Buy-here, pay-here dealers will have the opportunity to pick up some top tips from experienced dealers and industry experts for underwriting, collections, sales, running service departments, using AI and enhancing their compliance knowledge during the nine unique breakout sessions offered at this year’s BHPH Dealer Forum.
These education sessions are offered in addition to the three deep-dive workshops and the popular dealer roundtables Nov. 10 at the Loews Vanderbilt in Nashville, Tennessee. Registration for the Dealer Forum remains open at niada.com/bhphdealerforum.
The nine sessions will lead into the afternoon dealer-led roundtables.
The sessions are:
9 a.m.
Collection Strategies that Work
Dustin Kerr, Car Solutions 4 U
The constant battle to improve collections can be overwhelming; strategies need to evolve with the times. This session will share actual practices and processes that Kerr has implemented in his dealerships to position his stores and their customers for success.
Chart-toppers from the NIADA 20 Groups
Armando Miranda, Auto Market of Florida; Roy Droll, D&D Motors, Inc.; Nick Markosian, Markosian Auto
Who wouldn’t be interested in discovering the gems of the NIADA 20 Groups Best Ideas contest? Every Group picks a winner, and they are quite competitive. You’re guaranteed to go home with at least a couple that work for you.
It’s Always Business, Never Personal: Underwriting with Discipline
Brad White, NIADA 20 Group Moderator and Consultant
Risk assessment is the linchpin of BHPH, and to be successful, you have to make credit decisions with your head, not your heart. From income verification to realistic payments, discover the keys to establishing a more disciplined underwriting process.
10 a.m.
Make Ready, Set, Go
Blaize Brimer, Pokey Brimer Auto Sales; Thomas Rainey, Rainey Used Cars; John Parsons, 865 Autos
Join a lively discussion about service department spending and the constant battle to get cars to the frontline as quickly and economically as possible.
Everybody Wants to Reduce Charge-Offs, But How?
Govinda Romero, Motory Group
To win in the BHPH game, you have to keep the customer in the car, and that means reducing charge-offs. Govinda will lead the discussion and share his experience. You will leave with specific action items you can take home and implement immediately.
Myth vs. Legend: The Top Five Compliance Issues in BHPH
Patrick O’Brien, NIADA Director of Government Relations and Compliance
Join O’Brien as he leverages his extensive CFPB, Treasury and legislative experience to separate fact from fiction, identify the real-world compliance issues impacting BHPH dealers, and how to stay on the right side of the regulators.
11 a.m.
Coming Soon, or Here Now? AI and Collections
Siva Yandapalli, MasterCars Auto Sales; Gene Gregoire, Burns Automotive; Tripp Guess, Car City of Des Arc
The AI genie isn’t going back in the bottle. There are some seriously intriguing scenarios where AI could have a profound impact on your collection efforts. This session will look at what’s here now and what’s coming next.
Metrics that Matter, Numbers That Don’t Lie
Steve Peterson, DriveSmart
These days, we are all awash in data, and it’s a lot. If you want to cut through the noise and focus on the core metrics that matter, this breakout is for you.
Sell More, Profit More
John Gambino, EZ Loan
Makes sense, right? But like a lot of things, the devil is in the details and the execution. This session will dig into phone/internet lead handling, lot up systems, sold and unsold follow-up. We know every aspect of the sales process could be improved, right? So, let’s improve them!
See the full agenda for the Dealer Forum here.
