Agenda

In this session, attendees will learn about:

• Best practices in loss forecasting
• Making sense of analytic overkill
• Analytic and technology pitfalls that mislead modelers
• How modular analytic modeling can revolutionize model accuracy
• Early warning signs of portfolio deterioration
• How CECL requirements will likely cause lenders to over-provision and how modular analytics can help

Takeaways:

• Understand the benefits and limitations of different methods, tools and technology.
• Understand how your own data can often mislead you and lead to poor predictions.
• Understand how a modular analytics approach can improve your existing process.

The economy has grown 11 consecutive years in a row, fueling innovation, start-up growth and market expansions, including the rise of the mobility. Mobility has experienced many highs and lows with new product launches, service offerings and technologies transforming the transportation industry. Over one-third of U.S. adults have embraced mobility, replacing private vehicles altogether or many more supplementing transportation needs. But what happens to the mobility market when the economy slows down? In this session, we’ll examine how a decelerating economy could impact mobility stakeholders and what it will take for companies to ride out the changes.

Takeaways:

• Gain a broad framework of knowledge about the mobility marketspace as it stands today, and how it got here.
• Share examples of how the overall economic standings will impact the mobility space.
• Give insight from past economic downturns and their impact on the transportation industry, employees and consumers.

The life of every vehicle matters. While we may see fewer cars on the road in the future, the rise in miles traveled per vehicle will result in more frequent services and care than ever before. From cleaning, delivery and relocation, fueling and charging, tire service and other general vehicle maintenance, the demand for mobile car care is expanding. This workshop explores the growth of “at-the-car” services that auto dealers, fleet managers, ride-share and car-share operators are utilizing to maximize vehicle utilization and drive operational efficiency and convenience.

Takeaways:

• Review the latest mobile and fixed location fleet services solutions designed to keep up with the growing on-demand economy of shared vehicles, transporting both people and goods.
• Learn about the technology helping drive operational efficiency and convenience for fleet managers and shared mobility providers.

As digital retailing moves mainstream, it takes more than just believing to get most dealerships on board. A modern customer experience needs to deliver real world business results. Join us as we walk through the KPIs that matter most as it relates to digital retailing— engagement, time & profitability.

Takeaways:

• Understand how omnichannel retailing engages more qualified buyers with 2x the conversion rate of traditional leads.
• Hear stories from dealers like Easters Automotive who took their time to sell from 3 hours to 90 minutes.
• A blueprint to increase profitability per transaction with omnichannel selling

We talk, read, and listen about EVs everyday, but what are the real impacts they will have on the automotive market in the next five years? With a relatively small market share, the answer is the excitement they cause outpaces their impact. In the coming years it will be more important to understand which smaller segments of traditional ICEs will see an impact, and how will new and used values for EVs stack up against the mainstays of the industry.

Takeaways:

• Where in the industry to focus EV analysis efforts
• Impact of EVs on ICE competitors
• What EV pricing and sales figures will look like as more EVs come to market

Dealership gross profit is declining as digital advertising spending outpaces retail margins. Data shows a direct correlation between price markdowns and decreased VDP views, meaning the antiquated focus on price elasticity of demand is failing to increase sales. This session will compel dealers to flip the sales narrative by instead focusing on demand elasticity of price. Data findings prove the power of artificial intelligence to generate highly specific consumer demand and accelerate sales pace while maintaining price and margin. This session will give dealers the tools to strategically move each unit on their lot in the most cost effective way.

Takeaways:

• Price is no longer the right lever to pull to increase VDP views.
• Marketing strategies differ across individual VINs; there is no one-size-fits-all approach.
• Artificial intelligence can generate consumers most likely to leverage new digital retailing technology.

In a decade, gig economy drivers have emerged to become over 3% of the work force in the USA — over 3M+ owner operated vehicles. While many car dealers see this as a threat, working with ride sharing companies, their drivers and their technologies, provide one of the largest potential opportunities for dealers to expand vehicle sales, rentals, fixed operations, etc. — in short a wealth of new business, for dealers who have the desire and knowledge on how to capture this new, largest market. This session will provide the knowledge to unlock the many benefits working with ride share companies has to offer.

Takeaways:

• Define and identify the growing affinity group of gig economy drivers and the business opportunities they represent.
• Learn how to target with expanded inventory, “wholetail” opportunities and use fixed operations as the “competitive edge”.
• Recognize and market accommodating fleet requirements, and target fleet service maintenance contracts and “packaged “services.
• Identify and use new turn-key, inexpensive technologies to enhance customer satisfaction and reduce profit compression.

The gap, or ZMOT, between marketing (consumer awareness) and digital retailing (transacting) is where car buyers spend 80% of their time. This gap is where dealers and lenders have the most influence on shopper decisions during the path to purchase and the source for financing that purchase.

This session will explore how marketing messaging does not always connect with the digital retailing experience and why digital retailing is not living up to industry expectations.

Takeaways:

• Discover tools that can help bridge the gap to increase market share.
• How to break the traditional marketing model to inspire a purchase
• Review where potential advertising $$$$ is being misdirected.

Why do the same digital retailing tools produce great results for some dealers and not others? What’s the key to success with today’s online tools? Digital retailing expert Tim Cox answers those and many other questions in his high energy and dynamic session.  Tim will discuss the elements of conversational commerce and how small adjustments to your online approach can produce significant sales results and improved efficiencies in your business.  Tim takes his audience back to the basics and discusses the necessary communication skills and practices.  Tim uses case studies and actual results from dealers to reinforce his proven methods so that you have a clear roadmap to improving your digital retailing outcomes. This is not a product sale.  If you enjoy a conversational and high impact session that offers simple but useful tips that generate results, then you won’t want to miss this one.

From connectivity and electrification to autonomy and shifting ownership models, the automotive industry is in the midst of unprecedented evolution. These four major waves of innovation are already overlapping, colliding and combining to create a mega-trend known as Vehicle 2.0. To progress through these waves of change, we look at where they currently are today and project where they will take us in the future.

Takeaways:

• Explore the intersections and leaders of the connectivity, electrification, autonomy, and shared mobility trends.
• Discuss industry goals and their impact on transportation through local and national perspectives.
• Analyze the importance of technology for the future of mobility.

Using machine learning and industry expertise, we will look at vehicles’ values projections for the next recession and compare it to the previous experiences.
Accurate projections of price changes will allow dealers, lenders, and OEMs to be better prepared for the next slow down or a deep recession.

Takeaways:

• We have data and skills to be prepared for the next recession.
• The next recession will have a different effect on your portfolio compare to the last one.
• Always project and be prepared for several options.

The lender network processes roughly 500k updates daily from the agent community. Data inefficiencies can cause loss of activity, vehicles, and time of recovery. However, when agents and lenders work together utilizing data to communicate clearly, they both benefit in valuable ways. Attend this session and learn to convert data into actionable information to help businesses run smoother and faster with more efficiency. So, put the pedal to the medal, uncovering best practices to transform data, increase operational efficiency and compliance management, all while providing full security and transparency for your stakeholders.

Takeaways:

• Industry solutions to address pain points lenders experience with repossessions and recoveries
• Examples of how data can be used to improve recovery performance, decrease repossession cycle times, and benchmark performance
• Steps to clean-up dirty data and dive-deep to attain actionable, predictive analytics

Learn what characteristics best set up a fintech for success as well as how accelerators contribute to their success. A case study will be provided.

Takeaways:

• How to identify fintechs that will be around in 3 years and worth your investment.
• How a 12-week accelerator assists both the fintech and financial institution (investor)
• Hear a successful fintech case study.

With evolving models of mobility, from carsharing to subscription services to peer-to-peer rentals, it’s important to consider the legal structure behind such arrangements and your business’s particular role in it. Whether you’re a fleet owner, tech provider, financier, data user, or remarketer, the understanding with the vehicle user will affect your rights, and may not always be a clean fit with older regulatory schemes, such as state and federal rental laws, licensing and repossession rules, recall demands, and restrictions on data use and telematics. This session will prime you to spot the issues and dig deeper when necessary in your mobility operations.

Takeaways:

• Describe the most common mobility models and the legal structure behind them
• Flag legal risks to be aware of and potentially structure around
• Offer ways to mitigate privacy and data security risks

Do you sometimes feel like you’re herding cats when it comes to your finance workflows? You’re not alone. Patsy Price with Peterson Auto Group felt like that on many days, like when she was sending documents around each of the five dealerships for routing and approvals. This is one example of expensive inefficiencies that come with manual AP processing, and is leading dealership GMs to investigate AP automation solutions.

Takeaways:

• An understanding of what cloud-based AP automation is and how it streamlines and simplifies the processes associated with accounts payable, from receipt of the vendor invoice to paying the bill
• How one successful auto group transitioned to an automated, paperless invoice and payment processing workflow and the specific benefits as a result of AP automation
• Overview of the buy-in and implementation experience

Auto finance lenders and servicers continue to turn to A.I. tools to streamline and enhance customer service and collections efforts, all while improving the overall customer journey. Whether it’s the use of intelligent virtual assistants to handle routine customer interactions, sophisticated conversation analytics software to gain business intelligence, or custom SaaS software to predict when and how much delinquent accounts will pay, it’s clear that AI has made its way into the auto-finance mainstream. What may still be considered a luxury will very likely become part of the cost of doing business for all lenders in the very near future. This session will take a look how organizations can make the use of AI tools a reality within their customer service operation — in other words, how to move it from the innovation committee to the operations committee.

Three trends are converging to create entirely new sales and marketing platforms that connect consumers via their devices to marketers databases 24/7 and at the same time open privacy friendly one to one communication channels.

Takeaways: 

• How the internet of things, powered by AI, and consumer demand for privacy will change sales and marketing
• How this changes create new opportunities for faster sales, great close rates, and greater margins.
• How can your dealership prepare and participate in this rapidly developing new sales and marketing ecosystem.

“Digital retail” are no longer just industry buzz words. It is the term that represents investments you are making around people, processes and technology that will help you capture new markets, streamline the web-to-showroom buyer experience, drive growth and competitive advantage. How you sell cars now will not look the same in two years, much less in ten years … but how do you know what you deploy in 2020 won’t slow your business down later? In this session, find out the critical factors in designing and deploying a digital retail foundation (people, process and tools) that works today AND will take you to 2030 and beyond.

Takeaways:

• How digital retail can transform your business: from lead generation to lead conversion, to deal confidence
• The ways they can build a scalable digital retail platform, connecting the internet department with the sales department
• Why connecting a financial network to your existing sites accelerates sales and boosts confidence

As the number of upstream auctions increases, how do consignors keep pace and effectively leverage ALL of them? Each platform has:

1. Their own unique launch criteria and CR
2. Their own Run times
3. Their own price point “sweet spot”
4. Their own buyer profiles
5. Etc, Etc, ETC.

More than a decade ago, upstream re-marketing was considered a “pipe dream.” Today, upstream remarketing is considered mainstream. How do you stay current with the ever-increasing number of platforms to maximize the retention on your collateral? If this is a challenge at your organization, we may be able to offer insight on some solutions.

Takeaways:

• Advantages of marketing collateral on multiple venues
• How the space has changed in the last five years and what the trends are over the next five years
• Advantages of “integrating” a multi-post upstream strategy

Many say the dealer model is under threat. I will share why the current dealer model is in the best position to profit from new trends in mobility. The dealer is not only the best player for new transportation consumption — they own the stadium. I will share exactly what progressive dealers are doing to leverage third-party solutions to participate in new mobility offerings, including subscription, leisure rental, and on-demand commercial rentals. Exploding driver demand for commercial rentals for gig-economy workers creates huge opportunities for dealers to increase revenue within every profit center, with no capital investment from the dealer.

Takeaways:

• Why dealers need to take advantage of the new ‘on-demand’, ‘flexible’ and ‘shared’ Transportation as a Service opportunities.
• How every dealer department profits from the MaaS & TaaS industry.
• What’s different with ‘mobility’ opportunities today from just a few years ago?

The decision of whether to hold or sell auto loans can materially affect independent auto-dealer profits. This decision is difficult for the dealers, as many do not wish to change their operating model of buying inventory, selling vehicles, collecting down payments and periodic payments over a period of many months – if the auto loans do not default. Jim will cover other alternatives that will usually result in a more profitable model for the dealerships.

Takeaways:

• Recognizing a profitable alternative to funding as independent auto dealership
• Proof of how this works through use of a model and explanation
• An illustration of how this methodology also can be profitable for finance companies, credit unions, and banks

This session will provide attendees with great insights to auto sales and auto lending in the U.S. from data based on JD Power’s PIN data which is derived from thousands of auto dealers’ transaction detail; and used-car data sourced from the NADA Used Car Guide; a discussion of new and used auto sales covering 2019 and Q1 2020 results and the 2020 outlook; detailed information on what is driving sales as well what may be an impediment in the future; a review of what is going on in the used-car market; supply, pricing, strong and weak segments as well as an outlook to used-car values; insight into auto lending, pricing and pricing trends, LTV’s, credit scores, loan terms, share by lending segments; and leasing data.

Takeaways:

• Insights and the driving forces to New and Used Vehicle Sales in the U.S.
• Deep dive into used-car sales and drivers, supply trends and used-vehicle value forecasting.
• Insights to the auto lending space, results and trends in; rates, terms, LTV’s, credit scores, leasing, provider share and more.

With people now buying cars in a variety of ways — text, digital retailing, websites (e.g. Carvana and Vroom), — dealers must evolve and deploy specific tactics to remain competitive. In this session, Ledgerwood will go into detail about how the mobility industry has evolved, and how developments in digital car sales are driving the need for dealers to make the car buying experiences as frictionless as possible. Attendees can expect to learn how to incentivize customers to come in-store by updating outdated processes, like insurance, which has traditionally been timely and difficult.

Takeaways:

• As technology makes mobility more convenient through things like online car buying platforms, the success of dealerships is at risk unless they bring ease to the car buying process.
• Dealerships must evolve to keep up with online competitors by offering services to streamline the experience such as buying insurance on-location.
• Integrating insurance into the purchase journey will allow deals to be signed quicker and motivate consumers to continue using physical dealerships.

ACV Auctions is on a mission to be the most trusted and transparent way dealers buy and sell used cars. As our ACV Auctions marketplace grows, we heard from our customers that they’re looking for that same transparency in the dealer financing space. And so, we created ACV Capital in 2019 to give dealers a better understanding of their cashflows. Michael will talk about the product design journey for ACV Capital, the challenges in bringing the the benefits of the digital auction experience to financing and what’s ahead as the company’s new subsidiary evolves.

Takeaways:

• Importance of listening to customers for product design
• Importance of simplicity and transparency in financial products
• Power of testing to accelerate your speed to market

The automotive industry has a trust issue when it comes to vehicle valuations. Insurance companies, financial institutions and auto auction professionals are faced with the challenge of extracting trim and options data from online listings, window stickers and other data sources to make it usable for vehicle analysis, comparison and search. This session will explain the technology behind predictive analytics and how it’s providing more clarity to automotive providers, as well as what the future holds for the industry as a result of gaining greater transparency on vehicle description data, and ultimately vehicle valuations. It will also discuss new applications where AI is being used to change the way the automotive industry is doing business.

Takeaways:

• How enabling technologies like artificial intelligence (AI) and machine learning are helping put actionable intelligence and TRUST back in vehicle valuations
• How AI is enhancing used car valuation processes
• How analytics integrate and enhance historical VIN data

The session will be a discussion about the current job market, and the habits employers must implement to recruit and retain successfully. We’re all currently swimming in the deepest Candidate Demand Market that any of us has ever seen. These are heady times for those in the job market: New career options galore. Job offers abound. Base pay and bonus plans rising. Therefore, it’s a scary-as-hell time for employers: Aging, open job recs. A shallower and shallower candidate pool. Compensation demands soaring. What should you do if you’re on the hiring side of this equation? And how do you retain the talent that your competitors are working hard to take away from you?

Takeaways:

• Current Talent Market Wake-Up Call
• Recruiting Awareness: You’re not the only game in town.
• Pay attention to your existing talent: The wolves like us are everywhere.

Andrew Tai will provide actionable insights and real-world case studies that show how you can drive measurable and long-lasting improvements at your dealership through digital retailing.

Takeaways: 

• After this session, attendees will come away with the tools needed to drive positive and substantial change through digital retailing. This change will not be limited to any one area; rather, the audience will understand how to improve a variety of diverse metrics including lead generation, sales efficiency, and customer satisfaction.
• Attendees of this in-depth talk will also get a clear view of how digital retailing is and will continue to shape the industry, creating a thorough understanding of where their dealerships fit into this new digital future, and why it’s a good thing.
• Finally, the audience can expect to get a clear picture of how automotive digital retailing fits into the larger picture. The dealership doesn’t exist in a vacuum, and consumer expectations are heavily influenced by external factors. This talk will link major trends like the rise of Amazon and Uber to the new breed of consumers entering the showroom.

Through the proliferation of large and granular data, wholesale used vehicle transactions prices can be predicted with an ever-increasing accuracy. In this session we will discuss the pros and cons of using machine learning for model development in the context of auto residual values. Additionally, we will provide insights into auto-residual behavior for different makes/models under multiple economic scenarios.

Takeaways:

• When to use and when not use machine learning models for auto residual value forecasting.
• The accuracy gains using newer forecasting techniques versus the more traditional modeling approaches
• Learn whether residual values more or less sensitive to the economy using machine learning modeling techniques.

Learn how the latest conversational AI technology, currently being used by BMW financial services and Kia Motor Corporation, can improve the customer experience while reducing costs. This technology will enable your brand to truly understand what your customers want, respond instantly 24/7 and continually improve without the repeated investment in training of high-churn human customer service support.

Takeaways:

• Learn what automotive customers really want when they visit your website and social channels.
• Understand the basics of what it takes to automate chat with conversational AI.
• See the quantifiable benefits including increased sales leads, higher conversion to KPIs, reduced call center costs.

The tech-enabled convenience of buying a product online and having it delivered almost instantly to your door has quickly faded to expectation. As consumers turn to the internet for all their buying needs, they have also come to demand a faster, easier, and more transparent vehicle buying and delivery experience. Join us to understand the opportunities to digitally enhance the supply chain to adapt to the changing market and achieve a competitive advantage.

AI has been under-utilized in the car buying process and consumers are demanding more from auto retailers, based on Affinitiv’s 2019 consumer loyalty and digital personalization studies. While traditionally used to eliminate risk for lenders, AI promises to elevate the consumer experience at critical points in the car buying and financing process. Consumers also expect auto retailers to personalize specific aspects of their online experience as it relates to auto financing. Infusing AI into the car buying process greatly simplifies financing-related decisions for the consumer, thereby leading to improved customer satisfaction, increased lead conversion and an accelerated car buying process.

Takeways:

• Learn about consumer financing migration patterns based on Affinitiv’s 2019 auto customer loyalty trends and benchmarking study with over 10M consumers.
• Learn about auto finance personalization expectations from Affinitiv’s 2019 digital personalization survey with over 1,000 consumers and 100 dealer websites.
• See examples of how AI is improving the online car buying and digital retailing experience.