciding your offerings are a good decision. Attendees will walk away with a logical process aimed at reducing resistance and guiding customers to discover the benefits on their own, which motivates more of them to say “I’ll take it!”

  • Gerry Gould, Gerry Gould & Associates

12:00 pm – 1:00 pm

Luncheon Keynote: Consultative Selling

  • Dave Worrall, Assurant

1:00 pm – 1:45 pm

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; And more….

  • Ryan Daly, KPA

1:45pm – 2:30pm

Evidence That Helps

Dealer Attorney Robert Shimberg helps dealerships defend potential claims. He will discuss the evidence he uses to fight these claims and provides a roadmap to help the attendee document this evidence.

  • Robert Shimberg, Dealer Attorney, Hill Ward Henderson Law

2:30 pm – 3:00 pm

Networking Break

3:00 pm – 3:45 pm

Preventing Sexual Harassment Claims

Defending against accusations of sexual harassment is hard. Preventing them is easier. By employing policies, training, and resolution techniques a dealership can create an environment where instances of harassment are low in number.

  • James Ganther, Mosaic Compliance Services

3:45 pm – 5:00 pm

Stump the Professors

Open mic question and answer session with speakers gathered to answer audience questions.

5:00 pm – 7:00 pm

Evening Reception

Wednesday, February 16

7:30 am – 8:30 am

Breakfast

8:30 am – 10:15 am

Certification Review

  • F&I Specialist
  • Sales Management Specialist
  • Compliance Officer
  • Safeguards Specialist

10:15 am – 10:30 am

Break & Boxed Lunch

10:30 am – 12:30 pm

Certification Exam

  • F&I Specialist
  • Sales Management Specialist
  • Compliance Officer
  • Safeguards Specialist

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