Mastering the Sales Presentation
Director of North American Consulting Operations
Reynolds Consulting Services
Carl Bennett, Reynolds and Reynolds’ Director of North American Consulting Operations, leads the highly-respected Reynolds Consulting Services team averaging over 30 years combined retail and consulting experience. Carl oversees consulting operations, working with dealerships across the U.S. and Canada, providing expertise and coaching on F&I, Sales, CRM, outsourced Call Center services, and BDC process improvements.
In addition to more than 12 years with Reynolds, Carl worked in dealerships for 15 years as a General Manager, Finance Director, and Sales Manager where he practiced what he now teaches, running 85% finance penetration and 70% extended service contract penetration as an F&I Director.
VisionMenu and The Vision of F&I
Ron Martin is the President of VisionMenu and The Vision of F&I. His background includes over 30 years in the fields of F&I technology, F&I training, banking, insurance, and serving as a finance manager at an automobile dealership. He brings a unique blend to our discussion from his experience as a past National F&I Trainer and his current endeavor as a leading providing of menu and reporting technology to automotive dealerships.
Point-of-Sale Tools That Work
General Manager Southeast Division
Zurich Direct Markets
Vincent Santivasi is the Vice President and General Manager for the Southeast Division for the Direct Markets business unit of Zurich North America Commercial. Prior to assuming this role in October 2012 he served as General Manager for the Mid Atlantic Division and before that as a Regional Finance and Insurance Manager in Pennsylvania.
Mr. Santivasi began his career with Zurich in 2003, and has held a variety of positions in Finance & Insurance sales. He held numerous positions during a long career in the retail automotive business before joining Zurich.
National Training and Business Development Manager
Glenn Roberts is National Training and Business Development Manager for Zurich Insurance. He joined Zurich in 1989 and has more than 25 years of experience in the automotive industry. Mr. Roberts is responsible for designing and implementing systems and processes for sales of all products within Zurich’s Programs and Direct Markets Business Unit. Among these responsibilities is to attract and retain F&I business from franchised auto dealers for Zurich. Additionally, he is responsible for developing sales strategies that increase profitability and customer satisfaction, while reducing legal exposure for Zurich's F&I product distributor, the franchised auto dealer.
Mr. Roberts is the originator and principal developer of Zurich's menu-based Streamlined Selling System®. He has served as a guest instructor on F&I operations at the NADA Dealer Candidate Academy since 1995. His views have been featured in numerous publications, including Automotive News, AutoExec magazine, Ward's Dealer Business and Auto Dealer Monthly. Mr. Roberts has spoken to Twenty Groups and numerous state associations. He received an M.B.A. degree, with an emphasis in Marketing, from Keller Graduate School of Management.
Reedman-Toll Auto World – Langhorne, PA
Bill has been the President of Reedman-Toll Auto World since the dealership was purchased in June of 2004. Originally a lawyer, Bill was a Criminal Prosecutor for the District Attorney's office in New York City for five years and was a Special Inspector General for the New York State court system before coming to Reedman-Toll. Bill’s wife, Michelle, is an attorney at Deutsche Bank and they have two young daughters who keep them busy.
Bill has managed the day to day operations at Reedman-Toll since 2004 and has turned the dealership into a profitable and progressive operation. For the past 8 years, Reedman-Toll has sold the most Chevrolet & Chrysler Dodge Jeep vehicles in Pennsylvania. Under Bill’s tutelage the dealership has added 3 franchises, had a complete facelift of its 123 acres, underwent a complete culture change of its’ over 300 employees, and completed revitalization of sales, service and the customer experience. Bill’s driving force and vision will keep Reedman-Toll reaching for and attaining higher levels of excellence for many years to come.
Recently Bill and his wife opened their own Chevrolet dealership, Spencer Chevrolet, in Springfield, PA, named after their youngest daughter Spencer. Bill is utilizing his experience with Reedman-Toll and laying the foundation for success at Spencer.
Bill has served as President of the Chevrolet Philadelphia LMA for the last 3 years, and is also an active member of the Young Presidents Organization of NYC. Bill has also served on the board of St Mary’s Medical Center, which is the largest hospital in the county, for the last 4 years. Bill has sponsored and presented awards for police officers and fire fighters acts of courage at the National Liberty Museum in Philadelphia for the past 6 years.
Director of Automotive Technology Management
Jeffrey L. Bennett is the director of automotive technology management at Northwood University. This position has both administrative and teaching responsibilities including university-wide responsibility for the labs and associated software in the automotive marketing curriculum. Bennett also works with students and the faculty advisors in planning the Northwood University International Auto Show.
Bennett earned a B.A. from Kenyon College, Ohio, and an M.A from Saginaw Valley State University. He has significant experience in both the retail and wholesale automotive industries. Bennett was previously an associate professor at Northwood University and the recipient of Northwood’s prestigious Faculty Excellence Award in 2009.
F&I and Millennials
Area Sales Manager – Western Region
Anthony Stoothoff, Area Sales Manager with Ally Financial’s Western Region, has spent the bulk of his career in the automotive insurance industry as an insurance executive, and regional sales manager.
Stoothoff joined Ally Insurance in April 2012. He is responsible for managing the day-to-day activities of Ally’s Western Regional sales team covering Illinois and Indiana and delivering Ally’s industry leading products and services to dealers in these areas.
Prior to joining Ally, Stoothoff was the vice president of Business Development for Ristken Software Services based in Dallas where he was responsible for driving new business opportunities and management of the company’s Client Support Services and Account Management departments.
With more than 20 years of F&I experience, Stoothoff began his automotive career as a Finance Manager in the automotive retail sector. He later joined Zurich Insurance as an account executive, rising to the position of Vice President and General Manager of the company’s Eastern Division, where he remained until November of 2009.
Stoothoff studied Business at Farleigh Dickinson University in New Jersey.
Director of F&I Training
American Financial & Automotive Services, Inc.'s Automotive Training Academy
As Director of F&I Training for American Financial & Automotive Services, Inc.'s Automotive Training Academy, Tony is responsible for the content, direction and marketing for the F&I University curriculum. Tony conducts various F&I workshops throughout the year in locations nationwide.
Tony earned a Communications degree from Sam Houston State University prior to beginning his retail automotive career in 1990 as a salesperson in Houston, TX. Before joining the American Financial team in 2000, Tony held the positions of salesperson, business manager, fleet sales manager, sales manager, and general manager.
Throughout his retail sales career, Tony was consistently a top producer as well as a multi-year recipient of numerous manufacturer awards. In 1995, Tony earned the prestigious title of Nissan National Walk-Around Champion.
As a member of the Automotive Training Academy team, Tony has presented to various 20 groups, state and national dealer associations, and was featured as a workshop presenter at several NADA conventions and the Industry Summit, F&I Conference.
Director of Finance
The Suburban Collection – Troy, MI
Gary Allgeier is the Director of Finance for The Suburban Collection, Michigan’s largest automotive dealer group and #17 in the U.S., with annual sales in excess of $1.3 billion.
Mr. Allgeier directs the Finance and Insurance Operations for Suburban’s 46 franchises in Michigan, Florida, and California. In addition, he develops strategies with preferred lenders and product partners to create differentiating value-added options for Suburban’s platforms and customers.
F&I Management and Technology magazine recognized Mr. Allgeier and The Suburban Collection as national “Pacesetters” four times and as “Dealer of the Year” for 2009. Mr. Allgeier also serves on the Dealer Advisory Board for Dealetrack Technologies.
Prior to joining The Suburban Collection in 2004, Mr. Allgeier spent 15 years as an executive with Aon Corporation, a Fortune 500 company, driving income for over 800 automotive dealers in the United States. Recognized as an industry expert in variable processes, recruiting, compensation, income development, and reinsurance, Mr. Allgeier has also trained new dealers at the National Automotive Dealer Academy in McLean, VA.
After attending Vanderbilt University and Northwood University, Mr. Allgeier graduated with an Executive MBA from Northwood’s DeVos Graduate School in Midland, MI.
The CFPB and F&I: Answers to Your Questions
L. Jean Noonan
Hudson Cook, LLP
L. Jean is a partner in the firm’s Washington DC office. From 1977 through 1991, she held numerous positions with the Federal Trade Commission, including Associate Director for Credit Practices - Bureau of Consumer Protection. L. Jean received a Juris Doctor from the University of Texas School of Law in Austin.
Professional activities include member on the Consumer Financial Services Committee of the American Bar Association Business Law Section and on the Federal Trade Commission Activities Subcommittee.
Hudson Cook, LLP
Jeff recently joined Hudson Cook as a partner in its New York Office in 2013. His practice focuses on helping financial institutions, sales finance companies, motor vehicle dealers and manufacturers to establish and maintain automobile financing and leasing programs. He will also leverage his regulatory exam management expertise to support bank and non-bank clients with their federal and state regulatory exams.
Prior to joining Hudson Cook, Jeff served as Senior Vice President and General Counsel for JPMorgan Chase Bank’s Auto Finance and Student Lending businesses, where he was a member of the Executive Committee and managed all legal and compliance matters from 1993 to 2013. Jeff also served as the President of JPMorgan Chase Bank's Student Lending division, from 2002 to 2005, where he was responsible for restructuring the business from a joint venture to a fully in-sourced business model.
Jeff graduated from St. John’s University Law School, cum laude, in 1988.
David N. Robertson
AFIP (Association of Finance & Insurance Professionals)
David Robertson is a co-founder and the executive director of the Association of Finance & Insurance Professionals. AFIP is a nonprofit continuing education association that certifies in-dealership financial services practitioners to the applicable state and federal regulations. AFIP also implements an enforced code of ethics that holds its certified members personally accountable for what they tell a customer.
Mr. Robertson works as an expert witness, consultant, lobbyist and spokesman for F&I industry-related issues. He has appeared on 20/20 and MSNBC and is widely quoted and published in the trade and popular press. He holds an MBA from Northwood University and is a doctoral candidate in the field of business ethics.
Christina L. Robertson
Corporate Counsel and Education Director
AFIP (Association of Finance & Insurance Professionals)
Surviving in a Post-Reserve World
David A. Duncan
Safe-Guard Products International, LLC
Dave Duncan has three decades of F&I experience at both the dealership level and in the protection product arena. As an executive with Safe-Guard, Dave has had a front-row seat to the dramatic transitions that have taken place in F&I and has played a contributing role in the introduction of many of the products now core to F&I offices throughout our industry. His approach to F&I product development focuses on consumer choice and disclosure, value-focused protection programs and responsible risk management.
Instrumental in growing Safe-Guard's OEM, general agent and national account business, Dave manages the deployment of turn-key programs for F&I business units. Prior to joining the Safe-Guard team, Dave served in various management positions in the retail automobile business and was President & CEO of Diversified Automotive Group, a national general agency.
Findlay Automotive Group
Mr. Corder graduated from Montana State University in 1979 with a degree in Business Management. He also studied for two years at UNLV in the Masters of Business Administration program.
Following undergraduate graduation he joined General Motors Acceptance Corporation in Spokane, Washington as a field representative. He advanced through various supervisory and managerial positions with GMAC in Washington, Montana and California prior to being named the Branch Manager in Las Vegas in 1992. In 1994 he left GMAC to join the Findlay Automotive Group as Chief Financial Officer. In 1998 he also assumed responsibility as CEO of Findlay Automotive. Findlay Automotive Group consists of 27 automobile dealerships in Nevada, Utah, Arizona and Idaho.
Mr. Corder is active in many charitable causes. He serves on the Advisory Board for Safe Nest, which provides shelter, counseling, and other services for those affected by domestic violence in the Las Vegas area. He is also the past President of the Safe Nest Board of Directors. Additionally, he was the co-founder and past Treasurer of the Southern Nevada Sports Hall of Fame Foundation. This organization raises funds for youth athletic programs in Southern Nevada. He also serves as Treasurer of the Findlay Education Foundation which funds the Findlay Preparatory Academy at Henderson International School. In 2009, he was named to the Board of Trustees for the Leukemia and Lymphoma Society and now serves as the organization’s President. Additionally, he has served as Corporate Walk Chairman for the American Heart Association’s Las Vegas Heart Walk for both 2011and 2012.
Nicholas G. Stanutz
Senior Executive VP, Auto Finance
Nicholas G. Stanutz is a Senior Executive Vice President of the Huntington National Bank. He is managing director of one of Huntington’s four major Lines of Business, which includes Auto Finance, Asset Based Lending and Commercial Real Estate Group. These three business groups combined account for approximately 30% of Huntington’s total loan and lease portfolio. Nick has been in the banking industry for 34 years and with Huntington 27 years. He is a member of the Bank’s Leadership Team.
Mr. Stanutz is also nationally recognized as an industry leader in Auto Finance. He was the Chairman (2000 – 2005) of the Consumer Bankers Association Auto Finance Committee and a member for 18 years. He’s currently on the Vehicle Finance Board of the American Financial Services Association.
Mr. Stanutz’s educational background includes a B.A. degree from Indiana University in Bloomington, Indiana and from the Graduate School of Banking at the University of Wisconsin.
Nick currently serves on the Board of Directors for the Ohio Chamber of Commerce.
Pros' Prime Tips: Experts Share Their Advice for F&I Excellence
F&I Menus Expert, Head Trainer
Team One Group
George Angus has been referred to as the "Father of F&I Menus" in various trade publications for his ground breaking work in introducing F&I Menu processes nationwide in the early 1990's.
As well as being one of the industry's most productive trainers, George's direct, hard hitting, and sometimes hilarious presentation of research, testing, program development and reality has become the favorite of automobile industry.
George’s background includes 17 years in retail automotive management positions. He left retail in 1994 and was part of the development team that created and popularized F&I Menus in the early '90's. Since then, George has trained thousands of F&I managers and his popular “Saturday Morning Messages to F&I Masters™” has over 10,000 subscribers.
You may have seen his articles in F&I Management and Technology magazine or seen him quoted in Automotive News and other trade publications. He is a recognized authority on F&I process development. He is a consultant to the leading F&I product corporations as well as automobile manufacturers. He was educated at Davenport College, University of Michigan and numerous industry trade schools. He now heads the Team One Group.
Faulkner FIAT – Harrisburg, PA
Kelly Wadlinger is the Studio Lead at Faulkner FIAT of Harrisburg, a position that encompasses the traditional roles of both sales and finance managers. Wadlinger was key in launching the FIAT brand for Pennsylvania’s Faulkner Organization, assembling sales professionals with little to no auto experience and placing them in a boutique setting within an upscale shopping center. Her grassroots, customer centric approach has paid off – her exclusively new-vehicle showroom is outpacing her more urban counterparts in sales and consistently is in the highest 5% of customer satisfaction scores nationally.
Previously, Wadlinger was the Finance Director for the group’s Nissan dealership, which under her leadership increased its revenue by over 40% to over one million dollars annually.
Wadlinger takes pride in her ethical, forward-thinking approach to finance and the retail automotive business as a whole, and energetically works to break down stereotypes of the industry.
Director of Training
Automotive Development Group
Tony Troussov is Director of Training at Automotive Development Group of Minneapolis. His automotive experience includes 11 years with a dealer group where he had stints in all variable ops positions. As dealer’s F&I development coordinator, he implemented systems and controls to improve results. As a dealer’s trainer, he developed and implemented training including sales process, phone and internet sales, service advisor training, and leadership/management training. As general manager, he managed all aspects of top-100 Toyota dealership. Today he works with dealerships to improve processes and profitability.
Founder and President
Rebecca Chernek has an impressive automotive retail background spanning over 25+ years. Rebecca has hands on proven experience in automotive retail including sales, director of finance and general management. CCI- Chernek Consulting was founded in 2001 to provide finance & insurance training to automotive, RV Power-sport & Marine dealers nationwide. Rebecca specializes in mastering the techniques of transparent selling in the negotiation of auto sales and finance while significantly increasing profits limiting dealer liability. Rebecca has worked with industry leaders, such as JM&A, and AutoNation and offers customized in-dealership training and workshops throughout the United States.
General Manager, Sales Analytics
BMW Group Financial Services
Steve Swecker is currently the General Manager, Sales Analytics for BMW Group Financial Services. He has been promoted to the Executive Committee as President, Alphera Financial Services, effective Septemer 1, 2013. Swecker has been with BMW Financial Services since 1995, holding various regional managerial roles in both Chicago and the company's regional service center in Ohio, as well as an international assignment in Munich, Germany in 2005. Swecker returned to NJ and his current role in 2011.
Speakers subject to change without notice.