NABD 2015 BHPH Best Practices Conference 

Schedule
Starting January 18, 2015 @ 2:00pm
Ending January 20, 2015 @ 1:00pm
  • bhph events
Location
Dallas, TX Hilton DFW Lakes 

For the last four years, NABD has hosted popular BHPH Dealer Academies in Las Vegas prior to our National Conferences. Three of these focused on “best operating practices” and the fourth covered compliance. This conference will include the best topics from all the past Academies, together with some additional sessions covering some new ones. It is a “must-attend” for owners, general managers, collectors and all other key BHPH employees. The interactive sessions are designed for experienced operators and those just entering the industry. The conference theme is “Working Smarter and Avoiding Compliance Pitfalls”.


 

 


  


August 20, 2014

 

Dear Sponsor,

 

NABD is pleased to announce that it will host a Best Operating Practices Conference at the Hilton DFW Lakes in Dallas, Texas on January, 18-20, 2015. The Hilton DFW Lakes has received five star awards for six consecutive years and the facilities are ideally suited for this program.

 

1. The Dallas venue accommodates attendees and sponsors who are unable to get to Las Vegas each year for our May show. We did not have a fall show in 2014 in anticipation of this conference.

 

 

2. We have already begun assembling the educational agenda and have commitments from several outstanding speakers and sponsors.

 

 

3. Dallas is an exciting venue which attendees and sponsors have requested.  The property is located approximately 2 miles from the DFW airport and ground transportation is provided by the hotel. 

 

 

You can reserve your booth by calling (832) 767-4759, via fax at (713) 680-2474, or by email to keith@kenshilson.com. Booth reservations are final upon receipt of your sponsor payment.  Exhibit hall space is limited so participation is on a first come, first serve basis.

 

This letter summarizes our request for your sponsorship of the Best Operating Practices Conference to be held January 18-20, 2015 in Dallas, Texas. Participate by selecting the sponsorship package below which best meets your needs. A summary of your sponsorship options which compares the features of each is attached. The sponsorship options are as follows:

 

 

A Platinum Sponsorship costs $7,500 and includes the following:

 

1. You will be provided with a 10 ft. x 20 ft. exhibit booth space (one company per exhibit booth) and you will be given a preferential location in the exhibit hall upon receipt of your deposit.

 

 

2. You will be listed as a major sponsor of this conference in the conference workbook.

 

 

3. You will be offered the personal opportunity to participate as a speaker or a panelist at the conference on a topic to be mutually agreed with NABD. Speaking spots are available only to committed sponsors and are subject to availability.

 

 

4. You will receive up to ten (10) free registrations to the conference for your employees to staff your booth.  Each registration includes conference meals, invitations to two cocktail receptions and conference workbook materials. Each registration is a $795 value. Only one company per exhibit booth will be permitted. You will be offered the special discounted rate

 

 

of $375 each for ten (10) additional attendees which can be used for valued customers or employees.

 

 

5. You will be designated as a major sponsor on our NABD website, www.bhphinfo.com, for one year at no additional charge.  

 

 

6. You will be afforded the opportunity for an article in the “BHPH Report”.

 

 

7. You will be provided with the names, addresses and contact information of attendees after the conference.

 

 

A Gold Sponsorship costs $5,000 and includes the following:

 

1. You will be provided with a 10 ft. x 10 ft. exhibit booth space (one company per exhibit booth).

 

 

2. You will be offered the personal opportunity to participate as a panelist designed specifically to promote your company’s product or service, on a topic to be agreed upon with NABD in advance.

 

 

3. You will be listed as a Gold Sponsor in the conference workbook upon receipt of your sponsorship payment.

 

 

4. You will be provided with the names, addresses and contact information of attendees after the conference.

 

 

5. You will receive six (6) free registrations to the conference for your employees which includes admittance to all conference events (including the educational sessions) and conference meals (a $795 value per person). Only one company per exhibit booth will be permitted.  You will be offered the special discounted rate of $375 each for six (6) additional attendees which can be used for valued customers or employees.

 

 

6. You will be designated as a sponsor on our NABD website, www.bhphinfo.com, for one year at no additional charge.

 

 

A Silver Sponsorship costs $2,500 and includes the following:

 

1. You will be provided with a 10 ft. x 10 ft. exhibit booth space, subject to availability (one company per exhibit booth).

 

 

2. After the conference you will receive the names, addresses, and the telephone numbers of all registrants, upon request. Pre-conference listings are not available due to the large number of attendees who register.

 

 

3. You will be listed in the conference workbook as a Silver Sponsor.

 

 

 

4. You will receive two (2) free registrations to the conference for your employees to staff your booth. Each registration includes conference meals, invitations to two receptions and conference workbook materials. Each registration is a $795 value. Only one company per exhibit booth will be permitted. You will be offered the special discounted rate of $375 each for four (4) additional attendees which can be used for valued customers or employees.

 

 

 

Speakers / Panelists are now being selected on a first come – first serve basis so your prompt response is desired. You should complete the attachment and fax it back to us at 713-680-BHPH (2474) or email it to keith@kenshilson.com as soon as possible.

 

We look forward to seeing you in Dallas on January 18-20, 2015 and thank you for your continued support.

 

 

Sincerely,

 

 

 

Kenneth B. Shilson, CPA

Conference Chairman

 

 

 

 

 

Keith Shilson

Marketing Director

 

 

 

 

SPONSOR APPLICATION

  Sponsor for Best Operating Practices Conference – Please make sponsor payments PROMPTLY! Thank you!

 We understand and acknowledge that exhibit space is limited to one company per exhibit booth (no booth sharing).

 

                 Platinum Sponsor ($7,500):  Please contact about speaking at the Best Operating Practices Conference. 

- $2,500 deposit due immediately to reserve booth. Balance due by January 1, 2015.

 

                 Gold Sponsor ($5,000):  Please contact about speaking at the Best Operating Practices Conference. 

- $1,500 deposit due immediately to reserve booth. Balance due by January 1, 2015.

 

                 Silver Sponsor ($2,500):  Please invoice accordingly.     

- $1,000 deposit due immediately to reserve booth. Balance due by January 1, 2015.                                                                                               

 

 

1.  Exhibitor Information (Note: This information will be used when mailing & shipping all exhibitor materials.)

 _________________________________________ _________________________________________

 Company Name Telephone

 _________________________________________ _________________________________________

 Address (If PO Box, please provide shipping address also) Fax 

 _________________________________________ _________________________________________

 City, State, Zip Website

 

2.  Contact Information:  The official contact will receive all sponsor related materials.

 _________________________________________ _________________________________________

 Official Contact Telephone (If different from above.)

 _________________________________________

 Email

 

3.  Product or Service:  Please select a category for the type of product(s) or service(s) to be exhibited.  

 q Advertising / Marketing        q Attorney / Legal                      q Auto Transport                       q Capital – Floor Plans

 q Capital – Lines of Credit       q Capital – Notes                        q Certified Public Accountants q Collection Training

 q Dealer Education                   q Dealer Management Software q Key Systems                          q Lead Management

 q Payment Devices / GPS         q Recoveries                               q Reinsurance / Insurance        q Tax Preparation

 q Trade Publication                   q Training                                   q Twenty Groups                      q Vehicle Remarketing

 q Warranty / Service Contract   q Other (please specify)_______________________________________________

 

4.  Directory Information:  This information will be printed in the conference workbook given to all attendees.

 _________________________________________ _________________________________________

 Company Name Telephone

 _________________________________________ _________________________________________

 Address Fax 

 _________________________________________ _________________________________________

 City, State, Zip Website

 

5.  Signature

 _________________________________________ _________________________________________

 Signature Print Name & Title    

 

CREDIT CARD INFORMATION

 

CONTACT INFO:

 

______________________________ 


Name       Company

 

______________________________ 


Phone       Fax

 

 

PLEASE CHARGE MY:

 

r AMEX   r Discover  r MasterCard  r Visa

 

______________________________  ______________________________

Amount       Apply To  

 

______________________________  ______________________________

Card No.       Expiration 

 

______________________________

Name (as it appears on the card) 

______________________________  ______________________________

Billing Address      City, State, Zip 

 

CHARGE AGREEMENT: This cardholder agrees to pay the amount entered above to the NABD Conference.  No refunds are allowed.  The cardholder agrees not to dispute this charge with the credit card company.  This document may be used as proof of goods or services purchased.

 

I, the Cardholder, understand the above statement and agree to abide by the “No Refunds” policy.

 

 

______________________________  ______________________________

Signature      Date

 

THE NATIONAL ALLIANCE OF BUY HERE, PAY HERE DEALERS

2180 North Loop West Suite 270 ? Houston, Texas 77018

Phone: 832-767-4759 ? Fax: 713-680-BHPH (2474) ? Website: www.bhphinfo.com

Twelve Reasons Why You Should Be a Sponsor

at the NABD Best Operating Practices

and Compliance Conference on January 18-20, 2015

 

*As mutually agreed with NABD.

1 Featured panelist or as otherwise mutually agreed with NABD.



Exhibit Hall Hours


 


Exhibitors will be allowed to remain in their booths during “unofficial” exhibit hall hours in order to set up meetings with attendees. Please secure all valuables if you leave your booth unmanned. NABD will not be responsible for missing property.



The official exhibit hall hours are as follows:


 


  • Sunday, January 18 – 10:00am-5:00pm – Exhibitor Registration/Set-up

  • Sunday, January 18 – 6:00pm-8:00pm – Welcome Reception with Exhibitors

  • Monday, January 19 – 7:30am-9:00am – Late Registration / Networking Coffee

  • Monday, January 19 – noon-2:30pm – Networking Luncheon with Exhibitors

  • Monday, January 19 – 6:00pm-7:30pm – Cocktails with Exhibitors

  • Tuesday, January 20 – 7:30am-9:00am – Breakfast with Exhibitors

  • Tuesday, January 20 – Exhibitor tear-down begins at 9:00am

     




Exhibit Hall Hours

 

Exhibitors will be allowed to remain in their booths during “unofficial” exhibit hall hours in order to set up meetings with attendees. Please secure all valuables if you leave your booth unmanned. NABD will not be responsible for missing property.

 

 

The official exhibit hall hours are as follows:

 

-          Sunday, January 18 – 10:00am-5:00pm – Exhibitor Registration/Set-up

-          Sunday, January 18 – 6:00pm-8:00pm – Welcome Reception with Exhibitors

-          Monday, January 19 – 7:30am-9:00am – Late Registration / Networking Coffee

-          Monday, January 19 – noon-2:30pm – Networking Luncheon with Exhibitors

-          Monday, January 19 – 6:00pm-7:30pm – Cocktails with Exhibitors

-          Tuesday, January 20 – 7:30am-9:00am – Breakfast with Exhibitors

-          Tuesday, January 20 – Exhibitor tear-down begins at 9:00am

You Are a VIP with Grapevine's Show Your Badge Program!


Eat, shop, explore and play in Grapevine. Whether looking to explore Grapevine, or simply kick back and relax at one of our many local restaurants, shops or attractions. Be sure to enjoy offers through Grapevine's "Show Your Badge" program! This program, exclusive to you as an attendee, is designed to bring you a memorable experience during your stay. Once you arrive, you will wonder what took you so long to discover Grapevine. 

Activation of Show Your Badge: 
1. Look over the special offers presented by Grapevine businesses.
2. Simply show your official group/convention badge when ordering or at the cash register. 
3. Receive offers from participating restaurants, shops, attractions and wineries! 

Click Here For More Information - www.GrapevineTexasUSA.com/NABD

NABD Speakers


 




Brett Kelly has been in automotive and advertising industries for over 20 years.  Brett has held various roles in the retail automotive dealership space including sales, finance and sales management. He has been with AutoTrader.com for 12 years and has had many roles in the company including Sales, Training, Product Management and Strategy. He is currently the Director on Independent Dealer and Strategic Growth, and has launched AutoTrader’s new Buy Here Pay Here Center.




Brian Geitner, President
Geitner’s career in the automotive industry began at GMAC. He joined Automotive Finance Corporation in 1993, helping grow the company to over 80 branch locations. In 2005 he co-founded Dealer Services Corporation as the company’s Chief Operating Officer, eventually becoming President. Geitner steered the company during the merger of DSC and MAFS, helping to create the world’s largest floor planning company. He holds a Bachelor of Science degree from Bloomsburg University.
                  


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Crispus Larche, CRCM
Senior Director, Equifax Compliance Office
 
Cris Larche is a Senior Director with Equifax, and brings more than 22 years of banking experience and 14 years in the compliance field to his position.  Cris advises on consumer compliance matters involving consumer protection regulations.  Prior to joining Equifax, Cris worked as a compliance consultant with a nationally known consulting firm and is a former Consumer Compliance Examiner with the Federal Reserve Bank of Atlanta.  During those tenures, he conducted fair lending comparative file and technical reviews based on the prohibited bases of ECOA using the Federal Financial Institutions Examination Council’s Procedures (FFIEC). In addition, he developed and performed fair lending internal audits, gap analyses, identified risks, and reviewed processes to strengthen internal controls. Cris received a bachelor's degree in English from Morehouse College, and is a Commissioned Bank Examiner from the Federal Reserve Board. Also, he holds the Certified Regulatory Compliance Manager designation. His regulatory experience spans financial institutions of varying asset size and complexity.



David Silverman has been a Creditor’s Rights counsel representing financial institutions in the areas of regulatory compliance and collections for over thirty years. His Colorado based practice focuses on business counseling and regulatory compliance in the financial services industry.  He provides advice, counsel and custom designed regulatory compliance programs to fit the unique needs of each client through collaborative solution oriented business counseling, executive leadership and Board of Directors guidance.  He is Of-Counsel with the Austin based law firm of Barron & Newburger, P.C. with a national and international reach providing masterful, efficient representation to the financial services industry, commercial clients, creditors and the collection industry in litigation, regulatory and compliance affairs, including CID defense and readiness, business transactions and reorganizations.  Mr. Silverman also serves as Of-Counsel to Berman and Rabin, P.A., named by US News and World Report as one of its 2014 Best Lawyer Law Firms. B&R has a national footprint in the retail collection arena representing some of the most prestigious financial institutions in the industry.  Headquartered in Overland Park, KS with litigation offices in KS, MO, OK and CO, B&A operates and manages one of the collection industry’s preeminent national networks of collection attorneys offering clients the full range of collection expertise and national coverage.

Mr. Silverman served two terms on the Board of Directors, chaired a national conference and served on the initial Strategic Planning Committee for NARCA, the National Association of Retail Collection Attorneys. He was the Founding President of the Colorado Creditors Bar Association, served as Judge Pro Tem in Los Angeles County Municipal Court, was Executive Director of First Mediation Corporation in Colorado and has been published in numerous periodicals.

His thirty plus years in business has engrained a fundamental belief in the power of collaborative problem solving by tapping valuable human resource assets inside and outside of the organization and bridging the gap amongst those with differing agendas yet hold the identical goal of organizational success. Ensuring that all stakeholders are fully engaged in the decision making process and who know their contributions are highly valued provides the foundation for successful strategic planning and execution.

Legal areas of specialization cover Creditor's Rights and related Regulatory Affairs and Public Policy, Strategic Planning, Business Advice and Counsel, Negotiation and Mediation.

www.dsilvermanlaw.com David Silverman, Attorney & Counselor At Law, LLC

www.bn-lawyers.com  Barron & Newburger, P.A.

www.bermanrabin.com Berman & Rabin, P.A.








Hudson Cook, LLP, February 2013 to present
Practice focuses on all areas of consumer financial services law, including auto finance, privacy, data security and information management, electronic commerce, marketing, as well as matters involving the Federal Trade Commission and the Consumer Financial Protection Bureau.  He advises banks, sales finance companies, motor vehicle dealers, installment lenders, service providers and other creditors and technology providers.  He assists financial services providers on e-commerce and information technology issues.
Phillips Murrah P.C., 2001- January 2013
Shareholder and Director and member of firm’s Commercial and Consumer Financial Services Practice Groups.  Engaged in a commercial and consumer financial services practice, representing banks, credit unions, installment lenders, sales finance companies, motor vehicle dealers, mortgage lenders, other creditors and technology providers.
Dell Financial Services, L.P., 1999 to 2001
Associate Counsel:  Provided legal advice to the business sales, education and end of lease groups in the sale, financing and leasing of computers and services.
Professional Memberships and Activities 
American Bar Association (Business Law Section; Banking, Commercial Finance and Consumer Financial Services Committees (Vice-Chair, Subcommittee on Internet Delivery/Electronic Banking)); Member, National Association of Dealer Counsel; National Automotive Finance Association (Chair, Legal Committee 2006-present); The Conference on Consumer Finance Law (Governing Committee 2011-present); Oklahoma Bar Association (Chair, Financial Institutions and Commercial Law Section)

                  
Frances Cavenaugh
Profit Max / Collection Pros / Car Today
  
 Frances Cavenaugh is the CFO for Cavenaugh Auto Group.  Cavenaugh Auto Group is a group of new car dealerships and buy here pay here dealerships located in Arkansas. In addition to working at the dealerships Fran is currently serving as the president of the board for the Arkansas Independent Automobile Dealers Association along with many local non-profit boards.
 
She has been in the buy here pay here business since 1993. Fran manages both the buy here pay here dealerships and the related finance company.  With multi-lots she uses both centralized collections and a scoring system.  She has developed Profit Max and Profit Max Lite, a credit scoring model designed for the buy here pay here industry.  They help dealerships and finance companies make better credit decisions, utilizing their loss data from Subprime Analytics.
 
In addition, with all her years of collection experience she has developed a collection training program, Collection Pros.  Collection Pros is a training system designed for the collection professional at all levels of the buy here pay here business.



Gerald (Gerry) Sachs is of counsel in the Global Banking and Payment Systems practice at Paul Hastings and is based in the firm’s Washington, D.C. office. Prior to joining Paul Hastings, Mr. Sachs was Senior Counsel for Policy and Strategy of the Consumer Financial Protection Bureau’s (CFPB) Office of Enforcement. At the CFPB, he assisted the office with strategic planning, drafting internal policies and procedures, coordinating with state and federal regulators, conducting investigations, providing supervisory exam support, and working on intra-agency initiatives.  In addition, he led two teams of attorneys that focused on auto finance, credit cards, mobile payments, emerging payments, prepaid cards, and digital currency.
Prior to working with the CFPB, Mr. Sachs served as an Assistant United States Attorney in the Northern District of Georgia where he prosecuted both civil and criminal cases relating to money laundering and asset forfeiture, economic crimes, computer crimes, narcotics trafficking, and the False Claims Act. Before joining the United States Attorney’s Office, Mr. Sachs worked as an attorney for the Federal Trade Commission’s Southeast Region Office in Atlanta, Georgia where he investigated and prosecuted consumer protection cases related to unfair and deceptive acts and practices. 

 

Jenn joined Equifax Automotive Services from the automotive lending industry, where she spent six years focused on both the manufacturer and indirect lending channels. She brings over 14 years of automotive experience to Equifax, working for both dealerships and automotive finance companies.  Jenn earned a degree in Automotive Marketing and Management from Northwood University. Jenn’s background provides unique insight into the challenges faced by both lenders and dealers, and she is at the forefront in helping to deliver solutions that allow Equifax clients to compete more effectively in today’s automotive market.  Follow Jenn on Twitter @AutoJenn.



Lee Fitts has 35 years of sales and management experience. He began his career with Coca-Cola Consolidated in the Cold Drink Division where he managed numerous plants in the Southeastern United States. The past 16 years have been devoted to AutoZone, Inc. where his focus has been on National Accounts/Business Development within the BHPH industry. Lee has over 10 years experience working with large retail and independent BHPH businesses and has been instrumental in implementing the BHPH Program through AutoZone, Inc. Lee has proudly served the past 5 years on the Board of Trustees for The Aftermarket Foundation, which provides financial assistance to employees and family members of the Aftermarket Industry, that have fallen on hard times, due to an unexpected death, catastrophic illness or financial hardship.

Ingram Walters



 Ingram is a passionate entrepreneur and businessman who owns or operates companies that are focused in the Buy Here, Pay Here (BHPH) industry and real estate development.  Known for his sense of humor, he has been the featured speaker at several national conventions and is often asked to serve as the Master of Ceremonies at charitable and political events.

Ingram is one of the most high-profile BHPH dealers in the United States.  From a debt management and cost control perspective, many consider him to be one of the best dealers in the country.  Although he did not start the BHPH industry, in his more than 15 years in the industry he certainly has had a hand in re-inventing it.

Ingram is a 1983 graduate of Monroe High School.  After graduating from M. H. S., he continued his education receiving a B. S. in Economics and B. A. in Business Administration from N. C. State University in 1987.

After returning to Monroe, Ingram married his high school sweetheart, Missy Griffin, in 1990.  They have three children, Erin, Griffin and Will.

He speaks with a style that is part business strategist, part social commentator, part comedian and all energy.  People quickly learn several things about Ingram:  he likes the simple direct solution to a problem, he is generous with this time and money, and he is enthusiastic about life.


Rick Potter

President, CAR Financial Services 

 Mr. Potter has over 20 years of financial experience including direct consumer lending, indirect and direct sub-prime automotive finance, mortgage lending, commercial lending, asset backed portfolio analysis, program marketing, program development, and sales finance acquisition.   Mr. Potter is responsible for all operations of this sub-prime auto finance organization that is a division of CompuCredit Corporation, and was formerly a division of Wells Fargo Financial.  Presently CAR purchases and provides 3rd party servicing for sub-prime and buy here / pay here loan portfolios for approximately 1,200 dealers in 46 states. Mr. Potter has a BS in Management and Computer Science from the University of Central Florida.

TERRENCE J. O'LOUGHLIN, J.D., M.B.A.
Reynolds and Reynolds
 
Terry is presently the Director of Compliance for Reynolds & Reynolds.  Prior to joining Reynolds in 2006, he was employed by the Office of the Attorney General, State of Florida, since 1990, in the Economic Crimes Section.  For most of those years he was involved in the investigation and prosecution of automobile dealers, manufacturers, and finance and leasing companies.  For the Attorney General, he led a task force which examined in excess of 60,000 motor vehicle files of which Terry has personally examined over 5,000.   He settled with over 1,500 vehicle dealers for a total amount in excess of $15,000,000.00.  He was the mediator of Florida’s Motor Vehicle Lease Disclosure Act, a statute which he assisted in drafting.  He has served as a consultant to the Federal Reserve Board’s Leasing Education Committee, an observer/advisor for the Uniform Consumer Leases Act committee, and a consultant to “PrimeTime Live,” “Dateline,” and various other media and publications.  In addition, Terry routinely assisted numerous states agencies nationally regarding motor vehicle fraud.  Terry has authored magazine articles for Consumer’s Digest, At Home With Consumers, F & I Magazine, Consumer’s Research, and Going Places.  He was also published in the 1st edition of the Encyclopedia of Finance and Insurance Management.
          
Terry graduated from the University of Pittsburgh and received his graduate degrees from the University of Dayton.  He is a member of the Pennsylvania Bar and recently passed the Florida Bar.  Prior to his employment with the Attorney General’s Office, he was employed as a public accountant.  In addition, Terry was a tennis and squash professional in Pittsburgh.

   

Thomas Hudson
Hudson Cook, LLP / CounselorLibrary.com
 
Thomas B. Hudson has practiced consumer financial services law since 1973.  He has focused his practice on matters relating to vehicle financing and leasing.  Mr. Hudson is a partner in the California, Connecticut, DC, New York, and Maryland law firm of Hudson Cook, LLP, and chairs the firm.  He is President of CounselorLibrary.com, LLC, and is the Editor-in-Chief of CARLAW®, a monthly subscription service that reports legal developments in the auto finance and lease business.  He is included in the 2012 edition of The Best Lawyers in America® in the practice area of Financial Services Regulation Law.  He is a past President of the American College of Consumer Financial Services Lawyers and in 2009 was presented with that organization’s Lifetime Achievement Award.  He is a past Chair of the American Bar Association Consumer Financial Services Committee’s Personal Property Finance Subcommittee.  He is outside general counsel to the National Automotive Finance Association.  His clients include Reynolds & Reynolds, captive foreign and domestic auto finance companies, major banks and independent finance companies and many companies who supply services to the auto finance and lease industry.  He is a member of the Governing Board of the Conference of Consumer Finance, and is a frequent writer and speaker on topics relating to vehicle sales, finance and leasing.  He is also author of many books including CARLAW® ~ A Southern Attorney Delivers HUMOROUS PRACTICAL LEGAL ADVICE on Car Sales and Financing, CARLAW® II – Street Legal, CARLAW® F&I Legal Desk Book  ~ 360 Things to Know about Auto Dealer Finance, 4th Edition and CARLAW® III – Reloaded.


Kenneth B. Shilson, CPA, is President of Subprime Analytics, a consulting company which provides subprime portfolio analysis services and custom credit scoring solutions (Profit Max). The firm also provides due diligence services for banks and financial institutions that provide capital to the subprime auto industry. Subprime Analytics utilizes state-of-the-art data mining and extraction technology in order to identify loss trends and areas for underwriting improvement. Profit Max integrates with Subprime Analytics to provide a web-based custom credit scoring solution. For further information on Subprime Analytics, visit www.subanalytics.com or call 713-290-8171.
 

Ken has helped pioneer an IRS approved tax strategy for “Buy Here / Pay Here” dealers regarding the use of a related finance company.  He has authored numerous articles on accounting, tax and other matters related to the used car industry.  He has also been a speaker at numerous automotive national conferences and conventions.  He is a member of the A.I.C.P.A., the T.S.C.P.A., and the litigation services committee of the Houston Chapter of the T.S.C.P.A.  Ken is a graduate of Miami University, Oxford, Ohio, a member of N.I.A.D.A, H.I.A.D.A, T.I.A.D.A., and the founder of NABD, a special interest group for the Buy Here, Pay Here Industry. Future questions may be directed to him at his email address ken@subanalytics.com. The NABD website can be accessed free of charge at www.bhphinfo.com.







William J. Neylan III is a graduate of the University of South Florida with a B.S. Accounting.  He spent 3 years at Price Waterhouse, until leaving to found Tax Refund Services.  The Tax Marketing Program began with just a handful of car dealerships in only the Tampa area.  By 2003, Tax Refund Services had over 1000 car dealerships nationwide.  In 2006, Tax Refund Services acquired Tax Max and in 2007, Tax Deals 4 Wheels.
Today, Tax Refund Services Tax Max has a portfolio of over 3000 dealerships spanning all 50 states.  These dealerships range from "mom and pop" operators to some of the largest public and non public buy-here pay-here chains in the country.
The resulting experience has resulted in a thorough knowledge of sales, marketing, and collections strategies using a W2, tax refunds, or anticipated tax refunds.








BHPH Best Operating and Compliance Practices Conference

Dual-Track Workshop Profiles - January 18-20, 2015

Introduction

The NABD BHPH Best Operations and Compliance Practices Conference features 11 dual-track interactive workshops covering practices, tips and techniques every BHPH operator can use to compete more successfully today. The tracks are concurrent and provide important information on best operating and compliance practices. If you brought two or more attendees, we encourage you to participate in both tracks. Bring your questions and get answers during these interactive sessions.

After the workshops, you can see all the latest products and services in our "sold-out" Exhibit Hall. The workshop sessions begin at 2:00 PM on Sunday afternoon and conclude at 6:00 PM on Monday. On Tuesday morning, the single-track General Education Sessions begin for all attendees and the Conference will conclude by 1:00 PM to facilitate return travel by attendees.

Conference Workshop Profiles

Sunday, January 18, 2015 – Track 1

"How to Succeed in BHPH Today"

2:00 PM – 2:45 PM

In this session, Ingram Walters explains the critical decisions you must make to succeed in BHPH today. Whether you have been in the business for several years or are just starting out, this session will help you avoid fatal mistakes that could cost you millions of dollars. NABD has included a "Critical Decisions Checklist" in this Workbook for your reference after the Conference. You will get the answers to all these critical decisions during this Conference. Your first critical decision is to attend this session!

"Website Best Practices"

3:00 PM – 3:45 PM

Online marketing plays an important role in BHPH success today. Given increased competition, operators must retain and regain their best customers. Michael Jackson of Auto Search Technologies, a leading developer of BHPH web sites, will discuss tips and best practices from the most successful sites. Michael is a nationally recognized expert on search engine optimization and will show you how to improve your online placement. Don't miss this session if you want to dominate online!

"Competing Successfully for the Best Customers"

4:00 PM – 4:45 PM

Would you like to increase your annual profits by at least $100,000 for just a few weeks' worth of work? How are you going to set yourself apart now that tax season is here? Bill Neylan with Tax Max will discuss how to attract and sell customers, steal market share, increase revenue, and reduce overall risk over the next 2-6 weeks. This session will also discuss the importance of capturing that all-important tax refund customer before they spend their entire tax check within 24-48 hours of receiving it.

"Selling Contracts - What to Consider"

5:00 PM – 6:00 PM

An important and often overlooked source of capital is the sale of contracts from your portfolio. Even a long distance runner takes a drink along the way and maybe BHPH operators should do the same! Learn about the recent changes in the market. How can you get the highest price for your contracts? What are the typical recourse provisions and best ways to handle them? What business model brings the best price? A panel of leading contract purchasers explains what they are looking for. If you want to find "the gold" in your portfolio, don't miss this session!

Sunday, January 18, 2015 – Track 2

"Compliance Management Systems - What's Needed?"

2:00 PM – 2:45 PM

The term "Compliance Management System" or CMS is one the BHPH industry is increasingly hearing about. What exactly is it? Why should BHPH dealers care about it? How does a BHPH get one? These are the types of questions we’ll be answering at this session. We’ll talk about why it’s important to have one, what the different components of one are and how to establish one. The CFPB is expecting that BHPH dealers have a CMS – come find out more about them! Patty Covington of Hudson Cook, LLP is here to give you the answers during this session.

"IRS Update"

3:00 PM – 3:45 PM

In this session CPA's Ken Shilson and Steven Goldberg (specialists in BHPH tax matters) will update you on all the latest IRS issues. Audits of used car dealers have increased dramatically during the last twelve months and you must be prepared. What are they looking for? How can you prepare? Does an RFC increase your audit risk? Should you issue 1099c's? When should you deduct bad debts? Bill Neylan with Tax Max will explain why the tax refund season has changed and what you should expect in 2015. In this session you will get tax answers - without an invoice!

"Handling Customer Complaints Efficiently and Effectively"

4:00 PM – 4:45 PM

As the CFPB begins its oversight and investigation of the Buy Here Pay Here industry, dealers must institute a Compliance Management System. One of the elements of such a program is a consumer complaint protocol. BHPH dealers should have a written plan and procedure to

resolve consumer complaints. Even if the CFPB didn’t exist, such a protocol helps a BHPH dealer avoid problems and avert potential for regulatory intrusions, private lawsuits, and monetary damages. In addition, resolving complaints helps operators retain good customers. This session will review this issue, and provide efficient, common-sense solutions.

"Payment Device Compliance Training"

5:00 PM – 6:00 PM

Are you using a Payment Assurance or GPS Device now? Do you understand the applicable state and federal laws? Corrine Kirkendall of PASSTIME and Eric Johnson, attorney for Hudson Cook, LLP will answer your questions about disclosure, compliance, and the internal controls you need over these devices. The CFPB and FTC are closely monitoring the use of these devices by dealers, so you want to understand the issues and what they expect. These devices mitigate losses but must be used properly to avoid regulatory challenges. This session will help keep you out of regulatory problems when using these devices.

Monday, January 19, 2015 – Track 1

"How to Read an Automotive Customer's Credit Report"

9:00 AM – 9:45 AM

In the highly competitive subprime auto finance market of today you need to identify the good customers from the bad. Jennifer Reid of Equifax will explain what you can learn about a prospective customer and how to interpret the credit information in an automotive credit report. These reports are a vital resource in validating customer stipulation information gathered during the underwriting process. Equifax and NABD have recently conducted a survey on the use of credit reports in BHPH, which will be discussed in this session. If you aren't running credit bureau reports, you should be. This session will show you why!

"Acquiring the Right Inventory"

10:00 AM – 10:45 AM

Brian Geitner, President of NextGear Capital, the nation's largest floor planner, will explain the changes in the used vehicle inventory market. Learn what tools are available to source the best vehicles for your inventory. Brian will explain how to utilize floor plans properly and why they are such an important part of your capital structure. The used vehicle market has changed and you need to understand why by attending this session. You can't sell them until you acquire them! This session is a must-attend!

"Payment Devices and BHPH Customers"

11:00 AM – 11:45 AM

NABD has conducted three national surveys covering the use of payment devices and authored three "white papers" on the findings. Our conclusion is that there are two types of operators in the BHPH industry: those who already use these devices and those who should be! A panel of leading experts will explain why NABD reached this conclusion. Your workbook contains a payment device checklist to help guide you through the decision process after the Conference.

Are you using the right device now? How can you improve your collection results and efficiency? Attend this session and you will get these answers.

"Monitoring Performance / Benchmarks Update"

2:30 PM – 3:15 PM

NABD founder and President of Subprime Analytics, Ken Shilson, CPA, will explain the latest trends and patterns in the BHPH market during 2014. When does less really equal more? Where is the competition coming from? What can you do to retain and regain customers? Ken has compiled new lease here, pay here benchmarks, which will be disclosed for the first time! How does a LHPH model perform relative to traditional BHPH? Is it the "silver bullet"? If you are using LHPH now, or considering it in the future, don’t miss this session. After the Conference, use the updated benchmarks to evaluate your own 2014 performance against your peers. Get prepared for 2015 by attending this workshop.

"Lowering Reconditioning Costs"

3:30 PM – 4:15 PM

Lee Fitts of AutoZone and Kris DeWolfe of Alldata will discuss ways to reduce parts costs and reconditioning expenses. Learn how to incorporate a vehicle repair history into your acquisition decisions. Should you use salvage or new parts when reconditioning? Why? How do the costs differ and how do warranties affect your decision? With down payments and repayments declining you must make every recon expenditure count. Controlling reconditioning costs is essential to BHPH success and in this workshop you will learn new ways to do it!

"Technology Solutions for Success!"

4:30 PM – 5:15 PM

A panel of technology experts will discuss all the latest developments that will make you more efficient and profitable. Learn how integrated DMS solutions can make you more competitive in the challenging environment of today. What should you consider when selecting the right DMS software? NABD provides you with a comprehensive checklist that you can use as a reference after the Conference. Network with users and see all the latest products in our Exhibit Hall. If you are looking for new technology or considering a change, this session is for you.

"Capital Solutions - Lines of Credit / Floor Plans"

5:15 PM – 6:00 PM

"It takes money to make money," and the BHPH business is very capital intensive. Operators need lines of credit and floor plans to supplement internal cash flow and fund growth. What do these capital providers look for and how do you qualify? How much equity do you need? What advance rate can you expect? Capital is the gas that drives the BHPH engine so don't miss this session.

Monday, January 19, 2015 – Track 2

"Pursuing Recoveries - Yes or No?"

9:00 AM – 9:45 AM

Nationally recognized manhunter Ron Brown will moderate a panel of the nation's leading recovery experts. Learn how to stay compliant while maximizing recoveries. "When the vehicle stops running, customers stop paying." However, don't let them "walk away" from their contractual obligations! Industry losses are increasing, so you must mitigate them with an improved recovery operation. In this session, you will learn from the best in the business. You can't afford to ignore recoveries, or to miss this workshop!

"Technology Compliance Solutions"

10:00 AM – 10:45 AM

Technology is the foundation for a good compliance management system. In this session, you will learn why your DMS must be the "hub" of the compliance wheel. What can your DMS provider do to help you get compliant? Can you utilize payment devices without the fear of adverse regulatory problems? Can you rely on your DMS provider to give you compliant forms? What is your responsibility? This session will focus on how to utilize technology to implement an efficient BHPH compliance system.

"Handling a Regulatory Investigation / Responding to a CID"

11:00 AM – 11:45 AM

We are pleased to have Gerald Sachs, who is of counsel in the Global Banking and Payment Systems practice at Paul Hastings' law firm in Washington, D.C., conduct this session. Prior to joining this firm, Paul was Senior Counsel for Policy and Strategy of the Consumer Financial Protection Bureau (CFPB). At the CFPB he assisted the office with strategic planning, internal policies and procedures, coordinating state and federal regulators, and directing supervisory exams that focused on auto finance. In this session, you will learn how to respond to an investigatory demand. What are your rights and how can you protect yourself? Given the current regulatory environment, this session is a must-attend!

"Regulatory Update"

2:30 PM – 3:15 PM

Nationally recognized attorneys Tom Hudson and Shaun Peterson join NIADA Executive Director Steve Jordan to discuss all the latest regulatory developments during an interactive panel discussion. What are industry leaders doing to protect the interests of BHPH? What should you be doing to avoid regulatory scrutiny? What new regulatory challenges should you expect in 2015? How does the large participant role impact BHPH? What's next? You won't need a crystal ball if you attend this session.

"Legal Q&A - Fair Lending Practices"

3:30 PM – 4:15 PM

A panel of legal experts including nationally recognized attorneys Tom Hudson and Shaun Peterson discuss fair lending practices which are on the regulators' "hot list". Former regulator Chris Larche (who recently joined the compliance team of Equifax) and Ron Brown, ACA Director and recovery expert, are on this panel. During this session these experts will discuss and answer your questions on laws, regulations, and policies including the Equal Credit Opportunity Act (ECOA), Fair Debt Collection Practices Act (FDCPA), and other applicable regulations you need to understand in order to avoid regulatory pitfalls. You can't afford to make legal and regulatory mistakes in 2015!

"Add-On's - Regulatory Challenges"

4:30 PM – 5:15 PM

Add-on products like CPI and service / warranty contracts provide valuable benefits to your customers. Despite their value the regulators are scrutinizing disclosure, market penetration, and pricing. In this session CPI expert Chris Kirwan and attorney Gerald Sachs will discuss the things you must know if you are using these products in your operations. What can you and can't you do to avoid regulatory challenges? What is the future of these products and what comes next? This session will give you the answers!

"Compliance Best Practices - A Different Perspective"

5:15 PM – 6:00 PM

A panel of industry compliance officers and experts will provide practical tips and techniques to help you get compliant now. This panel includes operators both large and small so every operator can relate to their suggestions and comments. This session is interactive so you can ask questions and get different responses. What tools are available to get you started? How expensive will compliance be? What is the cost of non-compliance? Does the CFPB care about small, remotely located operations? Can you ignore compliance until a regulator contacts you? How do these experts deal with customer complaints? In this session, learn how to get BHPH compliant now!



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