March 5-7, 2013 Caesars Palace

Las Vegas, Nevada

Benefits of Belonging to the IARA

Bottom line – when you belong to the IARA, you become a better remarketer; a professional that learns and understands all facets of remarketing and how it will positively affect your company’s financial performance, as well as your value to your clients.

Benefits of Belonging to the IARA

Here are a few ways that IARA membership will assist you in increasing your financial performance: • Education and specific training courses

resulting in a remarketing certification.• Network with other remarketing

professionals to learn best practices and benchmarks in your market segment.

• Learn about opportunities for improvement, problem solving, and other issues that may hinder your business.

• Have input on industry changes (before they happen) on standards, such as arbitration and certification.

• Participate in discussions about dozens of topics including:

– Maximizing net returns.– Education/training your

remarketing staff. – Auction performance.– Transportation.– Upstream remarketing.– Vehicle inspections.– Exporting techniques.– Guidebooks.– Reconditioning issues.– Vehicle history reports.– Vehicle sourcing.

2012 Accomplishments• Creation of IARA Canada.• Auto IMS improvement recommendations.• Integrating with NAAA on critical Industry issues.• Working with NAAA to improve Policy Guidelines for Arbitrations & Online Purchases.• Working with NAAA Standards Committee to standardize Auction Announcements &

Disclosures.• IARA Standards Committee is working to improve language in Vehicle History

Reports.• IARA Standards Committee is working to establish a future vision for Multiple Online

Selling Venues.• IARA Analysis to improve Remote Rep features.• Tremendous growth in CAR Certification enrollments & Certification Graduates.• IARA website FORUM BLOG created.• Twitter and Facebook presence created for IARA.• Strengthening of IARA Financial position.

Membership

IARA 2012 New U.S. Members• 166 Auto Auction• America’s Auto Auction• Auction Edge• Capital One• Caprock Auto Remarketing• Complete Auto Services, Inc.• Dealer’s Auto Auction of the South• Diversified Vehicle Services• FLD, Inc.• Harley-Davidson Financial• Liquid Motors, Inc.• Motor Lease Corp.• RSA-FiServ• Statewide Auto Auction

IARA 2012 New Canadian Members• ADESA/OpenLane of

Canada• Ally Bank• ARI• BMW Canada• Canadian Black Book• Canadian Dealer

Services• CarFax• CarProof• Data Scan• Ford of Canada• Foss National Leasing

• GM Financial Canada• Honda Finance Canada• Hyundai Auto Canada

Corporation• Jim Pattison Lease• Kia Canada, Inc.• Manheim of Canada• Mitsubishi Canada• Nissan of Canada• North Toronto Auction• Pareto Corporation• Porsche Cars Canada• RSR Canada

Introductions!

IARA Officers

Robert WagnerPresident

Levi McCoyVice President

Gus XamplasDirector

Jeff Bescher Treasurer

Mike AntichSecretary

Bob GrahamChairman of the Board

IARA Directors

Jeannie Chiaromonte

Don Fowler

David Alfonso Eric Autenreith Dick Curtis

Mary Haller Dan Heinrich

IARA Directors

Layne Weber

Mike Kreider

Chuck Novince

Scott Kolb Tim Meta

Jack Rennels

Jason Herman

IARA Interim Director

Stephen Houston

IARA Committee Chairs

Dave Alfonso -Industry Recognition

& Awards

Mike Antich - Press & Public Relations Communication

Dave Sutton - IARA Certification

Don Fowler - Membership Development & Recruitment

Jeannie Chiaromonte -Technology & Social Media

Dan Heinrich - Remarketing Industry Standards & Vehicle

Certification

Scot Kolb - Education & Conference

Management

Canadian Sub-CommitteeUpdates

Canadian Sub-Committee Teams•   

Education and CertificationJohn Paonessa – Lead (GM Financial)Gerry Corcoran - Pattison LeaseClaudio De Angelis – FossSteve Langdon - ADESABrent Burpee - CarFaxDave Sutton Membership DevelopmentDoug Collis – Lead (Ford)Marty Meadows - CarProofStu Ralph - North TorontoKathy Ward – CBB Press & PRJosh Bailey – Lead (CBB)Stu Ralph – North TorontoRemy Rousseau – Rousseau Publications  

Industry Recognition and RewardsAlex Johnston – Lead (Hyundai) Larry Shred -CBB Technology and StandardsTim Quesnel – Co-Lead (Ford) Don Wallace – Co-Lead (Manheim)Kim Thomson - PorscheFernando Amilpa - MitsubishiLarry Shred – CBBLisa Scott – ADESA / Openlane - NAAA

Canadian Committee 2012 Accomplishments

• Canadian Committee established Jan. 2012.• Canadian Committee goals defined.• Canadian Sub-Committee created. • Met our goal of hosting three Canadian Committee meetings in

Toronto.• The members drive the Association!

– Legislative update, economic forum• Each meeting hosted record attendance – today 60!• Monthly Canadian Committee conference calls.• Canadians joining U.S. Committee conference calls.

Canadian Committee 2012 AccomplishmentsOur goal was to host three IARA Canadian Committee meetings in Canada.

PAST EVENTS 2012

Feb. Inaugural Meeting – Toronto

March CAR Conference – Las Vegas - Canadian Committee added to agenda

May 1st Canadian Committee Meeting – Toronto - Structure and Sub-Committees defined

July Canadian Committee Meeting – Toronto - Canadian Legislative Forum

Aug. IARA Summer Roundtable – Chicago - Canadian Committee Welcomed - Canadian Committee added to agenda

Nov. Canadian Committee Meeting – Toronto - National Economic Forum

Canadian Committee Meetings & Events

Our goal is to host a minimum of three annual IARA Canadian Committee Meetings in Canada

Proposed & Planned Events in 2013

March CAR Conference – Las VegasJune Canadian Committee Meeting – TorontoAugust IARA 2013 Summer Roundtable – ChicagoOctober Canadian Committee Meeting – TorontoDecember Canadian Committee Meeting – Toronto

• What are your ideas for upcoming Canadian Committee Meetings?• Self-sustaining meetings – we need your help!

Industry Recognition & Rewards

CERTIFIED AUTOMOTIVE REMARKETER (CAR)

PROGRAM

Certified Automotive Remarketer (CAR) Program

The mission of CAR is to enhance and promote the profession of Vehicle Remarketing by providing the premier credential in the industry.

Curriculum includes 20 courses in five units: 1. Remarketing Channels2. Pre-sale Activities3. Actual-sale Activities4. Post-sale Activities5. Legal, Ethics, and Terminology

Candidates must have a minimum of three consecutive years experience in a vehicle remarketing segment or support that segment prior to taking a test. The IARA Certification Board will evaluate candidate applications then determine eligibility. Applications and courses are available online. CAR designations will be awarded during a formal ceremony at the IARA Summer Roundtable event.

Online Remarketing Courses

• Remarketing Orientation Courses – Online 24/7• Delivered via Northwood University – CEU’s• More than 150 Participants to Date• Twelve Courses:

• Terminology• Transportation• VIN description• Ethics• Resale Channels• Titling

• Introduction to Remarketing• Inspections• Reconditioning• Guidebooks• Technology• Factors Affecting Values

Education & Certification Update

Certification Program - CAR Certification

The IARA Certification program has really taken off!

99 – Number of people who have taken at least one module toward certification

44 – Number of people who have successfully completed all 20 exams!

55 – Number of candidates who have begun their journey, but still need to finish

41 – Number of companies that have at least one person involved in the certification process

19 – Number of companies with at least one CAR Graduate

2012 CAR Graduates•JD ByriderPhillip Finley

•DAASWStephanie Gringas

•ManheimIrina Toader

•Hyundai CapitalRob Wagner

•Charleston AABill McCready

•Charleston AALaura Taylor

•Credit AcceptanceDon Roccia

•TSAAFred Uther

•Bank of AmericaJeannie Chiaromonte

•CARFAXRandy Gold

•CARFAXMatthew Yoo

•166 Auto AuctionMike Bradley

•Credit AcceptanceJackie Malik

•TPC ManagementJiles Wanna

•Dealers AAMark Hopkins

•ManheimChuck Novince

•United RoadScott Kolb

•Credit AcceptanceJackie Matejewski

•CARFAXDiane Scharafin

•Credit AcceptanceJuan Spears

•Credit AcceptanceRod Feuell

•Credit AcceptanceMark Pelech

2011 CAR Graduates

• ARIBrian

Garner

• ARIFred

Walerski

• DonlenGus

Xamplas

• Credit AcceptanceMike

Kreider

2010 CAR Graduates• ARIJim

Jackson

• EmkayJohn Elizaga

• EmkayLes Lynott

• EmkayMona Spoon

• EmkayDavid Thompson

• ARIScott Braidwood

• ARISteve Johnson

• ARIJennifer Schade

• ManheimJill Tarallo

• ARIBrian McBrearty

• ARIDave Seher

• ARIChris Slaughter

• ARIJohn Wright

2008-2009 CAR Graduates

• IARAMatt Marks

• Carolina AASal Terranova

• Charleston AAChris Wise

• Black BookRicky Beggs

• CARFAXDave Sutton

Education & Certification Update

More information regarding both programs can be found

at: www.iaraonline.org/training

Technology & Standards Canadian Committee Update

#1 Condition Report-Standardization• Long-term challenge to fully implement one electronic

grading scale/tool across North America industry suppliers-NAAA Update

• Target Short-term & Medium-term opportunities• IARA-US Standards Committee Dealer survey

– 40,000 invited 400 (or 1%) responded– 84% are not satisfied or dissatisfied– 16% of sellers use CR’s every time– Seller Disclosure used approx. 20%-trusted only 8%– No CR provided-not trusted over 40% of time

#1 CR Standardization Cont.

Common Problems/Opportunities:– Pricing on damage too low– Use of vehicle grade scale-various formats– Inaccurate findings-training required– Increase quality of interior/exterior damage disclosure– Seller Disclosure quality/accuracy– Quality/Quantity of Pictures to price repairs– Priority of pictures for damage $200 or over

Closing Comments

Where have we been? Where are we going?

Robert WagnerPresident

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit

Rob Wagner,IARA President

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit• President, Expand Membership Target

Canada

Rob Wagner,IARA President

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit• President, Expand Membership Target

Canada• First VP Levi McCoy, Second VP Gus

Xamplas

Rob Wagner,IARA President

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit• President, Expand Membership Target

Canada• First VP Levi McCoy, Second VP Gus

Xamplas• Matt Marks, Interim Executive Director

Rob Wagner,IARA President

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit• President, Expand Membership Target

Canada• First VP Levi McCoy, Second VP Gus

Xamplas• Matt Marks, Interim Executive Director• Permanent Executive Director

Rob Wagner,IARA President

Closing Comments

Where have we been? Where are we going?

• Second VP Les Lenoit• President, Expand Membership Target

Canada• First VP Levi McCoy, Second VP Gus

Xamplas• Matt Marks, Interim Executive Director• Permanent Executive Director• Transition to the new Executive Director,

Levi McCoy as President & Gus Xamplas as First VP

Rob Wagner,IARA President

Open Discussion

• Is there anything we missed?

• What else would you like to see our association accomplish in in 2013?

• Next Steps

• Follow up e-mail to all members and non-members

In Memory of

Matt Marks Executive Director, IARA

1942 - 2012

Thank You for Attending!