Agenda

Program Descriptions

(subject to change)

Wednesday, March 26 

7:00am - 7:00pm

CAR Registration Open

7:00am - 1:00pm

IARA Registration Open

IARA Conference Begins

7:30am - 9:15am

Continental Breakfast and Keynote Presentation by Bruce Jenner

9:15am - 9:30am

Coffee Break

9:30am - 11:00am

Remarketing Town Hall Meeting 2008
Moderator: Steve Houston, Wachovia
Panelists: Jim Hallett, ADESA; Mike Hockett, ABC; Bob Graham, ARI-Automotive Resources International; Nick Peluso, Manheim; Bob McConkey, DAA; Dan Heinrich, AmericCredit; Steve Wallerstein, Subaru

11:00am - 11:30am

 Coffee Break

11:30am - 1:15pm

IARA Circle of Excellence Award Luncheon

CAR Begins

1:00pm - 1:30pm

Pre-Conference Coffee Break

1:30pm - 1:40pm

Welcome to CAR 2008
Sherb Brown, Bobit Business Media

1:40pm - 2:10pm

Keynote Address: What Dealers REALLY Want from Remarketers
Presenter: John Stamm, Asbury Automotive Group

2:10pm - 2:40pm

 Panel: Key Issues Facing Factory Consignors
Major factory remarketers will discuss the key issues they are facing in 2008.
Moderator: Jim Yates, Alliance Inspection Management
Panelists: Jim Kuna, Toyota Financial Services; David Nakano, Nissan; Dan Kennedy, GM; Steve Groene, Ford; David Carp, Kia Motors America; Bill McIver, GMAC; Steve Solomon, Chrysler LLC

2:40pm - 3:10pm

Panel: Remarketing Initiatives Among Institutional/Fleet Portfolio Managers
What are the key remarketing initiatives among institutional consignors and how do they see their business shaping up for 2008 and beyond?  In particular, the panel will examine best practices among large portfolio consignors and how these practices are helping to increase resale values.
Moderator: Jim DesRochers Dealers Auto Auction Southwest; Stephanie Gingras, Dealers Auto Auction Southwest
Panelists: Jim Chapman, Rapid Remarketing, Inc.; Darrin Aiken, Wheels; Tim Martin, LeasePlan USA; Jerry Kroshus, HSBC; Sheila Tedesco, Lobel Financial; Bill Walters, Westlake Financial Services

3:10pm - 3:30pm

Refreshment Break

3:30pm - 4:15 pm

Panel: Used-Vehicle Buying Strategies of Dealer Groups
Find out what dealers look for in the vehicles remarketers offer at auctions and online in this stimulating panel of representatives from varied dealer groups.  The dealer groups include large franchised dealer groups, buy-here-pay-here dealers, and brokers who buy for multiple dealerships.
Moderator: Tom Kontos, ADESA
Panelists: Howard Hakes, Hitchcock Automotive Group; Doug Turner, J.D. Byrider Company Stores; Mark Petersen, Fleets USA; Jerry Heinecke, Morries Automotive Group

4:15pm - 5:00pm

How to Increase Online Conversion Percentage Rates
 Posting vehicles for sale on an online platform is easy, but how do you increase your percentage of sale?  What is the right mix of vehicles to offer?  How do you provide a high level of trust from the buyer to seller and vice versa.  This panel of industry experts will explain what to do (and what not to do).
 Moderator: Vic Yancone, BSC
Panelists: Clive Kinross, ATC-Onlane; Susie Avery, OVE; Scott Finkle, AuctionPipeline; Jason Ferreri, ADESA

5:00pm - 5:30pm

Awards Ceremony
 Recognizing: Remarketer of the Year; Consignor of the Year; Individual "Best Auction" Awards by Factory and Finance Firms

5:30pm - 7:30pm

Opening Networking Reception and Expo in Exhibit Hall

Thursday, March 27

7:30am - 7:00pm

Registration Open

8:00am - 9:00am

Continental Breakfast and Expo in Exhibit Hall

9:00am - 9:30am

How Technology Will Change Traditional Remarketing Channels
This presentation will examine future industry trends along with some wild preditions.
Presenter: Jim Hallett, ADESA

9:30am - 10:00am

J.D. Power New CPO Study
J.D. Power will share current CPO sales information and what makes a successful CPO experience for the buyer and sellers.
Presenter: Charlie Vogelheim, J.D. Power

10:00am - 10:30am

How to Reduce Days to Sale
A case study that reduced days to sale by 40 percent while strengthening value retention.  A look at the variables and a deep dive into the change management process that enabled this dramatic shift in consignor and auction operations.
 Presenter: Dave Sutton, VW

10:30am - 10:50am

Refreshment Break

10:50am - 11:30am

Is Your First Money, Your Best Money?  The Analytics of No Sales
A perennial question.  Here are the analytics to answer it.
 Presenters: Layne Weber, CitiFinancial Auto; Don Meadows, AutoIMS

11:30am - 11:45am

Industry Update from NAAA
Presenter: John Rea, NAAA
 11:45am - 12:00pm

 NIADA: Dealer/Consumer Automotive Training
Mike Linn will give an overview of NIADA-TV, Automotive Consumer Television and NIADA's "Certified Master Dealer" training program.
Presenter: Mike Linn, NIADA

12:00pm - 2:00pm

Lunch and Expo in the Exhibit Hall

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

Lender Remarketing for Repos and Off-Lease
Top special finance remarketers will discuss their strategies for remarketing.
Moderator: Don Fowler, DataScan Field Services
Panelists: Howard Segal, Wells Fargo; Steve Piccinati, Bank of America; Lynn Wolver, Chase

How Can Remarketing Channel Vendors Attract More Consignor Business?
This session will provide a candid assessment by consignors of what auctions and wholesalers should be doing but are not.
Moderators: Pierre Pons and Dick Curtis, TPC Management
Panelists: Jay Hinchman, CenterOne/World Omni Financial; David Stolt, Hertz; Dave Nagy, Emkay; Steve Kapusta, GMAC Financial Services

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

What is the ROI on Self-Certification and Recon Programs?
Learn about the results of Manheim's White Paper on Certification Programs and what would be a good fit for your company.
Presenter: Lynn Morgan, Manheim

New IARA Benchmarking Study & Certification Initiative
An industry initiative is underway to establish performance metrics when remarketing vehicles.  Find out about the results of a recent industry survey, how these performance metrics are being determined, and what future benchmarking metrics should be established.
Benchmarking Presenter:
Dave Sutton, VW and Rich Apicella, BenchMark Consulting International
Certification Presenters:
Jill Tarallo, NRT; Mike Antich, Automotive Fleet, Bobit Business Media

3:20pm - 3:40pm

Refreshment Break

 3:40pm - 4:15pm

Panel: The Impact of Risk Vehicles on the Wholesale Market
As the volume of buy-back rent-a-cars has declined, the volume of risk vehicles has increased.  What impact will these vehicles have when they come back to the wholesale marketplace?  What is being done to maximize the resale values of these higher-miles vehicles?
 Moderator: Scott Kolb, The SKi Group 
Panelists: Greg Thibault, Avis; Frank Dankovich, Rosedale Leasing; Dan Kennedy, GM; Steve Solomon, Chrysler Fleet Operations

4:15pm - 5:00pm

Panel: Future Trends in Residual Values
This panel of experts will examine the values available, the values utilized, and the realities of the 2008 marketplace and what OEMs are doing in new-product development to enhance future residuals.
Moderator:Sal Terranova, Carolina Auto Auction
Panelists: Ricky Beggs, Black Book; Terrence Wynne, NADA Used Vehicle Guide; James Clark, ALG; Joyce Fierens, General Motors; Eric Ibara, Kelley Blue Book; Joe Spina, Edmunds,com

5:00pm - 5:30pm

Establishing Metrics for Upstream Selling
It's all about selling cars.  Sue Boehlke, COO, Manheim Online Solutions, will review the metrics that can position online remarketers for success.
Presenter: Sue Boehlke, Manheim Online Solutions

5:30pm – 7:30pm

Closing Networking Reception and Expo in Exhibit Hall

 Friday, March 28 

8:00am - 10:00am

IARA Certification Testing