Education Sessions

Monday - June 22, 2026

Avoiding Compliance Catastrophes - Lessons from the Trenches

In this presentation, independent dealer attorney and compliance expert Steven Lefkoff discusses the major federal compliance rules of the road and how your dealership can stay out of the enforcers’ crosshairs. As he says, “If you sell enough cars, you’re going to get hit with something nasty.” Learn how to stay on the right side of the law.

Stop Treating AI Like Software - Use It Like an Employee

This is not another high-level AI overview. By now, most attendees already understand what AI is and why it matters. This session is about moving past awareness and into real, practical use inside a dealership. This interactive, hands-on class will show dealership professionals how to actually work with AI, treating it like a capable employee rather than another piece of software. Participants will use their phones to build real AI bots during the session, focused on real dealership tasks across sales, service, management and marketing. Having a chat-based AI app already installed and logged in on your phone (such as ChatGPT) will be extremely helpful, as most of the session will be hands-on and mobile-first.

The Secret to Building Strong & Profitable Lender Relationships

Struggling to grow your business? Expanding and strengthening your lender relationships may be the key to success. Building strong partnerships with lenders is one of the most critical, and often overlooked, drivers of dealership success. Michael West has cracked the code on working effectively with national banks and finance companies to forge lasting relationships that drive approvals, maximize dealership profits and unlock new opportunities. He will walk attendees through a step-by-step approach to building trust, boosting approvals and positioning your dealership as a preferred partner with lenders.

Fueling Growth: How Smart Hiring Drives Dealership Success

In today’s competitive hiring landscape, independent dealerships need a more strategic approach to stand out. Join Ryan Naylor, a professional recruitment strategist, as he breaks down how the top 1% attract A-Players, boost retention and build high-performance teams that fuel long-term growth – on and off the lot.

The "Zero Budget" Social Marketing System: 15 Minutes a Day to More Units Sold

With over 38% of car buyers now turning to social media personalities and online creators to guide their purchase decisions, your dealership’s digital presence is no longer just an option; it’s your most influential salesperson. Join us to learn a simple, 15-minute daily system that turns your inventory into a 24/7 digital salesman without spending a dime more for marketing. This session provides a turnover-proof blueprint that ensures your social media audience and leads stay with the dealership even when salespeople leave, so you can always stay top of mind and ahead of demand.

The Psychology of Payment: Building a High-Performance Collections Culture

In an era of shifting consumer behavior, relying on outdated outreach methods is a recipe for high delinquency. This session moves beyond the basic choice of being the nice guy or the enforcer, recognizing that effective collections is a fine balance of firm boundaries and strategic empathy. Join a candid, no-holds-barred panel discussion where top operators reveal their most productive collections strategies.

The States Have Never Been Higher: Where State Regulators Are Targeting Dealers and Finance Sources in 2026

State attorneys general and regulators are intensifying enforcement against dealerships and auto financing sources, targeting advertising, financing, F&I products, data practices and emerging technologies. This session will highlight recent state investigations and enforcement, regulatory shifts and enforcement theories that are creating unexpected liability — even for dealers that believe they may be doing things the right way. Attendees will leave with a clear understanding of where the risk is rising, how violations are being framed, and what practical steps dealers can take to reduce exposure before scrutiny begins.

The Numbers That Kill Your Deals: What Underwriters See That You Don't

A lot of dealers think they know which deals make money and which ones don’t. They’re wrong, and so is their gut. This advanced BHPH session breaks down three things that make or break every deal — the car, the customer and how you structure it — and shows you what the data says about the decisions you’re making every day. You’ll leave knowing exactly what’s hurting you and how to fix it.

How to CRUSH Your Reconditioning Time

Are you frustrated with the time it takes to get a car from the auction to the front line? In this session, Jason March will dive deep into concepts of inventory, work in process, ways to track your inventory in reconditioning and bonus plans that inspire efficiency and speed in the reconditioning department. Whether you have 10 cars or 100 cars, this session will help you define your process, show you different ways to keep team members accountable and cut down your time to line.

Get Home in Time for Dinner: How Automation and AI Can Reduce Daily Workload and Increase Efficiency

This session cuts through the AI hype and focuses on one thing dealers care about: getting time back. Attendees will see real examples of how automation and AI can eliminate daily “time-suck” tasks across marketing, sales, and operations, without needing to be a tech wizard. You’ll leave with a practical 30-day playbook and a simple ROI model you can use immediately at your store.

Behind Closed Doors: The Best Ideas from Retail 20 Groups

In this fast-paced session, three seasoned dealers share the “aha” moments and accountability lessons that transformed their operations. This panel will strip away the fluff to bring you the best-of-the-best retail 20 Group ideas from all aspects of running a store. If you want to know what the top 10% of dealers are doing differently, this is the room to be in.

Washington Pulse Check: Hot Topics on Capitol Hill and the Federal Agencies Affecting Independent Dealers

Join Patrick O’Brien and David Pore as they provide an overview of the most important matters under consideration by policymakers in the nation’s capital, including the recent uptick in FTC oversight. They’ll also forecast what the midterm elections could mean for the automotive industry and answer your questions.

10 Costly Retail Sales Mistakes Dealers Make (and How to Fix Them Fast)

Most dealerships don’t have a traffic problem; they have a conversion problem. In this session, we break down the 10 most common retail sales mistakes that are holding stores back and show you exactly how to fix them. From slow lead response to weak follow-up and inconsistent sales processes, you’ll walk away with practical strategies you can implement immediately to sell more cars, improve gross and tighten up your operation.

Dominate Video Marketing - No Dancing Required

Still invisible online? Your competitors aren’t. Video is driving today’s dealership traffic — but you don’t have to perform to win. In this high-impact session, Meg Jones will reveal simple, repeatable video systems that increase visibility, build authority, and drive more qualified buyers to your lot. More visibility brings more traffic — and more traffic brings more revenue. You’ll leave with a plug-and-play strategy, ready-to-use content frameworks, time-saving production tools, and clear next steps you can implement immediately. This is video marketing for operators — not influencers. No dancing required!

Built for Pressure™: Leading When It Matters Most in Independent Dealerships

Independent dealerships don’t struggle when things are calm — they struggle when growth, change, or tighter margins put pressure on leadership systems that were never designed to scale. This session helps dealer principals and senior leaders see why decisions slow, ownership blurs and work routes back to the top under pressure. Attendees will gain a practical way to diagnose what’s actually happening inside their dealership and how to restore clarity without adding control.

Understanding Your Financial Statement

Financial statements can be hard to read and even harder to comprehend. In this session, you will learn key accounting principles to ensure accurate and decision-ready reporting as well as the benefits of standardized templates and industry-specific guidance to remain compliant and lender-ready. A strong understanding of your financial statement allows you to identify trends, improve operational performance, support sustainable growth in a competitive market and appeal to lenders when obtaining new lending.

Leadership Management: Driving Performance Through Accountability & Vision

Why do some dealerships thrive in a market while others struggle with turnover and missed goals? The difference is leadership. This session breaks down the core principles of effective management for the independent market. We will explore the core principles of effective leadership management, including strategic direction, team alignment, performance oversight, and accountability structures.

Understanding Your Financial Statement

This session will explore the core principles of effective leadership management, including strategic direction, team alignment, performance oversight and accountability structures.

The Dealer’s Dashboard: Mastering the Numbers That Move the Needle

In the chaos of the daily retail grind, it is easy to lose sight of the bottom line. Marshall Zoerner has spent years refining a specific set of benchmarks that predict success (and throw up red flags) before the bank statement arrives. In this interactive session, he pulls back the curtain on his personal review process. Learn the “must-watch” metrics that allow you to make confident, data-driven decisions for your future.

From Missed Opportunities to Profitable Outcomes: Fixing Phone Calls Across the Dealership

Phone conversations shape customer expectations long before a deal is signed, a vehicle is serviced or an account becomes past due. This session will explore the most common breakdowns in sales, service and collections calls, and how inconsistent communication quietly drives frustration, missed opportunities and lost revenue. Attendees will hear real calls and learn practical strategies to improve call outcomes across departments, using clearer expectations and more effective conversations.

Making Social Media & Video Work at Your Dealership

Last year’s MOST POPULAR SESSION is back! Lean in and you’ll learn that video is easier than you think – maybe a LOT easier. And in today’s social media world, video is the fastest way to build rapport with a stranger before they even step onto your lot. Dive into the latest trends, from TikTok to Facebook Reels, and discover shortcuts that successful independent dealers are using to humanize their brand and move more units.

Tuesday - June 23, 2026

The Latest on Fair Lending and Other Hot Button Concerns

In this session, industry attorney Steve Levine will explore the latest fair lending, pricing transparency, and customer review developments at both the federal and state level and explain the impact for independent dealers in 2026 and beyond. He’ll also expose the latest legal attacks on dealers and how to take action to protect your business.

Delivering Superhero Level Service Experiences: Boost Referrals, Reviews and Revenues

In today’s competitive automotive market, price and inventory aren’t enough to set your dealership apart — the service experience is the real differentiator. This session will show dealers how to create superhero-level customer experiences that turn everyday service interactions into 5-star reviews, repeat business and regular referrals. Attendees will leave with simple, actionable strategies their leadership, advisors and service teams can use immediately to drive loyalty and long-term revenue.

You Know Your Numbers, But How Do You Make Them Digestible to Your Staff?

If you have ever wondered how to take your dealership numbers off the spreadsheet and put them into action, this session is for you. Elisabeth Taylor and Roman Casterline will show attendees how to make big numbers digestible for every employee. You will leave this advanced presentation with a better understanding of how to take all that big data you collect and put it to work on everyday goals.

Grow, Hold, or Fold - The Dealer’s Dilemma

Every independent dealer eventually reaches a crossroads: Do you aggressively expand, fortify your current position or prepare for an exit? There is no one-size-fits-all answer, but there is a right answer for your specific goals. Join Brent Carmichael for a thought-provoking discussion about the math behind expansion, the discipline required to hold your ground, and the strategic timing needed for a successful exit. You’ll get a candid look at the risks and rewards of each path to help you secure the future of your business and your legacy.

The 20-Minute Profit Audit: Identifying Waste and Reclaiming Your Marketing Budget

In this working session, Erin Richmond will lead you through a live, “under-the-hood” look at your dealership’s digital presence to find the hidden expenses that aren’t selling cars. You will use your own mobile device to identify if you are accidentally paying for traffic you already own and learn how to measure true shopper engagement rather than just clicks. Attendees will leave with a physical “Profit Scorecard” to help them refocus their limited budget on moving their oldest inventory first.

Don't Be Scared of Service

Having a customer-facing service department can significantly increase overall revenue and drive repeat sales. So why have so few independent dealers taken the leap? Questions like: What are the initial set-up costs; Where do I find techs that show up and work; and Is it worth the effort? can spark fear in even the most adventurous entrepreneur. During this interactive discussion, you’ll get answers from peers who have turned service departments into multi-million dollar, well-oiled machines.

Know Your BHPH Numbers

One of the most popular sessions is back, with a new presenter and a deeper dive. There is certainly more than one way to be successful as a BHPH dealer. But the analytics don’t lie and “just sell more cars” is never the answer. Discover the specific numbers Dan Francis consistently reviews to determine the health of his dealership. Don’t miss this interactive session with real-world analysis.

From Data to Domination: Leveraging Market Impact for Market Share Growth

This session explores how hyperlocal automotive market data can be transformed into meaningful insights that support smarter decision-making at the dealership level. Charles Martin will explore data that is already at your fingertips and show you how to apply this intelligence to areas such as marketing, inventory planning and competitive strategy. If you want to out-plan, out-target, and out-sell your market with confidence, this is the session you can’t afford to miss.

Skip the Lane: How Dealers Are Going Straight to the Source

Consumer acquisition is becoming a critical lever for independent dealers looking to build consistent, high-quality inventory. In this session, two dealers share how they’re using technology and innovative approaches to source vehicles directly from consumers. Discover how these strategies are helping them drive growth and stay ahead.

How to Get Your Car Dealership Recommended by ChatGPT and Other AI Chat Engines

AI tools like ChatGPT are becoming a new referral source for car buyers. Dealers who understand this shift can gain a major competitive advantage. This session will explain how AI chat engines select which dealerships to recommend and how dealerships can earn those recommendations without large marketing budgets. Attendees will leave with clear, actionable steps they can implement immediately to increase AI visibility, trust and inbound leads.

Building the Toolbox: Recruiting and Growing Technical Talent

Explore practical strategies to attract, hire, and retain skilled technicians in a competitive market. Learn from one of the best technician recruiters in the country how culture, career pathways, training and leadership practices can help you build a stable, high‑performing technical workforce.

Why Didn’t I Think of That? Avoiding the Pitfalls of Compliance

Staying compliant can feel overwhelming. With oversight from the Federal Trade Commission, the Consumer Financial Protection Bureau and a wide range of state regulators, dealerships face constant regulatory scrutiny. Hear from a panel of seasoned compliance experts as they share practical insights on how they navigate the rules of the road and keep their dealerships operating on the right side of the law.

Combating Fraud with a More Resilient Business

Fraud in auto lending is estimated to exceed $10 billion in 2026. While the independent sector often faces higher risk exposure than franchise groups, strategies and tools now allow for greater precision and speed in deal validation. This session provides a blueprint for converting risk into resilience, showing dealers how to detect threats earlier and strengthen their defenses without slowing sales or compromising the customer experience.

How Independent Dealers Can Buy, Value, and Market Used EVs Profitably

Used EVs are moving through the wholesale market faster than many dealers expect, and independent dealers are increasingly the ones capturing that velocity. In this practical, dealer-focused session, Jimmy Douglas breaks down how to source used EV inventory (online and in-lane), how to evaluate value beyond traditional gas-powered vehicle trade-in assumptions, and how to market EVs to “EV-curious” customers without reinventing your dealership. This is not a mandates or politics discussion. It’s a clear, operational guide on what’s working for independents looking to build profitable used EV programs.

Operating Capital: Getting Better Money

This fireside chat will feature two dealers who have extensive experience in what it takes to secure funding. You’ll learn the ins and outs of everything they’ve experienced when it comes to what banks are looking for and require to obtain operating capital.

From Crickets to Chaos: Marketing That Blows Up Your Lot in 2026

Forget boring marketing sessions. This one is all energy, all ideas and all results. Learn how FUN becomes your unfair advantage with 2026-ready campaigns customers can’t ignore. When you walk out, you’ll be armed with traffic-driving strategies that actually work in the real world.

Eliminating Bottlenecks to Drive Profitability: Key Trends Shaping F&I Departments

Each year, CDK surveys thousands of car buyers to identify which areas of the independent dealership F&I experience deliver value and which create friction. In this session, we’ll explore current trends in product preferences, customer sentiment throughout the F&I journey, and the process inefficiencies that can lead to unnecessary bottlenecks. Attendees will gain insights into how to streamline workflows, enhance the customer experience, and maximize performance in one of the most profitable areas of the dealership.

Bridging the Inventory Gap: Advanced Sourcing Strategies for a Tight 2026 Market

In an era of tight supply and shifting buyer behaviors, this session will demonstrate how to move beyond “gut-feeling” sourcing to a data-driven, multi-channel acquisition strategy. Matt Love and Ian Isch are two thought leaders in the industry who will share exclusive insights and take a deep dive into how high-level market data can predict shifting demand before these trends impact the broader wholesale market. Attendees will gain actionable strategies to build a resilient, high-turn inventory pipeline that protects margins against steep market depreciation.

The $300 Per Copy Opportunity: A Menu Process That Scales an Independent Store and Drives Profit

Many independent operations rely on “tribal knowledge” and individual style until growth, turnover, or compliance pressure exposes the cracks. This session provides a practical roadmap for implementing a consistent, menu-based process that strengthens the customer experience, improves team execution, and drives measurable increases in revenue.

Gold Nuggets & Game Changers: The Best of BHPH 20 Groups

If you could sit in on the most elite BHPH 20 Groups in the country, what would you hear? You’d hear about the innovative ways dealers are lowering default rates and maximizing profit per deal. This panel fast-tracks that experience, delivering a rapid-fire look at the best ideas from across the nation. Whether it is a new way to look at your service department or a viral marketing trick, you’ll hear the ideas that have actually moved the needle for BHPH dealers.

Dealers Who Are Winning with AI, Today

This is a unique opportunity to hear from three dealers who have adopted AI to streamline operations, optimize inventory decisions, enhance customer engagement and boost profitability. This isn’t a high-level conversation about what AI could do. This session will feature dealers sharing real‑world examples, practical tools and strategies for integrating AI into everyday dealership operations.

Dealer to Dealer: How to Win in a Shifting Marketplace

This session delivers real, actionable insights from a dealership operator who has successfully adapted processes, people and technology to strengthen performance in a rapidly changing market. Lawrence Breaud has applied the knowledge and skill he has developed as an entrepreneur to open three dealerships in less than five years. Come hear practical examples of changes that made immediate, measurable impact, along with a few pitfalls to avoid. Dealers will walk away with clarity on what to prioritize next as the retail environment continues to shift.

9 Hidden Mistakes Car Dealers Make on Social Media

Is your social media presence helping you sell cars, or is it quietly driving customers to your competitors? Social media moves fast. What worked two years ago is now a red flag for modern buyers. This session will uncover nine hidden mistakes, from “posting and ghosting” to ignoring local SEO and compliance traps. Join us to learn how to identify these silent profit-killers and get the simple, no-cost fixes that will turn your profiles and posts into high-trust lead machines.

Breaking the Cycle: A Strategic Blueprint for a Debt-Free Dealership

Many independent dealers feel trapped by the cycle of debt, but there is a path out. This panel features veteran operators who successfully executed a plan to significantly reduce or eliminate their liabilities. These operators will divulge the specific “tough love” discipline required to stay the course, the risks they managed along the way, and how life on the lot changed once they gained true financial control.

Stop Putting Your Mission Statement on the Wall & Start Running Your Store With It

Why do some mission statements drive decisions while others just decorate the wall? In this advanced session, three independent dealers share real, uncomfortable choices they’ve made and show how a clear mission makes tough calls simpler, faster, and more consistent every day in business. From hiring the right person to customer service, walk away with a simple framework for building mission, vision and values with your team that reflects how your store operates and what you stand for.

Breaking the Cycle: A Strategic Blueprint for a Debt-Free Dealership

Avoiding Compliance Catastrophes - Lessons from the Trenches

Education Sessions

Monday - June 22, 2026

Avoiding Compliance Catastrophes - Lessons from the Trenches

Steven Lefkoff

Stop Treating AI Like Software - Use It Like an Employee

Mark Fuerbacher

The Secret to Building Strong & Profitable Lender Relationships

Michael West

Fueling Growth: How Smart Hiring Drives Dealership Success

Ryan Naylor

The "Zero Budget" Social Marketing System: 15 Minutes a Day to More Units Sold

Ina Coveney

The Psychology of Payment: Building a High-Performance Collections Culture

Kristin Acosta

The States Have Never Been Higher: Where State Regulators Are Targeting Dealers and Finance Sources in 2026

Eric Johnson

Mark Metrey

The Numbers That Kill Your Deals: What Underwriters See That You Don't

Alan Keate

How to CRUSH Your Reconditioning Time

Jason March

Get Home in Time for Dinner: How Automation and AI Can Reduce Daily Workload and Increase Efficiency

Ian Cruickshank

Behind Closed Doors: The Best Ideas from Retail 20 Groups

Washington Pulse Check: Hot Topics on Capitol Hill and the Federal Agencies Affecting Independent Dealers

Patrick O'Brien

David Pore

10 Costly Retail Sales Mistakes Dealers Make (and How to Fix Them Fast)

John Dismukes

Dominate Video Marketing - No Dancing Required

Meg Jones

Built for Pressure™: Leading When It Matters Most in Independent Dealerships

Rich Levene

Understanding Your Financial Statement

Danielle Magouirk

Leadership Management: Driving Performance Through Accountability & Vision

Brad White

Understanding Your Financial Statement

Brad White

The Dealer’s Dashboard: Mastering the Numbers That Move the Needle

Marshall Zoerner

From Missed Opportunities to Profitable Outcomes: Fixing Phone Calls Across the Dealership

Maggie Pugesek

Making Social Media & Video Work at Your Dealership

Shea Phillips

Kelly Midgett

Craig Stowell

Tuesday - June 23, 2026

The Latest on Fair Lending and Other Hot Button Concerns

Steve Levine

Delivering Superhero Level Service Experiences: Boost Referrals, Reviews and Revenues

Hank Ebeling

You Know Your Numbers, But How Do You Make Them Digestible to Your Staff?

Roman Casterline

Elisabeth Taylor

Grow, Hold, or Fold - The Dealer’s Dilemma

Brent Carmichael

The 20-Minute Profit Audit: Identifying Waste and Reclaiming Your Marketing Budget

Erin Richmond

Don't Be Scared of Service

Know Your BHPH Numbers

Dan Francis

From Data to Domination: Leveraging Market Impact for Market Share Growth

Charles Martin

Skip the Lane: How Dealers Are Going Straight to the Source

Chris Taylor

Brenna Stansberry

How to Get Your Car Dealership Recommended by ChatGPT and Other AI Chat Engines

Sean Toussi

Building the Toolbox: Recruiting and Growing Technical Talent

Virginia Oden

Why Didn’t I Think of That? Avoiding the Pitfalls of Compliance

Tiffany Baker

Eric Wanek

Combating Fraud with a More Resilient Business

Evan Baker

How Independent Dealers Can Buy, Value, and Market Used EVs Profitably

Jimmy Douglas

Operating Capital: Getting Better Money

From Crickets to Chaos: Marketing That Blows Up Your Lot in 2026