Session One

10:00-10:45 a.m.

Work Smarter, Not Harder with New FOCUS Enhancements
Instructor: Alex Spidare, Product Planning Manager | Bio

User Group

In this session, take a deep dive into the most recent FOCUS enhancements so your team can improve efficiency, productivity, and profitability. You’ll walk through new features like video capture, offer builder, and more. Plus, be one of the first to explore the newest AI functions, designed to improve communication and engage opportunities. Attend this session to make sure your CRM is the most impactful piece of your everyday operation.

Perfecting Privacy in the Digital Space
Instructor: Will Farley, Chief Privacy Officer and Vice President of Data Strategy | Bio

User Group

Will Farley | Chief Privacy Officer and Vice President of Data Strategy

Will started his career at Reynolds in 2000, and he has held various positions from website support specialist to business development management, and multiple roles in the data services organization. As Vice President of Data Strategy, Will understands that data will power the foreseeable future, and he continues to provide a clear and concise data strategy for the company. As Chief Privacy Officer, he helps Reynolds be effective stewards of that data and helps Reynolds earn and maintain our dealers’ trust and the trust of their consumers.

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In this session, explore how your Reynolds and Reynolds tools are positioned to help you ensure data and privacy are a breeze to manage from the convenience of your desk. Dive into Interface Dashboard, learn about effectively optimizing privacy compliance and management, and explore the benefits of setting up multi-factor authentication (MFA).

Three Keys to Increasing Service Profitability
Instructor: Stosh Jones, Customer Success Services Utilization Manager, North Central Region | Bio

Best Practice

Stosh Jones | Customer Success Services Utilization Manager, North Central Region

Stosh has been with Reynolds and Reynolds for 11 years, and has 13 years of automotive experience. He has held roles ranging from installations, field sales, customer utilization, and now he manages a team of Utilization Partners and Reynolds Performance Managers for the North Central region. In his free time, he enjoys spending time with his wife and three kids and uses any remaining time playing golf.

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In this workshop, we’ll talk about the three keys to increasing profitability in your service drive. First, we’ll talk through how you can increase your report card closing ratio, taking a deep dive into what a quality MPI looks like and how you can hold your employees accountable. Next, we’ll dive into effectively following up on recommended not done work and finally, how to utilize parts matrix pricing to help ensure your parts margins aren’t dragging down your department profitability.

Session Two

11:00-11:45 a.m.

Designing Your Used Sales Strategy for Profitability
Instructor: Sean O’Connor, Reynolds Performance Manager | Bio

Best Practice

Sean O’Connor | Reynolds Performance Manager

Sean joined Reynolds and Reynolds in 2013, bringing over 15 years of automotive experience with him. His background includes roles as a recon specialist, parts and service manager, used car manager, general sales manager, and wholesaler. Sean initially joined Reynolds on the consulting team, where he traveled across the country, assisting dealerships in implementing new processes and enhancing profitability. In his current position as Reynolds Performance Manager, Sean collaborates closely with dealership teams to identify opportunities and drive efficiency and profitability through ongoing coaching and training.

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Regardless of your software, the core of your used vehicle strategy should be optimizing marketability. Join us for a discussion of best practices to mobilize your used car sales team, with a focus on acquisition tips, appraising and pricing competitively, and the impact data has on fortifying the smartest moves for your business, from a vehicle’s point A (acquisition) to point-of-sale.

5 Lessons From FTC Enforcement Actions to Drive Your Compliance Strategy
Instructors: Matt Chacey, Product Development Attorney, Reynolds and Reynolds | Bio and Jason Gaskill, Sales Director, Document Services Compliance | Bio

Best Practice

Matt Chacey | Product Development Attorney, Reynolds and Reynolds

Matt is focused on drafting and revising Reynolds’ LAW® and BANKERS SYSTEMS® brand documents to meet market demands and help navigate state and federal laws and regulations. He also assists with the F&I Document Review process to help dealers identify ideas, gaps, and solutions in their current forms and how Reynolds’ LAW brand documents can improve their workflow. Before joining Reynolds, Matt was the staff counsel at the Ohio Automobile Dealers Association where he served Ohio’s 800 new car, heavy-duty truck, and motorcycle dealers. His duties included working with the advocacy team to advance dealers’ interests at the statehouse and various state agencies, reviewing and drafting state legislation and regulation, developing and managing education and training resources for dealers, and managing the association’s informal dispute resolution program for customer/dealer disputes.

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Jason Gaskill | Sales Director, Document Services Compliance

Jason has 23 years of experience in the automotive industry and has spent the last 17 years with Reynolds Document Services working in multiple roles. He now serves as the sales director for the document services compliance team, and directly assists dealers in reducing risk and improving standardization in the F&I office.

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The FTC Vehicle Shopping Rule (aka FTC CARS Rule) adopts some standards the FTC already created through six and seven figure enforcement action settlements with dealers. If you’re waiting to see if and when the new Rule will become effective – you’re behind. Some of the standards already apply. Join us as we share insights and best practices to help guide your compliance strategy for enforcement action standards that already apply to your dealership. This session will detail five critical lessons every dealer should learn from FTC enforcement actions to protect their business, improve the customer experience, and avoid run-ins with their regulators.

How To Not be a Leads Only Dealership
Instructor: Chris Martinez, Director of Virtual Retail, Gubagoo | Bio

User Group

Chris Martinez | Director of Virtual Retail, Gubagoo

After serving 11 years in the United States Coast Guard, Chris moved into the finance industry with JP Morgan Chase. He then took on roles within the automotive industry - spending years in sales and F&I with two large auto groups in Florida. In 2019, Chris joined Gubagoo to spearhead its digital retailing solution, helping dealers achieve an end-to-end retailing experience. Chris spends his free time flying planes, hiking, and staying active with his two sons.

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Imagine a scenario where your sales team is empowered to concentrate entirely on refining and closing deals, instead of tirelessly pursuing leads. This session delves into the present dynamics of the shopper/seller relationship. Discover strategies to transform your website from a lead generator to a sales catalyst. Martinez will share insights aimed at enhancing dealership efficiencies, so your team can stop chasing leads and start working deals.

Session Three

1:30-2:15 p.m.

Paperless Payoff: Streamlining CIT and Cash Flow
Instructor: Erica Lowman, Lender and Aftermarket Relations Account Executive | Bio

Best Practice

Erica Lowman | Lender and Aftermarket Relations Account Executive

Erica has over 15 years of experience in the automotive industry. Since joining Reynolds, her focus has been on improving efficiency, profits, and customer satisfaction at dealerships through effective use of Reynolds solutions and software. She also has a focus on OEM, lender, and aftermarket relationships to drive eContracting education, training, and utilization throughout the industry.

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In this workshop, we’ll breakdown the funding process in order to get a better understanding of best practices. You’ll get an in-depth look on how to improve compliance, automation, and reporting within your dealership. You’ll also learn useful tips and tricks on how to digitize the process in order to keep cash flow high and CIT time low.

Navigate ERA-IGNITE Accounting Enhancements to Fuel Your Efficiency
Instructor: Anabell Alvarez, Customer Success Services Utilization Manager, South Central Region | Bio

User Group

Anabell Alvarez | Customer Success Services Utilization Manager, South Central Region

Anabell Alvarez joined Reynolds in 1999 as a software implementation specialist working with customers onsite to install the POWER DMS. Today, she leads a team of utilization partners dedicated to helping customers increase their system utilization, leading to improved efficiency and profitability. She is focused on serving dealerships in Texas and Oklahoma.

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The business office is the heartbeat of your dealership, like fuel for a car. Without it, you can’t go anywhere. That’s why, in this session, we will explore the latest ERA-IGNITE enhancements that will help bring greater efficiency to your everyday operations.

Managing Markup: How to Navigate Your Way to Higher Profits in Fixed Ops
Instructor: Grant Conliffe, Customer Success Services Utilization Manager, Northeast Region | Bio

User Group

Grant Conliffe | Customer Success Services Utilization Manager, Northeast Region

Grant has been with Reynolds for over 13 years, working in different software utilization-based roles. Grant was promoted to management in 2021 and led a team of utilization partners in the KY, OH, WV, VA, MD, and DC Areas. He enjoys using his skills to help dealerships use their software in ways that allow them to become more efficient and profitable.

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In this workshop, we’ll dive into your ERA-IGNITE service and parts applications to find new ways you can leverage them for higher profits. You will get an insider’s view on how to enhance matrix pricing, grid pricing, and parts retail markup. You can also look forward to learning best practices like getting the most out of your utilization partner and gaining a better understanding of how using Service Price Guides can lead to higher profits.