Full Schedule

As of 2/22/2010

Wednesday, March 3, 2010

IARA Breakfast MeetingThe Future of Remarketing Technology
Donald Foy will discuss what the Manheim Tech Center is doing to support the professional requirements of the remarketing industry. He will also describe what type of new industry programs are in development to meet the needs of a changing industry.

Keynote Speaker: Donald Foy, Manheim DRIVE Center
Sponsored by:

9:15am - 10:00am
Vehicle Sourcing Strategies and Techniques in a Downsized Market
With the new-vehicle retail sales levels at record lows, what challenges are facing used-vehicle buyers? The panel discussion will address the impact of reduced new-vehicle sales volume has had on business segments supporting the used-vehicle buyers and sellers.

Moderator: Mike Linn, National Independent Automobile Dealers Association (NIADA)   
Panelists: Jeff Grandstaff, ShipCarsNow.com; Don Fowler, DataScan and  Jay Cadigan, Manheim and Alan Stubbs, Sonic Automotive


10:10am - 11:00am
Town Hall Discussion on Consignor Certification Program
Here's your chance to participate in an active Town Hall meeting to share viewpoints on the benefits and challenges of the numerous Consignor Certification Programs. Do they enhance or hinder the sales performance?

Co-Moderators: Dan Heinrich, AmeriCredit and Tim Martin, LeasePlan USA  


11:00am - 1:00pm
IARA Lunch, Keynote Presentation & Circle of Excellence Award Ceremony
(Lunch served 11:00am - 12:00pm)
Using economic history, Raczkowski will explain how and what occurred last year when the credit markets seized cutting the Automotive SAAR from 16.4 million units in December 2007 to 9.8 million units in December 2008 sending the domestic auto industry (along with the general economy) into a tailspin.  Furthermore, he will offer a personal outlook for the economy as well as the domestic OEM's.

Keynote Speaker: Waldek Raczkowski, Revenue Modeling/Global Lifecycle Analytics Department (GLAD), Ford Motor Company
Sponsored by

Circle of Excellence Award Presentation
Emcee: Dave Alfonso, Kia Motors America, Inc.

1:30pm - 1:40pm
Welcome to CAR 2010
Presenter: Sherb Brown, Bobit Business Media
Emcee: Charlie Vogelheim, Intellichoice


1:40pm - 1:50pm
NAAA’s Perspective of the State of the Auction Industry
Presenter: Dave Angelicchio, NAAA and Pittsburgh Independent Auto Auction


1:50pm - 2:20pm
Keynote Address: What Dealers Really Want from Remarketers
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 lines and online.

Keynote Speaker: Bob Mulkey, Regal Car Sales and Credit
Sponsored by 

2:25pm - 3:00pm
Forecast of 2010-2011 Auto Industry & Its Impact on the Wholesale Market
Without a doubt, 2009 was most tumultuous year in the history of the automotive industry. What’s next? Now that major OEMs are no longer in voluntary Chapter 11 protection, what does the future hold for the automotive industry? This presentation will examine the key trends that will impact the auto industry this calendar-year and next and analyze how these trends will influence the vitality of the wholesale resale market.

Presenter: Maryann Keller, Maryann Keller and Associates

3:15pm - 4:00pm
Concurrent Session 1: 2010 Used Vehicle Industry Forecast
The used-vehicle market outperformed the new-vehicle market in the difficult economy of 2009. Will this trend continue into 2010? After several years of sales depression, especially of lease sales and fleet sales, how low will be the used-vehicle returns in 2010? With less good quality vehicles returning to the market, how the used-vehicle wholesale and retail markets will react? In this talk, we will summarize the new- and used-vehicle sales in 2009, forecast the used-vehicle returns in 2010, explore the dynamics of used-vehicle wholesale and retail markets, and provide some options and recommendations for remarketers.
Presenter:  Jie Du, J.D. Power and Associates

3:15pm - 4:00pm 
Concurrent Session 2: Latest Trends in Salvage Auction Sales
Participants can expect to hear from insurance industry executives and remarketing professionals from different seller segments on best practices, maximizing returns, managing cycle time and compliance issues. Key topics will also surround the total loss claims settlement process and challenges that banks & finance companies face in today’s marketplace.

Moderator: Michael Lasini, Total Resource Auctions
Panelists: Mark Houde, Travelers; Kevin Calvert, Express Automotive Business Solutions; Steve Brewington, ANPAC; James Spears, USAA Insurance and Tim Martin, LeasePlan USA 

4:00pm - 4:45pm
Concurrent Session 1: Pros and Cons of Remote Representation
All methods of remarketing pose advantages and disadvantages. To physically remarket or to virtually remarket the portfolio, that is the question. What are the advantages and the pitfalls to be avoided when virtually remarketing? Learn effective methods to maximize success when representing sales remotely, and when remote representation should and should not be considered.

Presenter:  Les Lynott, Emkay

4:00pm - 4:45pm
Concurrent Session 2: Forecast of Residual Values: 2010-2011 
What are the forecasts for the wholesale resale market for 2010-2011? A panel of residual forecasters gives their predictions of keys trends in the wholesale resale market.

Moderator: Scott Kolb, CAI, The SKi Group, LLC
Panelists:  Ricky Beggs, Black Book; Eric Ibara, Kelley Blue Book; Rene Abdalah, RVI Group; Matt Traylen, ALG and Jonathan Banks, NADA

4:45pm - 5:15pm
Factory Consignors Reveal Remarketing Strategies
Graduate Level Remarketing Strategy: Top executives from leading automotive companies share their high level remarketing strategies and discuss what is important to them and why? Once a strategy is implemented how do they know they are on the right path?  How will they navigate the changing market in 2010?  A who’s who of consignors will share their experience and outlook on these important questions and address questions from the audience.

Moderator: Dave Sutton, CARFAX
Panelists: Dan Kennedy, General Motors Corporation; Linda Silverstein, Ford; Rob Wagner, Hyundai Motor Finance Corp.; Dave Carp, Kia Motors America, Inc. and Ralph Fisco, Toyota/Lexus Financial Services


5:15pm - 5:30pm
IARA Certification Award Ceremony 
Presenters: Matt Marks, IARA and Bob Graham, ARI

9:00am - 9:30am
Keynote Address: NADA Initiatives and Their Impact on Remarketers                   
Ed Tonkin will discuss how dealers and NADA have met the unprecedented economic and business challenges of recent months, what the retail industry will look like in the future, and association initiatives that will help dealers thrive.

Keynote Speaker: Ed Tonkin, NADA 
Sponsored by               

10:00am - 10:45am
Remarketing Strategies of Auto Finance Portfolio Managers                 
Major auto finance portfolio managers will examine the challenges of 2010, as well as a look back at 2009, one of the most difficult and unusual years on record. They will discuss the infusion of TARP funds into the major banks, loss of securitization for some auto finance companies, lack of origination throughout the whole industry, continued emergence of Internet based selling, and much more.  How will all of this affect the remarketing initiatives of these industry-leading consignors in 2010?

Moderator: Jeff Brasher, Brasher's Reno Auto Auction
Panelists: Dan Heinrich, AmeriCredit; Jeannie Chiaromonte, Bank of America / Dealer Financial Services; Brent Huisman, HSBC and Howard Segal, Wells Fargo Auto Finance, Inc.


11:00am - 12:00pm
The Recession is Over, What’s Next?
Now that the recession is over, find out what's next. Dr. Ira Silver, NAAA Economist will tell you what will be happening in the economy, in retail auto sales, and in auction markets in 2010 and 2011.The presentation will address the shape of the recovery, what will happen to inflation, where auto sales are going, and what auction markets will look like. The best opportunities to profit from a economic turnaround occur early in the recovery when the future is still unclear. This presentation will clarify the shape and strength of the coming expansion and help you position your businesses to benefit from it.

Presenter: Dr. Ira Silver, NAAA             


2:00pm - 2:45pm
Vehicle Sourcing in a Constrained Environment                   
The presentation will address the current shortage of cars and how a dealer and/or auction can intelligently select the right kind of inventory and how to sell them profitably in a short turn. We are all competing for the same customers, whether we are wholesalers, selling to dealers, or dealers selling to customers – it’s still the same car. The individual unit starts at alpha and must make its way to omega.

Presenter: Tim Deese, Progressive Basics, Inc.


2:45pm - 3:30pm
Update on NAAA Standard Wholesale Certification Initiative
Industry standards are gaining momentum and becoming more essential as the auto auction and overall remarketing industry, as a whole, become increasing complex. Standards not only create operational efficiencies, they simplify and streamline the customer experience at auction.

This informational seminar will give you a first-hand update on the various standards initiatives currently evolving through the NAAA Industry Standards Committee. The current initiatives include: Electronic Condition Reports, Arbitration, and Wholesale Certification.

Moderator: Bob McConkey, DAA Northwest/Kansas City Independent Auto Auction
Panelists: David Munnikhuysen, Manheim; Paul Lips, ADESA and Al Crowther, Adjility Consulting                  


3:30pm - 4:15pm
Concurrent Session 1: Strategies to Remarket Higher Volume of Risk Vehicles in the Wholesale Market                   
More risk vehicles in car rental fleets signal potential changes for wholesale redistribution. This panel will investigate new techniques planned by car rental remarketers to achieve the most return for their "risk" investment. Fewer repurchase cars, new expenses, manufacturer supplier changes, alternating model mix, higher miles, and reconditioning procedures may all change in 2010. How will the changes impact your business?

Moderator: Don Elliott, Indiana Auto Auction
Panelists: Todd August, Avis Budget; David Stolt, Hertz; Randy Rawlinson, Dollar Thrifty; Mike Bystrom, Enterprise Holdings, Inc. and Dave Funston, Funston Fleet Services


3:30pm - 4:15pm
Concurrent Session 2: Best Practices in Increasing Online Sales Percentages
The Top Five things you might NOT want to do in order to  Increase your online selling percentages and how those items affect total online sales and total second bids.

Moderator: Jim DesRochers, Dealers Auto Auction-Phoenix
Panelists: Charlotte Pyle, Mountain State AA/Capital City AA; Sue Boehlke, Manheim; Paul Seger, GE Capital; Jason Ferreri, ADESA and Gus Xamplas, Donlen                


4:15pm - 5:00pm
Concurrent Session 1: Trends and Take Aways from the Used Vehicle Finance Market – An Analysis
The economy is still weak; the recovery is struggling. What’s happening in the used-car market – particularly in resale and lending trends – in 2010 and beyond? Experian’s automotive credit expert will share a wealth of data and information to help attendees make sound business decisions in the months ahead. Backed by hard vehicle market share statistics and lending trends analysis, Melinda Zabritski will explore the used-car lending market, specifically reviewing such critical concerns as changes between franchise and independent dealers, risk distribution and average new origination scores, leading players in the changing financing arena, and overall credit quality and delinquency and repossession rates.

Presenter:  Melinda Zabritski, Experian Automotive


4:15pm - 5:00pm
Concurrent Session 2: Taking Advantage of Pre-Stream Online Remarketing
Selling vehicles while still in service or immediately after they are taken out of service and transported to an auction often yields optimum results for consignors.  Benefits of this approach boast such things as reduced days to sell and lower cost to remarket.  Learn what consignors are doing in this area and the services remarketers are offering to support this growing segment.

Moderator: Jill Tarallo, Manheim
Panelist: Ken Smith, Dollar Thrifty Automotive Group; Greg Thibault, Avis Budget; David Alyea, Hertz; Greg Lubrani, OPENLANE and Bob Taar, SmartAuction


5:00pm - 5:45pm
How to Increase Sales to Independent Dealers          
Independent dealers WILL discuss and share real-world tips on how to increase your business by explaining their buying strategies, customers service needs and arbitration concerns.

Moderator: Mike Linn, National Independent Automobile Dealers Association (NIADA)
Panlists: Geoff Smartt, Smartt Cars; Billy Threadgill, Van's Auto Sales and Dane Lang, Lang Motors

5:45pm - 5:55pm
Consignor Recognition Awards for Auction Partners
Presenter(s): Credit Acceptance/VRS; Emkay; LeasePlan USA