2009 Program Description

12:00pm - 5:00pm

1:00pm - 3:00pm

IARA Certification Testing

7:00am - 7:00pm

CAR Registration Open

7:00am - 1:00pm

IARA Registration Open

7:30am - 9:15am (Emperors Ballroom 1-2)

Breakfast and Keynote Address
Target Marketing Wholesale Buyers and Maximizing Returns
Presenter: Ralph Fisco, Toyota Financial Services
Listen to what can be done to narrow the focus on a prospective market and increase retentions. How effective can a structured target marketing program become?

9:15am - 9:30am

Networking Break

9:30am - 11:00am (Palace Ballroom, Salon 1)

Frame Damage: Live Vehicle Seminar
Presenters: Dave Sutton, VW Credit, Inc. and Matt Arias, Manheim Technical Center
Take part in a seminar and workshop with an actual demo vehicle on hand to determine what can be done to ensure that frame damage is accurately identified.

11:00am - 11:30am

Networking Break

11:30am - 1:15pm (Emperors Ballroom 1-2)

IARA Circle of Excellence Award Luncheon and
Keynote Address: Economics in the Remarketing Industry
Presenter:
Dr. Ira Silver, National Auto Auction Association (NAAA)
Hear what the recent economic trends and conditions mean for the remarketing industry.

1:00pm - 1:30pm

Pre-Conference Networking Break

1:30pm - 1:40pm (Palace Ballroom, Salon 1)

Welcome to CAR 2009
Charlie Vogelheim, Master of Ceremonies

Hotel Raffle Winner Announced
Caesar's Fitness Center and Roman Bath at Qua Spa

1:40pm - 2:10pm (Palace Ballroom, Salon 1)

Keynote Address:
What Dealers Want from Remarketers and Online Sales
Presenter: Ed Curry, Asbury Automotive Group
Today's market is forcing dealers to be highly selective of the vehicles they buy at auction or online. What are the "hot buttons" that get dealers to raise their hands in the lanes or click on the online bid button? Learn what consignors can do to enhance the value of their vehicles to dealers both in the lanes and online.

Sponsored by

2:10pm - 2:40pm(Palace Ballroom, Salon 1)

How You Can Thrive in a Tight Credit Market
Moderator: Jill Tarallo, COO, NRT
Panelists: Darrin Aiken, Wheels; Kathy Decker, MAFS;
David Stolt, Hertz; David Carp, Kia Motors America, Inc.; Tim Meta, Fifth Third Bank
Dealers are having a difficult time funding many retail buyers. Learn the best practices employed by consignors in different market segments to increase the resale values of their vehicles to counteract the tight credit market.

2:40pm - 3:10pm(Palace Ballroom, Salon 1)

"Disclosure vs. Reporting" of Frame Damage
Moderator: Dave Sutton, VW Credit, Inc.
Panelists: John Brasher, West Coast Auto Auction; Lou Gaz, Experian Automotive AutoCheck; Bob Graham, ARI; Larry Gamache, Carfax
Are current practices hurting your value retention?
Often what's defined as frame damage really isn't. Are we taking all the necessary steps to correctly identify frame damage? How much information should we provide to buyers? Should all frame damage be reported to vehicle history guides or simply disclosed from the block on sales day? A panel of industry experts debates the pros and cons of each approach.

3:10pm - 3:30pm

Networking Break

3:30pm - 4:00pm(Palace Ballroom, Salon 1)

Used-Vehicle Buying Strategies of Dealer Groups.
Moderator: Tom Kontos, ADESA
Panelists: Harold McLarty, Sonic Automotive; Doug Turner, J.D. Byrider; Don Groppetti, Groppetti Automotive
Learn how the mega buyers determine what to buy at auction. A panel of dealer group representatives discusses their buying strategies and what you can do to increase your business with them.

4:00pm - 4:30pm(Palace Ballroom, Salon 1)

Pros and Cons of Mega Sales vs. Diverse Sales
Moderator: David Angelicchio, National Auto Auction Association (NAAA)
Panelists: Tim Martin, LeasePlan; Don Roccia, Credit Acceptance; Howard Segal, Wells Fargo; Greg Thibault, Avis Budget Group
There are two philosophies in remarketing vehicles. One is to aggregate volume at a single sale to attract the greatest number of buyers. The other is to spread your volume to different auctions to take advantage of geographic differences in resale values. Discussed are the pros and cons of each approach.

4:30pm - 5:00pm (Palace Ballroom, Salon 1)

Keynote Address: Taking Your Remarketing Program to the Next Level
Presenter: Ingram Walters, Owner/Operator, Griffin Quick Credit Buy Here, Pay Here Dealerships
Ingram's family has operated nine franchise dealerships in and around Charlotte, N.C., for more than 50 years. In addition, Ingram Walters owns five buy here, pay here dealerships and is indicative of a new breed of savvy dealers, who offers real-world advice on how to increase the profitability of remarketing programs, both from an auction and consignor perspective.

Sponsored by

5:00pm - 5:30pm(Palace Ballroom, Salon 1)

IARA Certification Award Ceremony and Individual "Best Auction" awards by Factory & Finance Consignors
The IARA will award its Certified Automotive Remarketers (CAR) certification to its first graduating class. This will be followed by individual "Best Auction" awards by consignors.

Hotel Raffle Winner Announced
$100 Gift Certificate - Any Caesar's Palace Restaurant

5:30pm - 7:30pm (Exhibit Hall)

Opening Networking Reception

7:30am - 7:00pm

CAR Registration Open

8:00am - 9:00 am(Exhibit Hall)

Continental Breakfast and Expo

9:00am
(Palace Ballroom, Salon 1)

Welcome to Day Two of CAR
Sherb Brown, Bobit Business Media and Charlie Vogelheim, Master of Ceremonies

9:00am - 9:30am(Palace Ballroom, Salon 1)

Keynote Address: The Future of Auto Remarketing - What it Will Look Like
Presenter: Mark Mathews, GM
An examination of where we've been as an industry and the path we need to follow to assure a prosperous future. As our industry faces challenges that in many respects threaten our very existence, Mark will outline a series of initiatives that OEM's, Auctions, and Dealers must embrace.

Sponsored by

9:30am - 10:00am(Palace Ballroom, Salon 1)

Forecast of Wholesale Automotive Market: 2009-2010 Moderator: Charlie Vogelheim
Panelists: Ricky Beggs, BlackBook; Terrence Wynne, NADA; David Wagner, ALG; Eric Ibara, Kelley Blue Book; Rene Abdalah, RVI Group
The resale market since September 2008 has been bleak. What are the forecasts for the balance of 2009 and calendar year 2010? A panel of residual forecasters gives their predictions of keys trends in the wholesale resale market.

10:00am - 10:30am(Palace Ballroom, Salon 1)

Reconditioning: Methodology for Tracking Results
Moderator: Lynn Morgan, Vice President, Manheim Consulting
Panelists: Steve Piccinati, Bank of America; Brent Huisman, HSBC; Dan Kennedy, General Motors
Everyone agrees that for every dollar invested in recon, you should get an additional $1.50 to $2.00 in increased resale value. How do you ensure that you achieve these results and that your recon dollars were wisely spent. This seminar will analyze the methodology to track increased resale dollars attributed to recon.

10:30am - 10:50am

10:50am - 11:30am(Palace Ballroom, Salon 1)

11:30am - 11:50am(Palace Ballroom, Salon 1)

NAAA’s Perspective on the State of the Auction Industry
Presenter: Bob McConkey, National Auto Auction Association (NAAA)
Come listen to NAAA president, Bob McConkey's industry perspective on the auto auction business in the "new economy".

11:50am - 12:00pm(Palace Ballroom, Salon 1)

Awards Ceremony
Bobit Business Media will award its annual Remarketer of the Year Award and its annual Consignor of the Year Award

12:00pm - 2:00pm(Exhibit Hall)

Networking Lunch and Expo

12:00pm - 2:00pm(Capri Meeting Room)

The Wholesale Institute Workshop
The Wholesale Institute is a workshop that is designed to assist a dealership in developing “Best Practices” for managing its used vehicle inventory.This workshop will help the dealership create step-by-step procedures for buying and selling its inventory online and help eliminate the fear associated with utilizing today’s technology. Hosted by OVE.com, the session will cover a wide range of topics, all geared towards increasing your profitability.

2:00pm – 2:40pm
Concurrent Breakout Sessions

Next Generation of Online Remarketing Technology
Moderator: Don Elliott
Panelists: Peter Kelly, OPENLANE; Steve Kapusta, SmartAuction; Susie Heins, OVE.com; Jason Ferreri, ADESA; Scott Finkle, AuctionPipeline;
Brett Adair, Copart
Software technology is rapidly advancing. What are the new software capabilities of the next generation of online remarketing technology? A panel of industry experts examines the latest technological trends and how they will be applied in online remarketing.

(Emperors Ballroom 1)

Consignor Roundtable:
How to Attract Our Business (Any Channel)
Moderator: Scott Kolb CAI, The SKI Group, LLC
Panelists: Bill Walters, Westlake Financial Services; Gerry Corcoran, Dollar Thrifty; Bill Cieslak, PHH Arval; Rob Wagner, Hyundai Motor Finance; Stephen Houston, Wachovia
What do auctions need to do to win the business of major consignors? Remarketers from various industry segments explain their needs and wants.

(Emperors Ballroom 2)

2:40pm – 3:20pm
Concurrent Breakout Sessions

MythTesters: Exploding Remarketing Truisms
Presenters: Don Meadows, AutoIMS and Layne Weber, CitiFinancial Auto
Back by popular demand, our MythTesters will test the validity of remarketing truisms to see if they are indeed true or simply urban legends.

(Emperors Ballroom 1)

How to Reduce Transportation Costs While Increasing Efficiencies
Moderator: Don Fowler, World Omni Financial Corp.
Panelists: Joe Steinberger, CentralDispatch.com; Steve Wheeler, Ready Auto Transport; Joe Steinberger, CentralDispatch.com; Matt Betz, AmeriFleet; Terry Langness, PARS; Mike Briggs, OPENLANE; Jeffrey Grandstaff, Insight Network Transportation
This panel discussion identifies proven techniques employed by remarketers to improve transportation efficiencies. Also, transporters and brokers explain what remarketers can do to optimize the vehicle logistics and identify industry best practices.

(Emperors Ballroom 2)

3:20pm - 3:35pm

Networking Break

3:35pm - 3:40pm(Palace Ballroom, Salon 1)

Hotel Raffle Winners Announced
1 Night Stay at Caesars Palace

3:40 pm - 4:15 pm(Palace Ballroom, Salon 1)

Keynote Address
A Dealer's Perspective: How Consignors Can Bring More Dealers to the Lanes
Presenter: Mike Cunningham, Payless Cars & Trucks

Sponsored by

4:15pm - 5:00pm(Palace Ballroom, Salon 1)

Industry Best Practices in Marketing Auction Sales
Moderator: Stephanie Gingras, Auction Manager, DAASW
Panelists: Jim DesRochers, DAASW; John Rea, Rea Brothers' Mid South Auction; Ray Nichols, BSC America Companies; Larry Tribble, Southern Auto Auction
The more dealers you have in the lane, the more robust the bidding. Auctions share proven techniques they employ to bring the maximum number of dealers to the auction on sales day.

5:00pm - 5:30pm(Palace Ballroom, Salon 1)

State of the Subprime Finance Market
Presenter: Melinda Zabritski, Director, Automotive Credit, Experian
In today's rapidly changing automotive finance market staying current with the latest industry trends will help lenders and dealers succeed in this difficult environment. This session will focus on providing key automotive finance trends for the used and subprime automotive finance market. Discussion items will include shifting market share, consumer credit from both the national and regional perspective, how and what consumers finance as well as overall characteristics of consumer loans.

5:30pm - 7:30pm(Exhibit Hall)

Networking Reception

8:00am - 10:00am

IARA Certification Testing