DEALER DAY - Viada

2019DEALER DAYTuesday, May 14DoubleTree by Hilton in CharlottesvilleSPONSORED BYACV AuctionsAmerica’s Auto AuctionComsoftDealertrackJilcat ProlineManheim FredericksburgManheim HarrisonburgPreferred Warranties, Inc.

HOTEL LAYOUT

A/BC/DEXHIBITOR LAYOUT123456789101112131415America’s Auto Auction - VirginiaAT&T’s Fleet CompleteAuto Trakk LLCACV AuctionsFisher Auto PartsSullivan Auto TradingProGuard WarrantyBirdEyeComsoftDiamond Warranty CorporationBel Air Auto AuctionIndustrial Acceptance Corporation, Inc.DealerREAutomotive Finance CorporationPreferred Warranties

EVENT SPEAKERCHRIS CAPURSOHUDSON COOK, LLPChris Capurso is an associate with Hudson Cook,LLP in the firm’s Richmond, Virginia office.His practice focuses primarily on automobilefinance, installment lending, and compliancewith federal and Virginia consumer financialservices regulation. He advises motor vehicledealers, finance companies, and licensed lenders,as well as federal and state chartered depositoryinstitutions.Chris received his J.D. at the Marshall-WytheSchool of Law, College of William & Mary wherehe was Senior Articles Editor of the William& Mary Business Law Review. He also earnedan M.B.A. at the Raymond A. Mason Schoolof Business, College of William & Mary. He isa member of the American Bar Association,Business Law Section, the Virginia State Bar,the Richmond Bar Association and the NationalAssociation of Dealer Counsel. He is admitted topractice in Virginia.

EVENT SPEAKERTIM HAYZLIPBB&TTim Hayzlip recently celebrated his 20th yearat BB&T. He recently joined BB&T MerchantServices in a newly created role of MerchantServices Dealer Segment Sales Manager. Tim isresponsible for the P&L associated with all DealerSegment distribution channels, including leadingdirect sales efforts into the dealer segment aswell as through the development of IndependentSoftware Vendor (ISV) channels. The roleincludes identifying industry specific product andservice solutions, and then building out the salesdistribution structures required. He’s worked forvarious lines of business including Direct RetailLending, Loan Services Special Projects, andCommunity Banking Administration. For thelast 6 years, he has been the Dealer Retail ServicesSales Strategy Manager guiding the developmentand oversight of the marketing, CRM, and salesinitiatives for Dealer Finance and RegionalAcceptance.

EVENT SPEAKERRON HEIDERHEIDER MARKETING& ADVERTISINGRonald Heider is the President of HMA – anautomotive ad agency with a simple mission help clients sell more while spending less ontheir advertising. Heider has worked with new,used and BHPH automotive dealerships as wellas retail tire dealers, auto parts stores & collisionshops. Heider and his team are experienced inall facets of automotive advertising includingconcept development, copy writing, positioning,traditional, digital and social media managementas well as production.HMA clients benefits from a comprehensive andintegrated campaign that utilizes traditional,digital and social marketing mediums allowingthem to reach potential customers where they’reat and when they’re ready to buy.The turn-key marketing system from HMA iseffective, cost-efficient and affordable.With 25 years in the ad and media industry, I’mconfident you’ll be thrilled with your campaign asI deliver both experience as well as expertise.Let’s have a conversation and discuss what youexpect from your campaign.

EVENT SPEAKERJOE KEADLEAUTOMOTIVE FINANCECORPORATIONAs COO for Automotive Finance Corporation(AFC), Joe Keadle oversees the day to day fieldoperations while assuring the standardizationof AFC’s operating practices and procedures.Keadle plays a key role in the application of AFCtraining programs to enhance the skill set andperformance of employees and sales programswhere employees serve as trusted advisors todealers. Keadle joined AFC in January 2010 asregional manager. He has more than 20 yearsof experience in the automotive industry. Hisbackground ranges from managing new andused car departments to finance related executivemanagement positions at Wachovia, New SouthFederal Savings Bank, and AFC. Keadle servedon the Automotive Resource Network Boardof Directors for two years and has been a loyalsupporter and active with NIADA for many years.Keadle in partnership with NIADA was the hostof “2 Minute Tips” and “Fast Five” for the pastfour years designed to help serve the independentautomotive dealer in growing their business.

EVENT SPEAKERJENNIFER LIBINAUTOMOTIVE PROFITBUILDERSAs a woman and professional who grew up in theautomotive industry, Jennifer Libin, sales directorand entrepreneur at APB, understands the buyinghabits of women. She has written extensivelyfor automotive and sales publications, and hasreceived a tremendous response.She writes regularly for WardsAuto IdeaXchange,SalesGravy, and Eyes On Sales, among others. Shewas invited to be a regular contributor to DigitalDealer, and guest author for the AutomotiveWomen’s Alliance Foundation and Women InAutomotive professional association.Jennifer is a Sales Director at APB. She has akeen understanding of the automotive industryand excels as a leader who builds teamwork andcultivates relationships. She has a bachelor ofscience degree in political science and governmentfrom Assumption College in Worcester, Mass.Jennifer is currently the head varsity gymnasticscoach at Medfield High School in and theteam coach at Gymnastics Express both inMassachusetts.

EVENT SPEAKERJUSTIN OSBURNNIADAJustin is the NIADA Retail 20 Group Moderatoras well as dealer consultant and trainer. Heoffers over a decade of experience in BHPH andRetail executive management. Over his careerJustin has served as a sales professional, financedirector, sales manager, general manager, ChiefOperations Officer and owner. Justin’s formaleducation in Organizational Development andAdult Learning catalyzes dynamic retail 20 groupsand on-site consulting. Justin has also servedin the United States Army, has been elected forpublic offices, holds an international patent andserved on numerous business board of directors.He is a public speaker, published author andcurrent instructor of the NIADA Certified MasterDealer’s Program.

8:00 AM TO 9:30 AMSALES TRACKSponsored by:Preferred Warranties, Inc.JUSTIN OSBURN, NIADA RETAIL20 GROUP MODERATOR & CMDINSTRUCTOR, NATIONAL INDEPENDENTAUTOMOBILE DEALERS ASSOCIATIONniadaeducation.comSales EssentialsCMD: 1.5 HoursThe essential blocking and tackling of the salesprocess for 2019. Sell more cars and earn moremoney through these foundational selling steps.Expected Learning Outcome of your Session:1. A sales process that promotes team.2. A sales process that provides a “WOW”customer experience.3. Sales tactics that deliver results in bothvolume and gross profit.

8:00 AM TO 9:30 AMOPERATIONS TRACKSponsored by:Jilcat ProlineRON HEIDER, PRESIDENT,HMA – HEIDER MARKETING& ADVERTISINGhmaads.comMastering the Game of GoogleCMD: 1.5 HoursTo provide dealers with ready-to-implement tools& tactics for selling cars on Google includingPPC, targeted display & re-targeted ads. Winningat the Game of Google will be a hands-on sessionproviding independent dealers with the same toolsand tactics used by their franchised counterparts.Expected Learning Outcome of your Session:1. Dealers will walk away with a step-by-stepplaybook for creating, launching & trackingads on Google’s most popular marketingplatforms including:2. Google Ads (includes PPC, display &retargeting)3. Google My Business4. Google Reviews

10:00 AM TO 11:00 AMSALES TRACKSponsored by:Preferred Warranties, Inc.JENNIFER LIBIN, SALES DIRECTOR,AUTOMOTIVE PROFIT BUILDERS (APB)apb.ccA Woman In Yoga PantsWalks Into A Car DealershipCMD: 1 HourWhy is it that automotive salespeople don’t providethe same caliber of service to every client? Thatseems to be an age-old question, yet year afteryear nothing changes. If three different customerswalked into a dealership on the same day, howwould each be treated? This presentation willuse real-life examples of the different quality ofservice received by an elderly gentleman, a youngwoman in yoga pants, and a casually dressed,middle-aged woman. It will provide guidance andtools for dealerships that will help every customerreceive the same caliber of service, regardless offirst impressions or salespeople’s attitudes.Expected Learning Outcome of your Session:1. Knowledge about how to develop a wellstructured and clearly defined sales process.2. A greater understanding of the importanceof training and education for everyemployee.3. How to structure effective training andeducation programs.4. A daily “to do” list that will change attitudes,enhance service, and increase profits.

10:00 AM TO 11:00 AMOPERATIONS TRACKSponsored by:Jilcat ProlineTIM HAYZLIP, MERCHANTSERVICES DEALER SEGMENT SALESMANAGER, BB&T CORPORATIONbbandt.comUnderstanding MerchantServices (Point of Sale) PricingCMD: 1 HourExpected Learning Outcome of your Session:Educate dealers on the different ways a bankprices merchant services and key items to watchso they can manage this expense and improvetheir expense structure. As a society, it seems wehave become a cash-less society and of course youhave no guarantees when a customer writes you acheck (which will soon be extinct!), so as a dealeryou have to take credit & debit cards. Just likeyour bank statement, you will receive a monthlystatement from your merchant provider, but it istotally different from your bank statement. Timwill help you understand the transaction fees andhow it effects your bottom line.

1:00 PM TO 2:30 PMSALES TRACKSponsored by:Preferred Warranties, Inc.RON HEIDER, PRESIDENT,HMA – HEIDERMARKETING & ADVERTISINGhmaads.comYouTube – An UntappedFrontier for Selling CarsCMD: 1.5 HoursCompetition is fierce, margins are slim and dealersare looking for new ways to reach car buyers andget on their shopping list. As the #2 search engineon the planet, YouTube remains un-chartedterritory for car dealers but can provide a newand low-cost platform for reaching car buyers anddriving them to your lot.Expected Learning Outcome of your Session:Dealers will walk away with a greater understanding of YouTube, how its search results work andhow to get found by car buyers who are usingYouTube as a search tool. Dealers will learn howto create & optimize their channel; create, title &tag their videos; add in CTA’s to the videos anddrive traffic to their web site.

1:00 PM TO 2:30 PMOPERATIONS TRACKSponsored byJilcat ProlineJUSTIN OSBURN, NIADA RETAIL20 GROUP MODERATOR & CMDINSTRUCTOR, NATIONAL INDEPENDENTAUTOMOBILE DEALERS ASSOCIATIONniadaeducation.comDealer ProfitabilityCMD: 1.5 HoursThe dealer profitability chain is a proven systemfor operations to design, deploy and assert tomaximize profitability in an ever-competitiveindustry.Expected Learning Outcome of your Session:1. Understanding the profitability chain.2. How to build a culture that promotes longterm, happy team members.3. Designing processes that promotes loyal andhigh value buyers.

3:00 PM TO 4:00 PMSALES TRACKSponsored byPreferred Warranties, Inc.JOE KEADLE, CHIEF OPERATING OFFICER,AUTOMOTIVE FINANCE CORPORATIONautofinance.comMaximizing Value on Your FeetCMD: 1 HourThe customer walk-around once was a key staplein the car sales process. With the role of onlineresearch and the more informed customer, thewalk-around experience has become a skimmeddown version of its once robust self. The walkaround car presentation creates greater customerengagement, a smoother sales process, andincreases the value proposition for the buyer.In this session, participants will learn how toconduct a walk-around that reflects the new carbuying process and increases gross profit for thedealership.Expected Learning Outcome of your Session:1. Benefits of a vehicle walk-around2. Step-by-step

at BB&T. He recently joined BB&T Merchant Services in a newly created role of Merchant Services Dealer Segment Sales Manager. Tim is responsible for the P&L associated with all Dealer Segment distribution channels, including leading direct sales efforts into the dealer segment as well as through the development of Independent