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table of contentsWelcome Letter from Ken Sopp ...Page 2

One Ocean Floor Plan ...............Page 3

Exhibition Floor Plan ................Page 3

Conference Schedule ............ Pages 4-5

Networking and Special Events ....Page 6

Meals and Breaks ......................age 7

Session Descriptions .......... Pages 8-11

Lease Here Pay Here Sessions .. Page 12

Session Participants ......... Pages 13-20

Exhibitors ...................... Pages 23-26

2019 Conference Committee ..... Page 26

Sponsors – thank you! .......(Back Cover)

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Welcome to the 2019 NVLA Annual Conference!

At the 2018 Annual Conference, we celebrated NVLA’s 50th Anniversary by honoring our past. This year’s conference features top-notch speakers and engaging panel discussions on important topics influencing the future of leasing.

The diverse program features something for everyone, including a review industry best practices, an examination of emerging trends, and a forecast of how technology will shape the future of our industry.

As we all know, there are many factors that influence the leasing marketplace and the independent vehicle leasing companies that compose the National Vehicle Leasing Association. The goal of the 2019 NVLA Conference Committee is to provide you with the tools and information you need to prepare your business for the challenges and opportunities we will face in the future.

Please take a few minutes to explore this program, where you’ll find the schedule of events, answers to frequently asked questions, our list of exhibitors, session descriptions, speaker bios and more.

On behalf of the NVLA Board of Directors and the 2019 Conference Committee, thank you for joining us at One Ocean Resort in Atlantic Beach, Florida.

Drive the Future,

Ken SoppNVLA 2019 Conference Chair

2019 CONFERENCE SCHEDULE

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Wednesday, March 272:00 p.m. – 5:00 p.m. Registration

5:00 p.m. – 6:00 p.m. First-Timer Attendees Reception

6:00 p.m. – 7:00 p.m. Welcome Reception

7:00 p.m. – 8:00 p.m. Keynote Presentation – Jared Rice

Thursday, March 287:00 a.m. – 5:00 p.m. Registration

7:30 a.m. – 8:30 a.m. Breakfast and Exhibitor Networking

8:30 a.m. – 8:45 a.m. Opening Ceremony – Charlie Vogelheim

8:45 a.m. – 9:30 a.m. Turbocharging Your Credit Process – Nathan Petrie

9:30 a.m. – 9:45 a.m. Toyota – Today and a Look Ahead – Tom DeLuise

9:45 a.m. – 10:30 a.m. Integrate New Opportunities of Mobility as a Service in Your Business – John Possumato

10:30 a.m. – 10:45 a.m. AM Break and Exhibitor Networking

10:45 a.m. – 11:30 a.m. Legal/Legislative and Tax/Accounting Update – Mike North, Sloan Schickler

11:30 a.m. – 12:15 p.m. New Strategies in Omni-Channel Remarketing – Michael Bor, Mike Waterman

12:15 p.m. – 1:00 p.m. Lunch and Exhibitor Networking

1:00 p.m. – 1:15 p.m. General Membership Meeting & Award Presentations

1:15 p.m. – 2:00 p.m. Ownership Transfer & Succession Planning – Steve Sherman, Sloan Schickler, Mike North

2:00 p.m. – 2:45 p.m. LHPH: How to Get Started in LHPH – Joe Segrave, Nick Markosian, George Klinke

2:00 p.m. – 2:30 p.m. Soft Pull Credit Solutions & Alternative Credit Bureaus – Tarry Shebesta

2:30 p.m. – 3:00 p.m. Afternoon Break

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3:00 p.m. – 3:45 p.m. Disruption in the Auto Industry: Revolution or Evolution? – Andy Koblenz

3:45 p.m. – 4:30 p.m. Privacy/Cyber Security in Vehicles – Andrea Amico

3:45 p.m. – 4:30 p.m. LHPH: Ask the Experts – Bill Elizondo, Bill Holmes, Bill Caan, Mike North

4:30 p.m. – 5:00 p.m. Have a Beer with a Banker – Steve Jason, Anthony Maresco, Paul Dell’Aquilo, George Klinke, Garrett Kautz, Jeff Barron

5:00 p.m. – 7:00 p.m. Reception

Friday, March 297:30 a.m. – 8:30 a.m. Breakfast and Exhibitor Networking

8:30 a.m. – 8:45 a.m. NVLA Conference 2019 and Beyond – Charlie Vogelheim

8:45 a.m. – 9:15 a.m. LHPH: How the New Tax Laws Make LHPH a No-Brainer – Mike North

8:45 a.m. – 9:30 a.m. Does Changing Leadership Mean Changing Your Culture? – Bradon Marshall, Andrew McFarlane

9:30 a.m. – 9:45 a.m. GM Presentation – Connie Scarpelli

9:45 a.m. – 10:00 a.m. AM Break and Exhibitor Networking

10:00 a.m. – 10:45 a.m. Economic Forecast & Residual Value – Tom Kontos

10:45 a.m. – 11:45 a.m. The Future of Vehicle Leasing in a Rapidly Evolving Transportation Technology World – Matthew Daus

11:45 a.m. – 12:00 p.m. Conference Conclusion – Charlie Vogelheim

The 2019 NVLA Annual Conference is our preeminent networking event of the year. Take advantage of these opportunities to connect with your colleagues in the independent leasing community.

Wednesday, March 27First-Time Attendees Reception5:00 p.m. – 6:00 p.m. .............................................................................Pristina/Verandina

First-time NVLA Annual Conference attendees are invited to join NVLA leaders and exhibitors for beverages and light appetizers at a reception to kick off the 2019 NVLA Annual Conference. Welcome Reception6:00 p.m. – 8:00 p.m. .............................................................................Pristina/Verandina

Connect with colleagues, enjoy heavy hors d’oeuvres and beverages, visit with exhibitors at our annual welcome reception, and hear our keynote address from the PLAYERS Executive Director, Jared Rice.

Thursday, March 28Thursday Reception5:00 p.m. – 7:00 p.m. .............................................................................Pristina/VerandinaThursday night is “Island Night”! Don’t miss this special night featuring appetizers, beverages, corn-hole, and island style musical entertainment from Ciaran Sontag.

NETWORKING AND SPECIAL EVENTS

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thursday, March 28

7:30 a.m. – 8:30 a.m. Breakfast

10:30 a.m. – 10:45 am Snack Break and Exhibitor Interactions

12:15 p.m. – 1:00 pm Lunch

2:30 p.m. – 3:00 p.m. Snack Break and Exhibitor Interactions

friday, March 29

7:30 a.m. – 8:30 am Breakfast

9:45 a.m. – 10:00 am Snack Break and Exhibitor Interactions

Meals and Breaks – Pristina & Verandina

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Thursday, March 28

Turbocharging Your Credit Process Nathan Petrie, PayNet Inc.‘Turbocharging Your Credit Process’ is focused on upgrading your existing credit process utilizing various tools and technologies. The credit improvement process is a continuous evolution, that can be simple to utilize and manage, leading to increased profit and insight with reduced risk. Organizations can reduce decision turnaround from weeks or days to hours or minutes, meanwhile increasing close rates, reducing costs, and improving lending consistency.In this session we will answer how some lenders are utilizing credit scores, internal and external data, and software to gain a competitive advantage. High level topics include Combining Credit Scores and Credit Data, Expert Scorecards, checklists and rules, and separating obligation versus transaction ratings.

Toyota – Today and a Look AheadTom DeLuise, ToyotaThe presentation will be a look ahead at upcoming Toyota product launches and updates. In addition it will be an overview of Toyota’s fleet operations from an ordering and delivery perspective.

Integrate New Opportunities of Mobility as a Service in Your BusinessJohn Possumato, DriveItAway Inc.Find out how enterprising automotive retailers and lessors are now leveraging the emerging opportunities of Shared Mobility to make money and scale rapidly while preparing or the future (hint: this is not just through subscription services).

Legal and Legislative & Tax and Accounting UpdateMike North, Katz, Sapper & Miller; Sloan Schickler, Schickler PLLCWhat’s keeping you up at night? Bring your questions and concerns to this attendee-centric session featuring NVLA Tax and Accounting Counsel Mike North and Legal and Legislative Counsel Sloan Schickler. The session will feature a brief overview of legal, legislative, tax, and accounting issues impacting lessors followed by a robust Q&A session.

New Strategies in Omni-Channel RemarketingMichael Bor, CarLotz; Mike Waterman, ACVConsignors are constantly looking for the most successful ways to remarket their vehicles, knowing that one size does not fit all. This panel discussion provides insight into new and innovative wholesale and retail remarketing methods available to consignors that can be used individually or together to maximize proceeds in addition to the physical auction lanes. Strategies include retail consignment as well as virtual marketplace selling with cutting edge technology companies such as ACV and CarLotz.

General Session Descriptions

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Thursday, March 28

NVLA Affinity Program PresentationThomas Lauer, Key Accounts Manager, BMW MINI Fleet; Bob Lettis, VP Strategic Alliances and Business Development, 700Credit Program; Gary Mott, President, FLD-NVLA Remarketing ProgramAre you taking full advantage of your NVLA membership? This session will explore NVLA Affinity Programs and benefits available to NVLA Members.

Ownership Transfer and Succession PlanningSteve Sherman, CrestMount Advisors; Mike North, Katz, Sapper & Miller; Sloan Schickler, Schickler PLLCAre you preparing to pass on ownership of your company and don’t even know where to start? Let our expert panelists help frame your future steps. This panel discussion will share the key financial and legal considerations for those who are in the early stages of ownership transition to family, a partner, employees or a third-party sale. By the end of this discussion, you’ll be equipped with some of the best expert advice on how to take your next steps toward your succession plans.

Soft Pull Credit Solutions & Alternative Credit Bureaus Tarry Shebesta, truPayments, LLC“Soft Pull, Prescreen, Pre-Qualification, Pre-Approval - these terms are gaining popularity in discussions at dealerships and lenders across the country. What do they all mean? What’s the difference between them? Where are they utilized in your sales process? Where could you use them to gain a competitive advantage and work deals in “stealth mode”? What are your compliance obligations? Many vendors offer these solutions today but not all are created equal.

This session will review the terms, the technology, the opportunities, and your compliance obligations in using these solutions at your store.

Disruption in the Auto Industry: Revolution or Evolution?Andy Koblenz, National Automobile Dealers AssociationChange is clearly afoot in the auto industry. NADA’s Andy Koblenz will explore how new technologies, cultural and demographic shifts, and evolving business models are bringing new opportunities and challenges. From his front row seat in Washington, D.C., Mr. Koblenz will cut through the hype, discuss what we know and what we cannot know yet, and explore what are the realistic timelines and potential impacts on the auto retailing and auto finance industries.

General Session Descriptions

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Thursday, March 28

Privacy/Cyber Security in VehiclesAndrea Amico, Privacy4CarsIn August 2018 the FTC warned: “Unless you take some security steps before selling the vehicle, you could be leaving behind a water bottle or two, some change under the seat – and a massive amount of corporate and personal data.” True: cars pack over 60 computers and capture 20Tb of data per year, including reams of Personally Identifiable Information. In fact, most people remain unaware that everyday actions, like charging your phone or using hands-free (a mandate in many states) can result in your contacts, phone logs, and text messages to be downloaded and stored perpetually, not to mention garage codes, location data, biometrics, and more.

In this session financial institutions and automotive professionals will learn what data vehicles capture, how it is regulated (and will likely be increasingly regulated), how it can be exploited, and how to manage the risk - and potentially turn privacy into a selling point and service differentiation.

Have a Beer with a BankerGarrett Kautz, 1st Source Bank; Paul Dell’Aquilo, Metropolitan Commercial Bank; Anthony Maresco, Santander Bank; Steve Jason, Signature Financial; George Klinke, LHPH Capital; Jeff Barron, The Bancorp BankThere’s nothing like kicking back with a beer at the end of the day. NVLA attendees will have opportunity to network with six different Funders while enjoying a cold one in a fun, relaxed atmosphere.

FRIDAY, March 29NVLA Conference 2019 and BeyondCharlie Vogelheim, Host PilotCharlie will review and summarize the key topics, discussions and learnings from the conference adding a holistic automotive industry overview. He’ll provide insight from other auto industry segments and together we’ll peak into the future of mobility.

Does Changing Leadership Mean Changing Your Culture?Bradon Marshall, C.H. Brown Company; Andrew McFarlane, Zeemac Vehicle LeaseWhat is the secret sauce for successfully transferring corporate leadership? These days, it involves so much more than posting a memo next to the water cooler or simply sending an email. New leadership not only has a direct effect on employees, it can impact customers, family members, shareholders, and anyone who comes in contact with the company. Do you try to hold on to the existing company culture and traditions or evolve them?

We will hear from a couple of individuals who have assumed corporate leadership. They will talk about their struggles and accomplishments as the new Top Gun.

General Session Descriptions

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FRIDAY, March 29

GM PresentationConnie Scarpelli, Fleet Account Executive

Economic Forecast & Residual ValueTom Kontos, KAR Auction ServicesKAR Auction Services’ Chief Economist covers the economic waterfront from GDP to SUVs. Mr. Kontos will cover the current state of the US economy; retail new and used vehicle sales; wholesale used vehicle supply from rentals, leasing, repos, fleets and dealer trades; and wholesale price trends with an eye towards their impact on salvage values and ACVs.

The Future of Vehicle Leasing in a Rapidly Evolving Transportation Technology WorldMatthew Daus, City University of New York, Transportation Research Center, City College of NYThis speech will feature an overview of the legal and regulatory issues surrounding the rapidly evolving multi-modal mobility paradigm, and the impact of disruptive technologies and emerging innovative business models on vehicle leasing businesses. An overview will be provided on the state of technology, regulation and preparedness for the introduction of connected and automated vehicles, and the various business partnerships, ventures and relationships that will impact the vehicle leasing industry. The issues and challenges for the vehicle leasing industry created by fleet and peer-to-peer car sharing, Transportation Network Companies (TNCs), and NYC’s new progressive for-hire vehicle regulation of leasing and rental companies, will be identified and discussed. Of the many socio-economic issues involving the introduction of connected and automated vehicles, this lecture will focus on financing, tort liability and insurance law coverage, and will conclude with predictions about future business, governance and regulatory models in the short-term and long-term future, and the potential impact on the leasing industry.

General Session Descriptions

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THURSDAY, March 28How to Get Started in LHPHModerator: George Klinke, LHPH Capital; Joe Segrave, Benchmark Auto Sales; Nick Markosian, Markosian AutoIf you’ve researched Lease Here Pay Here either because you’d like to switch from Buy Here Pay Here or are looking for new income streams and tax savings for your existing business or want to start from the ground up these experts have either helped or have gone through everything you need to know about making the switch.

Ask the ExpertsModerator: Nick Markosian, Markosian Auto; Bill Elizondo, AFS Dealers; Bill Holmes, Holmes Motors; Bill Caan, CalAmp; Mike North, Katz, Sapper & MillerEverything and I mean everything you need to know about the LHPH industry can be addressed with this impressive panel of experts. Lenders, GPS providers, CPA experts and one of the most successful dealers in the industry will be on hand to answer your questions.

FRIDAY, March 29How the New Tax Laws Make LHPH a No-BrainerMike North, Katz, Sapper & MillerIt almost seems like the new tax laws were specifically written for the LHPH business model. Find out from the country’s leading accounting expert on how the new tax laws make LHPH more attractive than ever.

lease here pay here sessions

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Emcee – Charlie Vogelheim has been involved in the Automotive Industry for over 30 years. His multifaceted automotive career began at Kelley Blue Book whereas executive editor he played an instrumental role in transforming Kelley from a regional guidebook to an internet powerhouse. After 20 years he joined

J.D. Power as a VP charged with their International Roundtables. Most recently Charlie joined TPC Management as a partner where he is assisting with the Auction Academy and business development for TPC and its client auctions. Charlie produces a weekly radio show and podcast “The Flying Car” that covers the transformation of transportation.Whether providing vehicle information and values or helping remarketers with digital marketing and technical development, Charlie’s career has been centered on supporting the automotive industry.

Though he appreciates driving, he is deeply engaged in the future of mobility as Silicon Valley reinvents the wheel. He has a commercial pilot, spent several years as an Alaskan bush pilot and is anxiously awaiting the flying car.

Keynote Speaker – Jared Rice is currently the Vice President & Executive Director for THE PLAYERS Championship.

Rice has led THE PLAYERS Championship as the Executive Director since January 2017 but joined THE PLAYERS staff in June of 2010 after four years

in multiple roles at the PGA TOUR including Business Development and Global Licensing. While in those positions, Jared oversaw development of PGA TOUR Licensing programs worldwide and assisted with the sale of PGA TOUR Title Sponsorships and Official Marketing Partner Sponsorships.

Rice was born in Portsmouth, NH and graduated from the University of South Carolina with a degree in Sports Marketing and Business Administration. He joined the PGA TOUR from the Detroit Red Wings organization after having spent five years with the Walt Disney Company during their ownership of the Anaheim Angels and Mighty Ducks.”

Andrea Amico is a vehicle privacy and cybersecurity advocate. After co-chairing the Compliance Committee at the International Automotive Remarketers Alliance (IARA) and realizing the inadequacy of tools for the protection of personal data stored in automobile systems, Andrea founded Privacy4Cars.

com, the first and only mobile app designed to help erase Personally Identifiable Information (PII) from modern vehicles. In February 2018, during the development of the Privacy4Cars app, Andrea discovered that many vehicle makes, models, and years could be attacked via the Bluetooth protocol to expose the personal information of previous vehicle users such as stored contacts, call logs, text logs, and in some cases even full text messages – without the vehicle’s owner/user being aware and without the user’s mobile device being connected to the system. It is estimated that the hack, named “CarsBlues”, may affect tens of millions of vehicles in circulation worldwide.

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Session Participants

Jeff Barron is the Vice President and National Sales Director for the Leasing Division of The Bancorp Bank. Previously, Jeff was President of Ellis Brooks Leasing in San Francisco from 1991-2015 until it was acquired by The Bancorp. Jeff served numerous roles within NVLA including National President in 1996-1997.

Michael Bor is the CEO of CarLotz and has over a decade of experience in automotive retail, automotive remarketing and the financial services industry working with entrepreneurial companies going through transition. Prior to founding CarLotz, Michael co-ran the Transportation & Logistics group at

Harris Williams & Co., a Mergers & Acquisitions advisory firm, where he worked for 7 years. Prior to Harris Williams & Co., Michael was an investment banker with Lehman Brothers and a financial fraud investigator with PricewaterhouseCoopers. Michael holds an MBA from the Harvard Business School and a BS, cum laude from Lehigh University. He lives in Richmond, Virginia with his wife and three sons.

Bill Caan is the Director of National Sales at CalAmp. Over the past three years, Bill has been responsible for major national accounts and product management. Before joining CalAmp, Bill was the founder and CEO of Blackhawk Finance in Chicago from 2008-2015, originating over 400 loans

per month. Bill has over 15 years of experience in the subprime auto lending space. He is a frequent panelist, speaker and columnist. Bill received his master’s degree in finance from the Kellogg School of Management.

Matthew W. Daus, Esq., a transportation lawyer with over 25 years’ experience, serves as the Transportation Technology Chair at the City University of New York’s Transportation Research Center (located at City College). Mr. Daus is the longest serving New York City Taxi & Limousine Commissioner, Chair and

General Counsel, and he continues to serve as the President of the International Association of Transportation Regulators for over 9 years. Mr. Daus is an equity partner at the law firm of Windels Marx Lane & Mittendorf, LLP, where he has served as Transportation Practice Group Chair for the past 8 years.

Paul Dell’Aquilo joined Metropolitan Commercial Bank in April 2017 as First Vice President and Commercial Lending Officer. In this role, he is responsible for the bank’s commercial lending activities in Long Island and developing commercial lending opportunities in the greater New York area.

Dell’Aquilo has more than 25 years of experience in banking and finance and has served in executive and lending roles at Capital One, Bank of America (BofA), Citigroup, and New York Community Bank (NYCB), focusing on business development, relationship management, and specialized lending. Strengths include business leadership, strategic planning, and product and risk models and credit policy development.

He holds a BBA in finance and banking from Hofstra University. He is a member of the Board of Directors of the YMCA of Long Island-Glen Cove, N.Y. and serves as a board member of the Nassau County Taxi & Limousine Commission.

Session Participants

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Tom DeLuise has been with Toyota for 33 years. He spent 11 years in Toyota’s New York Region in numerous positions of dealer operations support. At the national headquarters Tom has worked in sales operations, marketing, Toyota Certified and Toyota rent A Car as well as Lexus Sales and market representation.

s, AFS Dealers, LLC Chief Operating Officer, has almost 3 decades in the Sub-Prime Automotive business. Before joining AFS Dealers, Bill worked with 3 of the largest and most respected used car dealers and finance company in the industry, CAR Financial Services, Inc. (formerly Wells Fargo Financial),

America’s Car-Mart, Inc., and Superior Auto, Inc. Hiring, training, collections, and purchasing Buy Here Pay Here/Lease Here Pay Here contracts have all been his responsibilities. Bill’s leadership and experience has helped transform dealerships and companies during his tenure. Bill is a member of NABD, NIADA, and various state associations.

Bill Holmes is the owner/operator of Holmes Motors, Inc. with locations in MS, AL, and FL. He has 28 years of automotive industry experience specializing in Leasing. His Portfolio of 3000+ units is driving under a one of a kind program titled, “The Integrity Program”. Holmes manages 85 team members who perform sales, collections, service, repossession, paint, transportation, and reconditioning.

Steve Jason is the Group Director of Vehicle Finance, VP at Signature Financial, LLC. Steve began his automotive career in 1981 and has worked in vehicle leasing and finance

since 1985. Steve received his CVLE in 1995 and has served on the Board of Directors of the NY chapter of the NVLA as well as on the National Board of Directors of the National Auto Finance Association.

Garrett Kautz is Relationship Sales Officer for the Auto and Light Truck division of the 1st Source Bank’s Specialty Finance Group. Kautz has been with the bank

since 2013, when he was hired into our Corporate Management Trainee program and worked for more than four years in the Credit Department. He was responsible for overseeing the underwriting of the Auto Rental, Commercial Leasing and Bus portfolios, and was also instrumental in the

process of growing the Bank’s Commercial Leasing portfolio. Kautz earned a bachelor’s in Accounting from Manchester University, and he is currently studying for Certified Lease & Finance Professional (CLFP) designation.

Session Participants

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George Klinke has been in the auto financial services business for over 35 years, helping create a major consumer leasing company in Dallas, Texas and then worked for GE Capital Auto Financial Services in various capacities for over 14 years. At GE he was involved in the sales of leasing and was

instrumental in the development of GE’s subprime auto finance program. Following GE in 1998, Klinke organized and led the Great Lakes Region in Chicago for Fairlane Credit LLC, leaving in 2000 to join Household Automotive Finance Co. in San Diego, California. After leaving Household, Klinke was Vice President, Sales for the First American Corporation in their Vehicle Title Division for 6 years. In the 3 years prior to joining LHPH, he was Executive Vice President, Sales for Integris Financial, Inc.

Andrew D. Koblenz is the National Automobile Dealers Association’s executive vice president of legal and regulatory affairs and General Counsel. He directs the association’s Legal and Regulatory Group, which represents NADA and dealer interests before federal agencies. Prior to his current position, Koblenz

was vice president of industry affairs from June 2001 to February 2006, directing the activities of NADA’s Industry Relations and Industry Analysis departments, as well as the association’s American Truck Dealers Division. Before joining NADA, Mr. Koblenz served for five years as a senior attorney with the American Automobile Manufacturers Association. There, he advised the association on a variety of issue areas including sales, credit, leasing, and finance law, product safety and liability, intellectual property and benefits and taxation. Mr. Koblenz holds degrees from Union College and Harvard Law School and is a member of Phi Beta Kappa and the American Law Institute.

Tom Kontos is Chief Economist for KAR Auction Services Inc. He makes frequent presentations to clients and at automotive industry conferences, and is often quoted in the trade and national press. Tom is author of Pulse, a report on economic conditions and the new and used vehicle markets in

the US and Canada, and the Kontos Kommentary, a monthly e-mail report and video on wholesale used vehicle price trends. He oversees an analytical services team in the US and Canada, who produce numerous value-added studies for clients and dealers of the KAR family of companies.

In 2016, Tom was awarded the Ed Bobit Icon of the Automotive Industry Award by the International Automotive Remarketers Alliance and the National Auto Auction Association.Tom has more than 25 years of experience in market research, financial analysis and strategic planning; and holds bachelors and master’s degrees in mineral resource economics from Pennsylvania State University.

Session Participants

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Over the last 10 years, Andrew McFarlane, has transformed the corporate culture, and operating methodology of Zeemac. Since its inception over 65 years ago, Zeemac has been focused on closed-end B2B leasing. Today, we continue to deliver the same exceptional customer experience we’ve always

been known for, and have worked to create a full slate of modern fleet management software and services to make available to our customers.

Prior to joining Zeemac, his career included his role as a founding partner in APEX Self Storage, and as an Associate with NATIONAL Public Relations. Andrew obtained his MSc. of Industrial Relations, with Distinction, from the London School of Economics, and holds a Bachelor of Commerce degree from the University of British Columbia, as well as a Diploma in International Industrial Relations from Erasmus University, Netherlands.

Anthony Maresco is the Market Director of the Santander Vehicle Funding group since 2007, Anthony has been involved with the Vehicle Funding product for 25 years in various capacities including VP of Operations, Financial Analyst and Audit Officer. Anthony has been an active member of the NVLA earning his CVLE in 2001 and treasurer of the NY/NJ/CT chapter from 2010-2017.

A native Utahan, Nick Markosian has been in the car business for 27 years. Starting as a lot boy at a local Nissan dealership, Nick opened his own store with a partner in 2000 at the age of 25. Starting BHPH in 2004 Nick’s business quickly became one of Utah’s top dealerships. In 2010 after the

great recession Nick became the sole owner and switched from BHPH to LHPH and has never looked back. The LHPH model has been a huge part of the success his enterprise has achieved, growing to 2000 LHPH accounts. Currently with three locations in Taylorsville, Ogden and Logan Utah Nick’s dealerships average over 200 units a month in total sales and growing. Nick loves the state of Utah and enjoys skiing at the world class resorts in the winter, road and mountain biking in the summer.

Bradon R. Marshall was born and raised in central Wyoming. He graduated from West Texas A&M University with a degree in Education and a minor in business in 2014. In June of the same year he was employed by C.H. Brown Company and now represents the company as President. He lives in Wheatland, Wyoming on

small acreage with his two month old daughter, Tatum and wife, Taylor.

Doug Moore is an industry veteran and Executive Vice President of SomervilleAuto who operates leasing companies in Toronto and Vancouver and owns Canada’s highest volume Hino truck dealership. He is also is the Director of Leasing Competitive Edge, moderating their study groups, working

directly with CEOs of over 25 leasing companies from across North America to improve their performance. He serves on the board of both NVLA and the Canadian Finance and Leasing Association.

Session Participants

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Mike North is a Partner in Katz, Sapper & Miller’s Audit and Assurance Services Department. Mike supervises audits and reviews of financial statements as well as the preparation of tax returns. Additionally, Mike provides due diligence and transaction advisory services to private equity and strategic

clients. He is also involved in advising clients in tax, accounting, reporting, compliance, and internal control matters.

Nathan Petrie is the Credit Process Manager at PayNet, working with lenders of all shapes and sizes. For the past 15 years, Nathan has worked in the credit and collections industry with a focus on understanding the art of Credit Scoring and Decisioning. For the past decade, he has worked with over 200

credit granting institutions, large and small, to improve credit processes using credit data available from PayNet and other sources.

John F. Possumato, is a noted consultant to the automotive industry, and is the CEO of Driveitaway Inc, the first “dealer focused shared mobility” company, which provides a turn-key cloud platform and driver app, to facilitate profitable Mobility as a Service business options for car dealers and leasing

and rental companies. Both a serial automotive industry entrepreneur and a franchise owner veteran, Possumato has over 30 years of car industry leadership experience, having founded three other ground-breaking car industry focused companies. Possumato writes a regular column in WardsAuto, and is published regularly in trade magazines, including Automotive Fleet Magazine, Fixed Ops Journal, and AutoDealer Monthly. He also is a noted international industry speaker on Mobility as a Service, having conducted presentations on the topic at the NADA Annual Convention, the NIADA Annual Convention, the Conference of Automotive Remarketing, Used Car Week, the TU Automotive Conference in Detroit, CADA Summit in Toronto, Canada, and the Auto Dealer Day in Verona, Italy. Possumato holds a J.D. from the Law School at the University of Pennsylvania, and a B.S. from the Wharton School. Possumato is a member of the Bar of the State of Pennsylvania, was a founding Board member of the International Automotive Remarketers Alliance, and past Counsel to the Board of Directors of the Automotive Fleet and Leasing Association.

Connie Scarpelli’s career began at GM in 1985 with Powertrain, holding various roles in manufacturing and engineering and as a Squeak and Rattle engineer at Milford Proving Ground. Joining the Fleet organization in 2002, she has held positons in alternative fuels, commercial product, event

management, government sales and currently Fleet Management Sales. Connie holds a Bachelor’s degree from Ferris State University.

Session Participants

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Sloan Schickler is the Legal and Legislative Counsel for the NVLA. She is highly experienced in all aspects of auto finance. Aside from finance and corporate law, Sloan counsels clients with respect to commercial and consumer leasing, retail installment sales and dealer floor plan finance, auto

and equipment finance, syndicated revolving credit facilities, asset securitization, corporate structuring and governance, regulatory licensing and compliance and real estate finance. Clients have included major commercial banks, financial institutions, investment banks, captive finance companies, leasing companies, auto manufacturers, auto dealerships, real estate investors, hedge funds and public and closely-held corporations.

Sloan has created and authored consumer and commercial vehicle leases for use in multiple states, master leases, retail installment sales contracts, security and dealer agreements, intercreditor agreements, floor plan financing programs and related documentation. She has served as outside general counsel to auto finance companies; designed documentation and compliance procedures for financing recourse loans collateralized by vehicles leases and loans; documented numerous sales and financings of vehicle lease and loan portfolios including at foreclosure; and served as special counsel in bankruptcy and work out and loan modification matters.

Sloan’s career began at Holland & Knight as a commercial litigation associate. She was a partner in the boutique commercial firm of Schickler & Schickler, L.L.P. for 20 years before forming Schickler PLLC and becoming of counsel to Wong Fleming. Her bar admissions are the State of N.Y., S.D.N.Y., E.D.N.Y., the U.S. Tax Court and the U.S. Supreme Court. She lives in New York City with her family.

Joe Segrave has been in the car business for 14 years and lives in North Carolina. He began his career on the franchised dealer side in 2005 before opening his first LHPH store in Asheville, NC in 2010. He now operates three LHPH stores that span across the entire state, managing over 2300 accounts

at a consistent delinquency rate below 8% on the one-day, one-dollar rule. Joe attributes his success to his firm beliefs in giving the customer a vehicle that is worth paying for from the get go, taking care of the customer after delivery, and having impeccable accounting and operating systems to assist in the management of daily operations. He does not see a ceiling to the LHPH model and has plans for continued expansion. Joe enjoys all things outdoors and is always happy to discuss the car business.

Tarry Shebesta is a dynamic FinTech entrepreneur, who launched a digital car buying service from a second bedroom 30 years ago and has been a constantly innovative force in the automotive industry. He’s an automobile financing and leasing subject matter expert and media consultant on live TV shows, including CNBC, FOX Business, and Bloomberg TV.

Tarry is a current board member of the National Vehicle Leasing Association and has presented at numerous automotive and financial industry conferences.

Session Participants

19

Steve Sherman founded CrestMount Advisors in 2003 to provide financial advisory services to smaller and middle market commercial finance companies looking to buy or sell companies or financial assets. We help companies grow and maximize liquidity. While our clients have included major banks and

financial institutions, our primary focus is on smaller firms. (More specifics on CrestMount activities is available upon request.)

Prior to CrestMount, Steve founded FairView Advisors (1998). Prior to 1998, Steve was Managing Director of Business Development at AT&T Capital and also Managing Director of Business Development at AT&T. Steve holds a BS and an MBA in Economics and International Business from NYU and also attended HEC (France) where he studied Economics.

Michael Waterman, Senior Vice President of Sales at ACV Auctions, is a 20-plus year veteran of the auto industry who brings deep experience in market development, hiring top sales talent and working with dealerships to enhance their wholesale process. Prior to his arrival at ACV Auctions, the leading

dealer-to-dealer online wholesale platform, Michael most recently served in product and sales management roles at Dealersocket, Dealertrack, and Adesa, after beginning his career managing dealerships. Michael has a proven track record when it comes to increasing productivity, reducing staff turnover and engineering cost-saving solutions for business problems. He’s also built quality sales and support teams that exceed sales goals while maintaining industry-leading client retention performance.

Session Participants

20

EXHIBIT HALL ASSIGNMENTS

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CONFERENCEROOM

ATLANTICABALLROOM

General SessionsA

C

B

BOARDROOM

SOLARIA

PRISTINA

VERANDINACOVERED PATIO

SOLARIA B SOLARIA A

PALMARA

CARETTA

SERENOA

LHPH Session

Exhibit Hall

Registration

Meals & Breaks

7 8 9

15 16

PRISTINA: Exhibit Hall

VERANDINA: Meals & Breaks

PrefunctionSpace

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3 2 1

11

10

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6

5

4

1 Advanced Lease Systems, Inc.2 UVeye3 LeasePlan4 MobilityWorks Commercial5 Coggin Nissan6 Soft4Leasing7 Adrian Steel8 DAT Solutions9 GM Fleet

10 GMI Insurance11 ABCoA Deal Pack12 Williams & Stazzone Insurance Agency13 Subzero

15 MicroBilt Corporation16 Toyota

Founded in 1983, ABCoA Deal Pack is a complete DMS solution offering integrated payment portal, CRM, sales, leasing, finance, and service/parts, with digital document management, text messaging, real-time accounting and more.

Adrian Steel’s goal is to optimize the safety and efficiency of the customer’s commercial vehicle by understanding the role of the vehicle in the customers’ business. Adrian Steel provides solutions for a range of vehicles from crossovers to cargo vans. Our customers include those with one vehicle in their fleet to 50,000 vehicles in their fleet. Our cargo management solutions are vigorously tested so that they exceed our customers’ quality expectations. Adrian Steel has up fitted over 1 million vehicles in our 60 plus years in business and has leveraged that expertise in engineering our innovative product line. Adrian Steel’s industry best installation times provides our customers an installation network to get their vehicle up fitted regardless of where they need to get them done: at the factory, out of dealer stock, at your place of business, or through a bailment pool.

Advanced Lease Systems, Inc. (ALS) has been providing quality software to the leasing and auto finance industry and has been a member of the NVLA for more than 35 years. Our software has made lease accounting and management efficient and easy. We have listened to our customers to continually improve the software to meet the needs of the leaders in the leasing industry. We provide application processing, contract printing, weekly, monthly, annual and other flexible payment timings. Collection, insurance and title tracking are made easy. It is the complete package for commercial and consumer leasing. ALS has the accounting expertise to handle your finance and operating leases, as well as simple interest and pre-computed interest type loans. ALS does not just stop at installing your software. With ALS you also get the excellent customer support and training you need to ensure your business is running as efficiently and expertly as possible. At ALS your success is our business.

Coggin Nissan commercial vehicle department headed by David Rouse and Gigi Walker is built on three principles: serve with integrity, problem solve intelligently and play, with driven passion. Whether a business is in need of one or 50 vehicles, Coggin Nissan is your dealer of choice for NE Florida and South Georgia. We are incredibly grateful for our customers and believe that the energy is infectious. NVLA and its members are the cornerstone of our business and look forward to making more far away friends and business partners.

EXHIBITORS

23

For 40 years, DAT has been providing software solutions to the transportation industry. Fortune 500 banks, financial institutions, legal advisors, and businesses that need to transfer or refinance transportation assets use our services, including Wells Fargo, US Bank, Hitachi, Citi, Bryan Cave and PNC and more.

GM Fleet and Commercial is committed to designing, building and selling the world’s best vehicles. As a leader in advanced technologies and quality, GM offers award winning vehicles with innovative engine designs, great fuel economy, and some of the lowest lifecycle costs in the industry. What this means for you: an exceptional lineup of vehicles to meet and exceed your fleet leasing needs.

GMI Insurance offers Contingent Auto Lease coverage at very competitive rates. Our program is ideal for independent leasing companies, automobile manufacturers, dealerships and financial institutions that lease autos to others for a 12-month term or more. Program not available in LA or NY. www.GMI-Insurance.com.

MicroBilt Corporation designs, develops, markets, licenses and supports a wide range of integrated risk management reporting, decision and analysis solutions for small and medium-sized Enterprises. For the finance industry, MicroBilt offers comprehensive credit solutions from origination to collection. MicroBilt delivers a complete suite of data products that support the entire finance process, from loan originations and background checks to fraud detection, collections, and regulatory compliance.

MobilityWorks Commercial is the leading dealer of wheelchair accessible vans, minivans, transport vans and shuttles. Our experienced staff will work to determine the best vehicles for your organization’s needs. We stand behind the quality, reliability and safety of every vehicle we sell. Contact us at 800-769-8267 or mobilityworkscommercial.com.

EXHIBITORS

24

Network is an independent brand of vehicle management services, partnering with lessors to assist them with providing fleet management expertise to their customers. Network gives a lessor a competitive sales advantage and additional revenue, while saving their customers approximately 20% on their vehicle operating expenses.

Soft4Leasing — the all-in-one leasing software that includes lease accounting, lease management, financial accounting, CRM and document management. With Soft4Leasing lease management software, you can easily manage the entire leasing process — from the lease quote through the entire contract to reporting. Soft4Leasing supports all main asset financing concepts – hire purchase, finance (financial, capital) leases, operating (operational) leases, chattel mortgages, novated leases and consumer loans, bringing benefits to your company whatever finance option you choose.

Subzero Technologies is the nation’s leading upfitter of refrigerated and temperature-controlled commercial vans. Our patent-pending Polar Pro™ high-performance insulated liner is stronger, has faster pull-down rates, and colder temperatures than any other insulated van liner available. We are a certified installation center for all major brands of refrigeration units, including Thermo King, Carrier and ATC. Subzero Technologies is also an all-purpose van and truck upfitter. We carry new van and truck inventory through authorized bailment pools with Nissan and Chrysler/Ram. We also have access to vehicle inventory through our broad network of Ford, Mercedes-Benz, and Chevy/GM dealers. We can customize your vehicle with shelving, flooring, curtains, graphics, and any other commercial accessories. We are authorized dealers of most major equipment brands and will upfit your vehicle exactly to your specification

Toyota (NYSE:TM), creator of the Prius and the Mirai fuel cell vehicle, is committed to advancing mobility through our Toyota and Lexus brands. Over the past 60 years, we’ve produced more than 30 million cars and trucks in North America, where we operate 14 manufacturing plants (10 in the U.S.) and directly employ more than 44,000 people (more than 34,000 in the U.S.). Our 1,800 North American dealerships (nearly 1,500 in the U.S.) sold almost 2.6 million cars and trucks (2.45 million in the U.S.) in 2016 – and about 85 percent of all Toyota vehicles sold over the past 15 years are still on the road today.

EXHIBITORS

25

UVeye provides high-end solutions for automatic external inspection of vehicles, using advanced technologies that include proprietary hardware combined with machine learning and computer-vision algorithms. The technology developed by UVeye, enables users to automatically scan, detect and identify anomalies, modifications or foreign objects from all sides of any vehicle, while it drives by, in a matter of seconds.

Williams & Stazzone Insurance Agency is the leading provider of all forms of insurance coverage for leasing companies. This includes the state of the art contingent/excess/interim policy, GAP, garage programs, single interest, subscription/mobility programs, cyber liability, director & officers, residual value, workers compensation, warranties and daily rental insurance

EXHIBITORS

2019 Conference Committee

Ken Sopp (Chair)CULA

Doug MooreSomerville Auto

Paul Dell’AquiloMetropolitan

Commercial Bank

Chris PontarelliGT Leasing

Mark Van NestMidwestern Leasing

Jeff BarronThe Bancorp Leasing

Paul Najarian, Jr.ACT Leasing

Tarry ShebestaDrive It Now

Brent GarrettCarlotz

Joe SeagraveBenchmark Auto Sales

26

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Explore fl eet.toyota.com

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TRUE CONNECTIVITY

Entune™ 3.02 comes standard and includes Toyota Connected

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YOUR MOBILE OFFICE

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business going even on the road.

SAVE ON FUEL COSTS

RAV4 Hybrid gets up to a manufacturer-estimated

40 combined mpg.5

COMPLIMENTARY TOYOTACARE

Every Toyota in your fl eet comes with ToyotaCare,6 a no cost maintenance

plan with 24-hour roadside assistance.7

SIZE: Bleed: 5.75" x 8.75" Trim: 5.5" x 8.5" Live: 5" x 8" Mechanical is 100% of finalNo. of Colors: 4C Type prints: Gutter: LS: Output is 100% of final

CLIENT: TMNA

JOB TITLE: FLEET RAV4 FY19 Print

PRODUCT CODE:

AD UNIT: 4C PB

TRACKING NO: 06781 PB

PRODUCTION DATE: March 2019

MECHANICAL NUMBER: ______________

SHOT NO: RAV_MY19_0041_V003

PROOF NUMBER ––––––––––––– SPECIAL INFO: Bill to B1194-012813-00

BY DATE W/C DATE

Project ManagerPrint ProducerStudio ManagerProduction DirectorArt BuyerProofreadingArt Director •Chief Creative Officer •Exec. Creative Director •Creative Director •Assc. Creative DirectorCopywriter •Assc. Creative DirectorProduct

BY DATE W/C DATE

Diversity Review PanelAssist. Account ExecutiveAccount ExecutiveAccount SupervisorManagement DirectorCLIENT

Ad Mgr./Administrator National Ad Mgr. VOG

Corp. Mgr., Mkt. Comm. V.P. Marketing Legal/ProductTMS Diversity Binder

S A A T C H I & S A A T C H I L O S A N G E L E S • 3 5 0 1 S E P U L V E D A B L V D . • T O R R A N C E , C A • 9 0 5 0 5 • 3 1 0 - 2 1 4 - 6 0 0 0

EXECUTIVE CREATIVE DIRECTORS: F. Costa

CREATIVE DIRECTOR: M. D’Avignon

ASSC. CREATIVE DIRECTORS:

COPYWRITER:

ART DIRECTOR:

PROJECT MANAGER: W. Hubbs

STUDIO ARTIST: T. Thomas

118651_06781PA_Fleet RAV4_55x85_em1_w1a.indd 1 3/11/19 9:05 AM

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